1Open warm — build rapport (60 sec)
Goal: be human, not a robot
"Hey [Name], thanks for getting back to me — really appreciate the time. Before I run any numbers I just want to learn about the property and your situation a bit. That cool with you?"
Listen for: tone, urgency, attitude. Match their energy. If they sound rushed, get to the point fast. If they're chatty, let them talk.
2Find the motivation
Goal: why they're really selling
"What's got you thinking about selling? Anything specific going on, or just exploring options?"
Listen for: divorce, inherited, behind on payments, tired landlord, relocating, repairs they can't afford. Real motivation = real deal.
3Anchor their number first (don't skip)
Goal: their number before yours
"And listen — if I were able to get my underwriter to come up to a number that actually works for you, what would that number need to be? Just so I know what we're shooting for."
Listen for: the number. Write it down. Don't react. If they say "I don't know," ask "What were you hoping for?" or "What's the lowest you'd consider?"
4Frame the virtual tour
Goal: get them comfortable, not interrogated
"Awesome. Before I run any numbers I want to give you a fair offer based on what the home actually is, not what Zillow guesses. Mind walking me through it like a virtual tour? I'll just ask a few quick questions room by room. The real thing I'm trying to figure out is — does it already look like a 2026 new build, or will we need to put work in to get it there? Because that's what we're up against when we go to sell or rent it."
5Property basics
Goal: square footage + bed/bath count
"Quick basics first — about how many square feet is the home? And how many beds and baths?"
→ SQUARE FOOTAGE
→ # of bathrooms
6Roof & foundation (the big-ticket items)
Goal: spot the deal-killers early
"Do you know how old the roof is? Any leaks or stains on the ceilings inside? And how about the foundation — any cracks in the walls, doors that don't close right, or floors that feel uneven?"
→ NEW ROOF (toggle)
→ FOUNDATION (toggle)
Listen for: "I think it's about 25 years old" = toggle ON. "Just replaced 2 years ago" = OFF. Vague answer = toggle ON to be safe.
7HVAC, water heater, windows
Goal: mechanicals + windows
"How about the AC and heat — is there central HVAC, and does it all work? How old is it? And the windows — single pane, double pane, original to the house?"
→ NEW HVAC (toggle)
→ NEW WINDOWS (toggle)
8Kitchen walk-through
Goal: cabinets, counters, appliances
"Walk me into the kitchen real quick — what are the cabinets like, original or have they been redone? Countertops — laminate, tile, granite, quartz? And are all the appliances in there and working — stove, fridge, dishwasher?"
→ NEW CABINETS (toggle)
→ COUNTERTOPS (toggle)
→ APPLIANCES (toggle)
Rule of thumb: if the kitchen is anything other than "we just redid it," all three usually toggle on.
9Bathrooms
Goal: how many baths need work
"Now the bathrooms — what shape are they in? Tile, vanity, tub/shower — original or updated? Any leaks or soft floors anywhere?"
→ BATHROOM REMODEL (toggle)
10Floors, paint, trim
Goal: cosmetics + finish work
"What's on the floors throughout — carpet, hardwood, laminate, tile? And how's the inside paint, when's the last time it was painted? Trim, baseboards, doors — all original or any of that updated?"
→ PAINT (toggle)
→ FLOORING (toggle)
→ TRIM/DOORS/BASEBOARDS (toggle)
11The honesty question
Goal: catch what they're hiding
"Last thing — if I dropped you in the front door tomorrow, would it feel like a 2026 new build, or would it feel dated? And is there anything else I should know — old issues, work that got started and never finished, anything that bugs you about the place?"
→ DEMO (toggle if anything's coming out)
Listen for: "Well, there's this one thing..." — that's where the money lives. Slow down and ask follow-ups.
12Brief hold to run real numbers
Goal: comp + calculate without pressure
"Perfect, that's exactly what I needed. Mind if I put you on a quick 3-minute hold? I want to pull real comps and run real numbers so I can give you a fair, honest offer instead of a guess."
While on hold: pull comps on Propelio + PropStream + local MLS · enter sqft + toggle items in this calculator · enter ARV · use the Path B start (65%) number first.
13Present the offer (anchor low)
Goal: lead with 65%, leave room to walk up
"Okay — appreciate you holding. Based on what we'd need to put into it and what comps are showing, the number we can do is $[65% offer]. That's what works for us as a clean, no-hassle, fast cash close."
Then shut up. Whoever talks first loses. Let them respond.
14If pushback → escalate (Path C)
Goal: never lose them, walk up in steps
Step 1 — Walk up cash to 70%: "Let me see what I can do — give me one second." [pause] "Best I can stretch on cash is $[70% offer]."
Step 2 — Cash ceiling at 75%: "Let me talk to my underwriter one more time." [pause] "Absolute top on cash is $[75% offer]."
Step 3 — Novation up to 82.5%: "I have one more option. We have a program called a novation where we can offer $[82.5% offer] — meaningfully more. It works a bit differently — we partner with you to get the home ready and listed, you get paid at closing. Want me to walk you through it?"
Step 4 — Last ditch (in-house agent at 2%): "Sounds like you're really looking for full retail. I respect that. We have an in-house agent who can list it for you at 2% instead of 3%. Want me to set up a quick appointment so you've got every option?"
15Close or set the next step
Goal: never end with "I'll think about it"
"What I'd love to do is send you the contract today and we can have a check in your hand in 7–14 days. Sound fair? What's the best email to send it to?"
If they need to think: "Totally understand. What's the question on your mind I can answer right now?" — then book a specific callback time. Never leave it open-ended.
⚑Golden rules
• Always anchor their number first (Step 3) — before any of yours.
• If unsure on a condition item, toggle it ON. Better to come in low and walk up than miss a $5k surprise.
• Never share the rehab math with the seller. They see the offer, not the breakdown.
• Frame increases as "I talked to my underwriter" — never personal authority. You're fighting for them.
• Whoever talks first loses — after you give a number, shut up and let them respond.
• For Monopoly Method deals: all-in (purchase + rehab + closing) must be ≤ 80% of ARV. Double-check.