# Cold Call Script: Tired Landlords (Out-of-State Absentee Owners), Cleveland, OH **Lead list:** Absentee owners with out-of-state mailing addresses, 10+ years of ownership **Market:** Cleveland, OH (C-class, blue-collar neighborhoods) **Caller:** Local family-owned investment group, cash, as-is **Objective:** Warm transfer to the Senior Acquisition Manager, or book a 15-minute phone underwriting consultation *Tonality key: `[brackets]` are delivery cues. Pace is slow, relaxed, and curious. Never sound like you're reading.* --- ## 1. The 7-Second Pattern-Interrupt Opener * **The Hook:** `[Warm, slightly unsure, like a neighbor calling]` "Hi, is this *{{Owner First Name}}*? ... `[pause]` Hey {{Name}}, this is *{{Your Name}}*. `[light laugh]` I'll be honest, I'm calling out of the blue. I'm local to Cleveland, and I noticed you own the place on *{{Street Name}}*. `[pause]` Did I catch you at an okay time, or should I try you later?" * **If They Ask "Who is this / Is this a company?":** `[Straightforward, unbothered]` "Fair question. We're a small family-run group here in Cleveland, and we buy houses in the neighborhood with cash. We're real people, not a call center. `[beat]` I saw you're out of state, so I figured I'd just ask: is that *{{Street Name}}* property still something you hold on to, or have you thought about letting it go?" * **The Permission Transition:** `[Soft, low pressure]` "I don't want to take your day. Can I ask you two or three quick questions about the property? If it's not a fit, I'll let you go and won't bother you again. Fair enough?" --- ## 2. Situational Discovery & Distress Uncovering * **Primary Situation Probe (Tired Landlord):** `[Curious, empathetic]` "So you've owned that house a good while, over ten years. `[pause]` How's it been going managing it from out of state? Do you still have tenants in there, or is it sitting?" **Branching paths:** * **If tenants are in place, `[sympathetic]`:** "Okay. And are they easy to deal with, or is it more of a headache these days?" * **If vacant, `[gentle, concerned]`:** "Got it. How long has it been empty? That's a lot to carry from a distance." * **If they vent about issues, `[slow down, don't interrupt]`:** "Yeah, that sounds exhausting. Tell me more about that." * **Deepening Questions (Uncovering the Pain):** 1. **Timeline / Urgency:** `[Casual]` "How long have you been thinking about whether to keep it or move on? Is this something that's been on your mind for a while, or is it more recent?" 2. **Impact / Sit-and-Wait Consequence:** `[Reflective, no pressure]` "If you just kept it the way things are for another couple of years, what do you think that looks like? Repairs, taxes, property managers, all of it?" *Rep note: After each answer, pause two full seconds. Silence draws out the real reason. Label what you hear: "It sounds like it's become more of a burden than an income source."* --- ## 3. The 4-Pillar Property Qualification * **Pillar 1: Property Condition (The "Walkthrough" Frame):** `[Conversational]` "Let's say I'm walking through the place with you right now. Starting outside, how's the roof? Do you know roughly how old it is? `[pause]` Heating and A/C? Furnace working okay? `[pause]` What about the kitchen and bathrooms, are they original or updated? `[pause]` Anything you'd say needs work, like plumbing, electrical, foundation, windows, or anything a tenant has complained about?" *Rep note: Don't judge or react to bad news. Say "Okay, that's helpful" and keep moving. Sellers open up when they feel safe.* * **Pillar 2: Occupancy & Situational Status:** `[Matter-of-fact]` "Is there a lease in place, and when does it end? Are rents current? `[pause]` Is there a mortgage on it, or is it paid off? `[pause]` Anyone else on the title who'd be part of a decision, like a partner, a sibling, or a spouse?" * **Pillar 3: Timeline to Close:** `[Easygoing]` "If the numbers made sense, what kind of timing would be ideal for you? Are you hoping to be done in the next month or two, or is there no rush? `[pause]` Is there anything that would make you need to move faster or slower?" * **Pillar 4: Price Anchor / Soft Ballpark:** `[Humble, collaborative]` "I never like to throw out a number without seeing the whole picture. `[pause]` But so I'm not wasting your time, do you have a number in mind that would make it worth it for you to be done with it? `[pause]` Just a ballpark. Is there a number you'd feel good about?" **If they say "I don't know":** "That's fair. What would you want it to be so you could walk away happy, not just okay?" **If they give a high number:** "Okay, thank you for being upfront. `[no reaction]` What's that based on? Did you have a recent appraisal, or is it what you've seen online?" --- ## 4. Tactical Objection Handling Matrix * **Objection 1: "How did you get my phone number?"