Motivated seller callback script
When a seller calls or responds to your marketing
Open and build rapport, ask about the house, find out why they're selling, cover money, condition and timing, then close for the next step.
Home/Scripts/Wholesale real estate scripts
Free script pack · 20-page PDF · 10 scripts
Wholesale real estate scripts, free PDF
The cold calling script for real estate wholesalers I use, plus my motivated seller script, cash buyer script, voicemails, texts and objection answers. One free PDF, sent to your inbox.
Get the Wholesaler Script Pack
Free. Unsubscribe anytime.
Short answer: what are wholesale real estate scripts?
Wholesale real estate scripts are simple guides for what to say on the phone with motivated sellers and cash buyers: how to open, which questions to ask, how to answer common objections and how to set the next step. The best ones read like a conversation, not a sales pitch. This free PDF has cold calling scripts for real estate wholesaling and more: a motivated seller script, a cold calling script, follow-up, voicemail and text scripts, objection answers, a cash buyer script and two fill-in questionnaires.
Format20-page PDF
Inside10 scripts and worksheets
ForSeller and cash buyer calls
CostFree download by email
What's inside
What's in the free wholesaling scripts PDF
Ten scripts and worksheets for talking with sellers and cash buyers, plus a "before you start" page, in one 20-page PDF. Print them, keep them by the phone and make them your own.
Seller questionnaire
Fill-in property and motivation sheet
Seller and property details, motivation and timing, mortgage and liens, condition and repairs, and next steps, on two fill-in pages.
Cold call script
Outbound calls to a scrubbed list
A short, honest opener, what to say for "maybe," "not right now" and "no," and a before-you-dial checklist.
Follow-up call script
Not ready yet, after your offer, gone quiet
Three short follow-up calls that give every call a reason, instead of "just checking in."
Three seller voicemails
Callback, first touch and final follow-up
Each one is under 30 seconds: your name, why you're calling and your number, twice. (Two cash buyer voicemails are in script 08.)
Text scripts for sellers who opted in
Only for people who said yes to texts
Seven seller texts: replies, recaps, appointment confirmations, offer follow-ups, a check-back and an opt-out reply.
Objection answers
Common things sellers say
Honest answers to 11 objections, from "how did you get my number?" to "why is your offer so low?", plus what to do with "stop calling."
Cash buyer script and questionnaire
What to ask every buyer
Three tips, the call and a commitment close, a fill-in buyer criteria sheet, one deal text for buyers who said yes to texts, two buyer voicemails and a short script for finding buyers through listing agents.
Cash buyer letter
For investors you can't reach by phone
A one-page letter with fill-in brackets that asks active investors to send back your criteria sheet.
Calling and texting compliance checklist
One page · not legal advice
Do Not Call lists, calling hours, caller ID, texting consent, honoring STOP and call recording rules, with the federal sources listed so you can check them for your state.
Get the Free Scripts PDFFree download, sent to your email.
Motivated seller script
Motivated seller script: what to say when a seller calls back
When a seller calls you or answers your marketing, call back as soon as you can. A seller who reached out today may have moved on by tomorrow. A script is a guide, not something to read word for word. These are the questions and the order I use. Say them in your own words.
Build rapport first
Introduce yourself and ask how their day is going, then actually listen. A minute of small talk is time well spent. People do business with people they like and trust.
You"This is {your name} with {company name}. I'm returning your call about the house at {address}. Do you have a few minutes, or did I catch you at a bad time?"
Ask them to tell you about the house
I can find out a lot about a house from the address alone. What I can't look up is what the seller thinks is important. Let them talk first, then fill in the blanks: beds, baths, condition, anything major it needs, vacant or occupied, listed or not.
You"Can you tell me a little about the house?"
Find out why they're selling
This is the most important part of the call. Ask one question at a time, then be quiet:
- "What has you thinking about selling right now?"
- "How soon would you like to have it sold?" ... "What's your plan if it hasn't sold by then?"
- "What price did you have in mind?" ... "How did you come up with that number?"
- "Would you say you really need to sell, or you'd just like to sell if the price is right?"
- "Have you talked to anyone else about selling it, or had any other offers?"
Example: listen, and show you understand
Seller"I'd like to sell because I was renting it out and I just got rid of a terrible tenant."
