The phone is ringing, and this is supposed to be a GREAT moment! Your smart marketing is bringing in motivated sellers… but you don’t think you are ready. You decide you need more time to put together your notes, a script, or just collect your breath, so you don’t answer the phone. However, if you let the call go unanswered, you have just wasted your precious marketing dollars! Don’t let this happen: prepare yourself. Talk to your peers, get a few words of advice, and just go for it.

The first call can be intimidating, but it gets easier! Once you’ve taken a few calls, you’ll figure out what works for you. But in the meantime, here are some basics:

Ask questions.

With each call, you should first ask for your lead’s name and phone number. This way, you will be able to follow up with them after the initial phone call.

The main goal is to buy their property, so you need to know about the property in question. What is the address? How many beds and baths does the property have? What is the condition of the home? Is it vacant or is it occupied? How much do they owe on it, or do they own it out right? These questions should all be part of your call script and will help you make an informed purchasing decision.

Here is a tip: if they don’t sound motivated to sell, chances are they aren’t going to sell. Trust your gut, and don’t waste your time! Keep it professional, but don’t let them take time away from other motivated sellers.