Script for Buyers
Introduction
“Hi [Prospect’s Name], this is [Your Name] with Home & Mortgage Finder. How are you today?”
(Wait for response)
“The reason I’m calling is that I noticed you’re considering purchasing a home. I specialize in helping people like you find the best mortgage options that suit your needs. Do you have a quick moment to discuss how we can make this process seamless for you?”
Discovery Questions
- “Are you currently renting or do you own a home?”
- “What’s motivating you to purchase a home at this time?”
- “Have you been pre-approved for a mortgage yet?”
- “What type of home are you looking for, and do you have a price range in mind?”
Value Proposition
“Our team works with top lenders to secure the most competitive rates, and we guide you every step of the way to ensure a smooth process. Whether you’re a first-time buyer or upgrading, we’ve got options tailored just for you.”
Call to Action
“Would it be helpful to schedule a quick consultation to review your options? I can pencil you in for [specific time]. Does that work for you?”
Script for People Looking to Refinance
Introduction
“Hi [Prospect’s Name], this is [Your Name] with Home & Mortgage Finder. How are you doing today?”
(Wait for response)
“I’m reaching out because I specialize in helping homeowners lower their monthly payments or access cash for things like home improvements or debt consolidation. Have you considered refinancing your mortgage recently?”
Discovery Questions
- “When did you last review your mortgage terms?”
- “What’s your current interest rate?”
- “Are you looking to lower your payment, shorten your loan term, or access equity in your home?”
- “Do you have any concerns about refinancing that I can address for you?”
Value Proposition
“With rates still competitive, refinancing could save you thousands over the life of your loan. Our process is quick, and we’ll handle the heavy lifting so you can focus on your goals.”
Call to Action
“Would it make sense to review your options this week? I can book a quick call to go over your potential savings. Does [specific time] work for you?”
Top 15 Rebuttals
For Buyers:
“I’m not ready to buy yet.”
“I completely understand. Many of my clients start the conversation early so they can plan ahead. When do you think you might be ready? I can help you prepare now for when the time comes.”“I’m already working with another lender.”
“That’s great! Have you compared rates or pre-approvals? I’d be happy to provide a second opinion—sometimes it can save you thousands.”“I don’t think I’ll qualify.”
“You might be surprised at the options available. We work with programs that help people with varying credit and income levels. Can I get some basic information to explore your eligibility?”“I’m just browsing homes for now.”
“That’s a smart move! It’s always good to know what’s out there. When you’re ready, having a pre-approval can give you a competitive edge. Would you like me to explain how it works?”“I’m worried about interest rates being too high.”
“Rates are higher than they’ve been in the past, but it’s all about finding the best fit for your budget. Plus, you can always refinance later if rates drop. Let’s explore what’s possible.”
For Refinancing:
“I don’t want to start over with a 30-year loan.”
“Great point. Many of our clients opt for shorter terms like 10 or 15 years when refinancing. Would you like to explore those options?”“I’m happy with my current mortgage.”
“That’s fantastic to hear! Many homeowners I work with felt the same way but ended up saving significantly or achieving other financial goals through refinancing. Would you like to see if it’s worth considering?”“I don’t want to pay closing costs.”
“Completely understandable. We have options that minimize or roll closing costs into the loan, so there’s no upfront expense. Can I explain how that works?”“I’m worried about my credit score.”
“Good news—refinancing is still possible even with less-than-perfect credit. I’d love to explore what’s available for you.”“I’ve already refinanced recently.”
“That’s great! Rates and programs are always changing. Even if you refinanced, you might still benefit from improved terms or accessing your equity. Would you like me to check?”
General Objections:
“I’m too busy to talk right now.”
“I completely understand. Let’s set up a time that’s more convenient for you—how about [specific time]?”“I’m not interested.”
“I hear you. May I ask if it’s because of timing, rates, or something else? I’d love to address any concerns.”“I don’t trust phone offers.”
“I completely understand. We’re a trusted company with years of experience, and I’d be happy to send you some information first so you can get to know us.”“I’m waiting for rates to go down.”
“That’s a smart strategy, but keep in mind rates can be unpredictable. Locking in a good rate now can save you money, and you can always refinance later if rates drop.”“I need to think about it.”
“Absolutely, it’s a big decision. What specific concerns can I address to help you feel more confident?