I also am looking for an exact script
When talking to prospects I too am looking for motivation. The way to find motivation is to find a problem. If the problem is big enough, then you know you have opportunity.
I agree with Wheatie that scripts sound scripted. However, there is nothing wrong with continuously rehearsing a conversation that you are bound to have hundreds of times throughout your investing career. Call it a script or call it preparation, but I see it as essential preparation for communicating with prospects.
Here is an old realtor " for sale by owner" script that has done me very well over the years. It definitely is not set in stone and is only effective when it is a natural conversation. If you think about it, a FSBO is really the same as an investor script. The purpose of both is to seek truly motivated parties. Tweak to fit your circumstance. The structure gives a brief intro that serves only as a lead in to ask questions. The sole purpose of the questions is to find problems. All potential problems are questioned to gauge severity.
Agent: Mr. Seller, I call all for sale by owners knowing that when they fail to sell their homes, they will interview real estate agents for the job of selling their home...and I was wondering, when do you plan on interviewing agents....?
FSBO: I'm not interested.
Agent: I understand, other than the fees, is there any other reason why decided to sell on your own?
FSBO: nope, it's just the fees.
Agent: Well let me ask you this, why did you decide to sell the home?
How long have you lived there?
Did you enjoy living there?
How did you select that neighborhood?
I could go on for hours with the question asking and that is where the motivation question will get answered. At some point the seller will say something that is " painful" to them. Divorce, illness, financial trouble, loneliness, job transfer, spousal dispute, empty-nesters, house too small, house to big, etc... OR, they will find a way to get off the phone. If they aren't motivated it's no big deal, just talk to someone else.
In addition, you will know the problem that needs to be solved in order for your deal to work. Obviously, you will not be able to solve the actual problem, you can only potentially solve the real estate portion of the problem. The real estate portion of the problem is quite often a major hurdle to the ultimate problem getting solved. Master the art of asking questions and opportunity will present itself.
hope this helps.
Edited Jun 26 2010, 05:36