You"Oh, that sounds rough. How long did it take to get them out? Did they leave the place in bad shape?"
Seller"Three months, and it was a nightmare."
You"I can understand why you're done with it. You're not the first landlord I've talked to who's been through that. Let's see if there's a way I can help."
Price, timeline and the next step
Price comes last. Ask who's on the deed, what's owed, whether taxes are current and what needs work. Don't throw out a number before you've done your homework. End with a specific next step, like a callback time or a visit, and keep it.
You"I don't want to throw out a number before I've done my homework, so let me go over the numbers and the area and get back to you tomorrow morning. Does that work?"
It's either a deal or it's not
If the house is fully remodeled and they want full retail price, or they won't let you see it, that's okay. Thank them, be kind and move on. Not every call is a deal, and that's normal.
Cold calling script
Wholesale cold call script for real estate wholesalers
On a cold call, your goal isn't to buy a house. It's to find out, politely, whether there's a reason to talk again. Keep it short and honest, and make it easy to say no.
The opener
You"Hi, is this {owner's name}? ... Hi {name}, this is {your name} with {company name}. I'm a local real estate investor here in {city}, and I'm calling about your property on {street}. I wanted to ask if you'd ever consider an offer on it. Did I catch you at an okay time?"
Then stop talking and let them answer.
If they say "maybe"
Ask a few quick questions so you know whether an offer even makes sense: what the house is like right now, whether anyone lives there, what timing would work and whether they have a number in mind. If they ask for a price now, don't guess. Give them a real number later.
If they say "not right now" or "no"
You"No problem at all. Would it be okay if I checked back with you down the road?"
You"I understand. Thanks for your time. Would you like me to take your number off my list?"
Only follow up if they say yes, and write down exactly what they agreed to. If they say anything like "don't call me," add them to your do-not-call list before you dial the next number.
Before you dial (not legal advice). Cold calling has legal rules, and they vary by state.
- Check your list against the National Do Not Call Registry, any state do-not-call list and your own internal list.
- Call only at allowed hours in the owner's time zone (federal rule: 8 a.m. to 9 p.m.; some states are stricter).
- Show your real number on caller ID and say your name and company at the start.
- Dial yourself: no prerecorded messages or artificial voices.
- Anyone who asks you to stop goes on your do-not-call list right away.
Get the Full Cold Call ScriptThe full cold calling script for real estate wholesalers is in the free PDF.
Fill-in worksheet
Motivated seller questionnaire (property info sheet)
It's hard to fill in a worksheet and really listen at the same time. Jot quick notes on the call, then fill in the sheet right after you hang up. The seller questionnaire in the PDF covers:
Seller and propertyNames, phones, everyone on the deed, address, beds, baths, style, garage, basement, square feet, vacant or occupied, listed or not, lease and rent.
Motivation and timingWhy they're selling, need vs. want, deadlines, their plan if it doesn't sell, asking price and how they got it, flexibility, other offers.
Mortgage and liensAmount owed, payments current, any foreclosure notice, second mortgage or HELOC, liens and taxes.
Condition, repairs and next stepsWhat needs work, roof, heat and A/C, water heater, plumbing, electrical, foundation, the seller's repair guess, the appointment and the callback you promised.
After the first call
Follow-up, voicemail and text message scripts
Follow-up call script
Many sellers aren't ready the first time you talk. A good follow-up is friendly, short and happens when you said it would. Give every call a reason, like the numbers you promised or a date that matters to them. Only follow up with people who agreed to hear from you.
You"Hi {name}, it's {your name} with {company name}. We talked back in {month} about your house on {street}, and you said it was okay to check back around now. How have things been?"
Real estate wholesale voicemail scripts
Keep voicemails under 30 seconds: your name, why you're calling and your number, twice. Leave them yourself, live.
You"Hi {name}, this is {your name} with {company name}. I'm a local real estate investor, and I'm calling to ask if you'd ever consider an offer on your property on {street}. If that's something you'd like to talk about, now or down the road, call me at {phone}. That's {phone}. And if you'd rather I not call again, just let me know and I'll take you off my list. Thanks."
Wholesaling text message scripts (consent-based only)
Only text sellers who texted you first, checked a box agreeing to texts or told you on the phone that texting is okay. No cold texts to a list. Identify yourself every time and honor STOP right away.
