OneRoof | MAP

Stage 1 of 4

Build Rapport

Before you ask anything about the property, build a genuine human connection. Find common ground. Make them feel heard. This is where trust is built or lost.

OpenerSAY

"Hey [Name], this is [Your Name] with OneRoof — how's your day going?"

Let them answer. Actually listen. If they say it's busy, acknowledge it. If they say good, match the energy. Don't rush to the property.

Find Common GroundTIP

Reference anything from the lead notes — city, situation, prior conversation
Ask a question that has nothing to do with the house ("You said you're trying to move to Texas — is that for family?")
Match their energy and pace. Fast talker? Keep up. Slow? Slow down.
Let them talk. The longer they talk, the more they trust you.

Transition to DiscoverySAY

"Well, I appreciate you taking the time to chat — I wanted to learn a little more about your situation and the property on [Street] if that's alright with you."

→

Next: Move into Discovery — Price, Condition, Motivation, Timeline.

Stage 2 of 4

Discovery

Gather all four core data points before you talk numbers. Don't ask about price first — let them talk about their situation. The more they reveal, the stronger your position.

Motivation — Ask This FirstSAY

"So what's got you thinking about selling the place?"

Or: "Tell me a little about what's going on with the property."

Let them talk. Don't interrupt. Motivation is the key to everything — it tells you how urgent this is, what they care about, and how to frame your offer later.

ConditionSAY

"Got it. And the property itself — is it currently occupied? And if you were going to list it with an agent, is there anything you'd want to fix up first?"

Listen for: deferred maintenance, big-ticket repairs (roof, HVAC, foundation), tenant issues, hoarding situations. This drives your offer.

TimelineSAY

"And timing-wise — if everything made sense, how quickly would you ideally want to get this done?"

Urgency = leverage. If they need to close in 30 days, you're in a strong position. If they're flexible, note it.

Asking Price — Save This for LastSAY

"And just so I have a starting point — any idea what you'd be looking to get for it?"

If they push back: "I totally get it — even a rough ballpark helps me understand if we can make something work."

If they still won't budge: "Fair enough. Let me run some numbers and I'll come back to you."

Drew's rule: Never give a number first. The first person to make an offer loses.

→

Next: You have their Motivation, Condition, Timeline, and Price. Now move to the Wrap-Up Question.

Stage 3 of 4

Wrap-Up Question

This question gets asked at the end of every discovery call, no exceptions. It tests their commitment and surfaces any remaining hesitations before you go to underwriting. Personalize it with their actual numbers and motivation.

The Wrap-Up QuestionSAY

"Hey [Name] — I really appreciate your time today. I'm going to go look into this and run some numbers.

But just so I'm on the same page before I do — if I can get you [their asking price] for the house, and get it done [within their timeline] so that you can [their motivation — move closer to family / stop being a landlord / avoid foreclosure]... would you have any hesitations moving forward?"

Why This WorksTIP

It ties your offer to their exact situation — not a generic number
It forces them to tell you what's really in the way before you spend time underwriting
It creates a soft commitment before you've made a real offer
Fill in every blank with their actual words — don't use generic placeholders

Their response routes you to:

Stage 4 of 4 — Green Light

Close the Discovery

They said no hesitations. Clean close. Don't oversell it. Get off the call and go underwrite.

Close the CallSAY

"Perfect — love to hear it. Let me go run the numbers and I'll be back in touch with something concrete. Really appreciate your time [Name] — talk soon."

After the CallTIP

Log all four discovery data points in the CRM immediately
Tag the lead as qualified and route to underwriting
Set a follow-up reminder — don't let warm leads go cold

✓

Discovery complete. Move to underwriting with Motivation, Condition, Timeline, and Price locked in.

Objection Path

"I Need to Talk to My Wife / Partner / Attorney"

Most common objection. Don't fight it — validate it, then use it. Ask what their hesitations might be, let the seller answer their own objection, then re-ask the wrap-up question with the new information folded in.

Step 1 — AcknowledgeSAY

"No, totally get it [Name] — that makes complete sense. It's a big decision and you want [wife / partner / whoever] involved."

Step 2 — Surface the Real HesitationSAY

"Out of curiosity — what kind of questions do you think [she / they] would have? What would their hesitations be?"

Then shut up. Let the seller explain. They'll tell you exactly what's in the way — price, timeline, doubts about the process. Listen for all of it.

Step 3 — Re-Ask the Wrap-Up QuestionSAY

"Got it — that makes sense. So just so I'm clear on where we're at: if I can get you [price] and get this done [timeline] so you can [motivation]... and [wife / partner] gives you the green light — you'd be ready to move forward?"

You've now folded in their objection. If they say yes, you close. If another objection surfaces, handle it the same way.

→

They say yes → "Perfect — I'll run some numbers and be in touch." Clean close.

Objection Path

"I Think I'll Just List It"

Don't fight this one. Validate it completely — because listing IS a better financial outcome if they have the time and flexibility. Your pitch is speed, certainty, and convenience.

The RebuttalSAY

"Honestly? If you have the luxury of time — and you don't mind interviewing an agent, getting the house cleaned up, getting photos, getting everything on the market, and then waiting three, four, five, six months... then you absolutely should list it. That's gonna be the best financial outcome for you.

But if you want this done fast, clean, and without all of that — that's exactly the niche we exist to serve."

Then AskSAY

"So which one sounds more like where you're at right now?"

Let them answer. If they're leaning toward listing, don't chase it. If they're still on the fence, re-anchor to their motivation from the discovery.

→

If they come back to fast and easy → re-ask the wrap-up question. If they're firm on listing → wish them well, log it, and let the lead nurture.

Objection Path

"I Need More Time to Think"

Validate first. Then use the 1-10 scale to surface what's really in the way — and let them fill in the gaps themselves. End with a firm callback booked.

Step 1 — ValidateSAY

"No, totally — it's a big decision and I want you to make sure you're making the right one. Take your time."

Step 2 — The 1-10 ScaleSAY

"Out of curiosity — just so I know where you're at — on a scale of one to ten, how serious are you about moving forward with something like this?"

Whatever number they give:

If they say 7 or 8 → "A seven or eight — okay, that's solid. Why not a ten? What am I missing?"

If they say 5 or 6 → "A five or six — got it. What would it take to get you to a ten?"

Then shut up. Let them fill in the gaps. They'll tell you exactly what's in the way.

Step 3 — Address It, Then Book a CallbackSAY

"Got it — that totally makes sense. [Address whatever they said was stopping them from being a 10].

Listen — it's [day] today. I've got some time on my calendar [2 days out] — why don't I give you a call [Thursday / Friday] at [specific time]? Does that work for you?"

Get a firm time. Not "call me next week" — an actual day and time. Log it in the CRM before you hang up.

→

Callback booked → log it in Monday immediately. On the callback, open with their 1-10 number: "Last time we talked you were at a [7] — where are you today?"