BiggerPockets Founder · HI · Member since 2008 · 16k+ posts · 5k+ votes
One of our bloggers, J Lamar Ferren, posted the following article on the BiggerPockets Blog, which is a must read for anyone interested in using phone scripts when screening sellers:
I am a big believer in scripts, especially in the beginning of your investing career. A script can make someone more comfortable making calls in the beginning because they are just following their outline, notes or specific script. Remember the script doesn’t have to be a specific and indicate everything you have to say. It can take the form of an outline with all the info you need that you just work into the conversation. This way you have to be listening carefully to lead the conversation in the direction you want to go, making sure your sticking points or info you need is addressed.
As you gain experience, they will become less important as you will already be comfortable leading the conversation and just as importantly, exactly what you need to know to make your investing decisions.