Example text exchange
Hi, I got your letter about my house on Elm St. Can you call me?
Hi Pat, this is {your name} with {company name}. Thanks for reaching out about the Elm St house. Is now a good time for a quick call, or would you rather text? Reply STOP anytime to opt out.
The PDF has the full set for sellers: three follow-up calls, three voicemails and seven texts, including the one-time opt-out reply. The cash buyer section adds two buyer voicemails and one deal text.
Objection handling
How to handle seller objections
An objection is usually a question or a worry. Slow down, acknowledge it, answer honestly and ask a question back instead of arguing. If the answer is "no," respect it.
| The seller says | You can say |
|---|---|
| "How did you get my number?" | "Fair question. Property ownership is public record, and I use those records to find owners in neighborhoods where I buy. If you'd rather I not call, I'll take your number off my list right now." |
| "Just tell me your offer." | "I'd rather give you a real number than a guess I'd have to change later. Can I ask a few quick questions so the number I bring you is a fair one?" |
| "I want full price." | "That makes sense. If you have time to fix it up, list it and wait, you may get more that way. What I offer is a cash sale, as-is, on your timeline. Can I ask how you got to that number?" |
| "Why is your offer so low?" | "Let me walk you through it: what fixed-up houses sell for, minus repairs, costs to buy and sell, and an investor's profit. The trade-off is speed, certainty and no repairs or showings." |
| "I need to talk to my spouse first." | "Of course, that's a big decision. Would it be easier to set a time when you're both available, so I can answer everyone's questions at once?" |
| "Are you a real estate agent?" | "No, I'm not a real estate agent. I'm an investor, and I buy properties directly (or put them under contract and may assign that contract to another buyer). I'm happy to walk you through how that works." |
| "Is this a scam?" | "I'm glad you asked. Here's who I am: {name, company, website}. We'd close through a licensed title company or closing attorney you can call, and you never pay me anything." |
| "Not interested" or "Stop calling." | "Understood. I'm sorry for the bother. I'll take you off my list now." Then do it before your next call. |
On a phone, swipe the table sideways. The PDF has all 11 objection answers.
Cash buyer script
Cash buyer script: questions to ask every buyer
A good cash buyer script gives you confidence that you're asking the right questions, tells you exactly what each buyer wants and helps you separate real investors from the ones who aren't. The best advice I can give you: be yourself.
Spot real cash buyers
You don't always know whether someone is a real cash buyer, another wholesaler or an owner-occupant who needs a mortgage. That's why you collect full contact information, so you can look them up and confirm they're actively buying. Your goal is a short list of active investors who close on what they say they want.
The cash buyer questionnaire
You"Describe your ideal investment property for me, the one you'd buy all day, every day."
Then let them talk. When they're done, ask about anything they didn't cover: areas, price range, beds and baths, construction, rehab level, flip or hold, cash or financing, how fast they close and how many they've bought lately. Close by confirming they'd be ready to close on a deal that fits, and ask how they want deals sent (and whether texts are okay).
Tips for talking to cash buyers
- Don't brag. If you're new, say so. Investors respect that. Under-promise and over-deliver.
- Respect their time. Build a little rapport, then get to it, and wrap up before they have to ask.
- Send only what they buy. Every email from you should be one they open right away.
Cash buyer letter for hard-to-reach investors
Some of the busiest investors in your area are hard to get on the phone. When you can't reach them, send a one-page letter that introduces you and asks them to send back your buyer criteria sheet. The letter template is in the PDF, along with a short script for asking listing agents to connect you with the investors behind fix-and-flip listings. For seller letters and postcards, see my wholesale real estate marketing letters.
Practice
How to use a script without sounding like a robot
Read it out loud first
Read each script out loud a few times before you call. Notice where it feels stiff and change those words to your own.
Use it as a guide
Keep the questions and the order, not the exact words. One question at a time, then be quiet and let the seller talk.
Take notes, not a transcript
Jot quick notes during the call and fill in the questionnaire right after you hang up.
Record only where the law allows
Some states require everyone on the call to agree before you record. Always ask first: "I record my calls so I don't miss anything. Is that okay?"
Always end with a next step
A day and time for a callback, a visit or an offer. Then keep it, even if it's to say the numbers don't work.
Is this script pack for you?