** * *Acknowledge & Validate:* `[Calm, honest]` "Good question, and you have every right to ask. Your contact information is available through public property records and the data services investors use to find owners. I'm sorry if the call felt out of nowhere." * *Pivot Question:* `[Light]` "Since I have you, can I ask one thing? If you're ever thinking about selling that place, would you want to hear from someone local, or would you rather I take you off my list?" *(If they say remove them, comply immediately: "Understood. I'll take you off our list right now. Take care.")* * **Objection 2: "I want full market/Zillow value."** * *Acknowledge & Validate:* `[Respectful, non-defensive]` "That makes total sense. Nobody wants to leave money on the table, and you've held it a long time. If you list it with an agent, you may get a higher number on paper." * *Pivot Question:* `[Curious]` "The difference is that we buy as-is, for cash, with no repairs, showings, agent commissions, or closing delays. Some owners like that and some don't. If you listed it, how much do you think you'd put into repairs first, and how long would you be willing to wait for a buyer?" * **Objection 3: "Just give me your offer right now over the phone."** * *Acknowledge & Validate:* `[Appreciative]` "I get it, you're busy and you want a straight answer. I respect that." * *Pivot Question:* `[Honest]` "If I guessed right now, I'd either lowball you or overpay, and neither helps you. Our underwriter looks at the condition, the rent, and what the neighborhood is doing and gives you a real number. It takes about 15 minutes. What's the best time today or tomorrow to hop on a quick call?" * **Objection 4: Tired-Landlord Pushback: "The rent covers the costs, I'm fine / I'm not selling."** * *Acknowledge & Validate:* `[Relaxed, no pressure]` "That's great to hear, and honestly it's not an easy thing to do from out of state. I'm not here to push you into anything." * *Pivot Question:* `[Gentle, probing]` "Just curious, with the property getting older, are there any big-ticket items like the roof or furnace that you're expecting to deal with soon? And if one of those hit, would you still want to hold it, or would that be the point where you'd rather move on?" --- ## 5. The No-Flake Appointment Close / Next Step * **The Assumptive Transition:** `[Confident, friendly]` "Based on everything you've told me, I think it's worth having our Senior Acquisition Manager, *{{Manager Name}}*, look at the numbers. He's the one who puts together the actual offer. * **Option A (warm transfer, if available):** "He's available right now. Do you have five minutes? I can stay on the line and introduce you." * **Option B (book):** "Otherwise it's a quick 15-minute call. Would *{{Day/Time 1}}* or *{{Day/Time 2}}* work better for you, considering you're in *{{their time zone}}*?" * **Anti-Ghosting Confirmation:** `[Warm, light accountability]` "Perfect, I've got you down for *{{Day/Time + time zone}}*. `[pause]` What's the best number to reach you, and is text okay for a reminder? `[pause]` I'll send you a quick text with *{{Manager Name}}*'s name and a reminder. If something comes up, just text back and we'll reschedule, no problem. `[pause]` One more thing, so he comes prepared: can you pull up the lease and the rough dates of any big repairs? That helps him give you the most accurate number. Does that work?" *Rep note: Send the text within 5 minutes of hanging up, and send another 1 hour before the appointment.* --- ## Compliance & Honesty Notes * **Check the Do Not Call lists** (federal and state) before dialing, and honor opt-outs immediately. Also confirm your calling and texting practices comply with TCPA rules. * **Ohio wholesaling rules:** If you plan to assign contracts rather than buy, be upfront about your role. Ohio has been tightening wholesaling disclosure requirements, so confirm current rules with a local real estate attorney. * **Stay truthful** about who you are, how you got the number, and what you'll do. Trust-based scripts also convert better with skeptical owners. * Time calls for the owner's local time zone, not Cleveland's. If you'd like, I can add voicemail and text follow-up scripts for no-answers, or a variant for vacant-property owners.