Good fit if you...
- are new and nervous about your first seller calls
- want a cold calling script that's honest and easy to say no to
- need a cash buyer script and a sheet to track what buyers want
Not a fit if you...
- want pressure tactics, fake deadlines or "secret" closing lines
- plan to cold text lists or use autodialers and AI voices
- want a script that guarantees deals (no script can)
Hi, I'm David Frizzell
I've run The Wholesalers Toolbox for going on 10 years. I lost a house to foreclosure when I was young, then got into wholesaling by driving for dollars, and I remember how nervous I was on my first seller calls. These are the questions and the order I use, cleaned up so you can print them and keep them by the phone.
FAQ
Wholesaling script questions
What do you say to a motivated seller on the phone?
Introduce yourself, build a little rapport, ask them to tell you about the house, then find out why they're selling and what their timing is. Talk price last, and end every call with a specific next step, like a callback time or a visit.
What's a good cold calling script for wholesaling real estate?
Keep it short and honest: say who you are, that you're a local investor, and ask if they'd ever consider an offer on their property. Then stop talking. If they're open, ask a few questions about the house and timing. If they say no, thank them and offer to take their number off your list.
Is there a free PDF of cold calling scripts for real estate wholesaling?
Yes. Enter your first name and email in the form at the top, and we'll email you the Wholesaler Script Pack, a free 20-page PDF with 10 scripts and worksheets for seller and cash buyer calls.
What should I say in a voicemail to a seller?
Keep it under 30 seconds. Say your name and company, why you're calling, and your phone number twice. On a first-touch voicemail, offer to take them off your list if they'd rather not hear from you.
Can I text sellers about buying their house?
Only if they gave you permission, for example they texted you first, checked a box agreeing to texts or said yes on the phone. Identify yourself, include how to opt out and honor STOP right away. This isn't legal advice; check the rules for your state.
Do I need to check the Do Not Call list before cold calling?
Yes. Check your list against the National Do Not Call Registry and any state do-not-call list, and keep your own internal do-not-call list for anyone who asks you to stop. Rules vary by state, so check yours or talk to an attorney.
What questions should I ask a cash buyer?
Ask them to describe their ideal investment property, then cover areas, price range, property type, beds and baths, rehab level, flip or hold, cash or financing, how fast they can close and how many they've bought recently. Finish by asking how they want deals sent.
How do I answer "how did you get my number?" or "what's your offer?"
For the number: property ownership is public record, and offer to take them off your list if they'd rather not be called. For the offer: say you'd rather give a real number than a guess, and ask a few questions about the house so your number is fair.
Should I record my calls with sellers?
Only where the law allows, and always ask first. Some states require everyone on the call to agree before you record. Check your state and the other person's state, and follow the stricter rule.
Do I have to read the script word for word?
No. A script is a guide. Keep the questions and the order, and say them in your own words. Read it out loud a few times before you call so it sounds like you.
Is the script pack really free? What happens after I sign up?
Yes, it's free. Enter your first name and email and we'll email it to you. Open that email and click the Download the Scripts button to get your PDF. That click also confirms your email. I'll send you wholesaling tips now and then, and you can unsubscribe anytime.
Download the free wholesale real estate scripts PDF
Cold calling scripts for real estate wholesaling, free as a PDF.
A motivated seller script, cold call script, follow-ups, 3 seller voicemails, 7 seller texts, 11 objection answers, a cash buyer script and two fill-in sheets, all in one 20-page PDF. We'll email you the download.
Calling and texting rules (this is not legal advice)
Cold calling and texting have legal rules, and they vary by state. Before you call, check your list against the National Do Not Call Registry and any state do-not-call lists, call only at allowed hours, and keep your own do-not-call list for anyone who asks you to stop. Don't text a seller unless they gave you permission (for example, they texted you first or opted in), and honor "stop" right away. Some states require everyone on a call to agree before you record it.
This isn't legal advice. Check the rules for your state or talk to an attorney. These scripts help you have clearer, more honest conversations. They don't guarantee deals, income or any particular result. How it goes depends on your market, your effort and many other things.
Lorem ipsum dolor sit amet, consectetur adipisicing elit. Autem dolore, alias, numquam enim ab voluptate id quam harum ducimus cupiditate similique quisquam et deserunt, recusandae.