When you’ve found a property you’re interested in, the next step is to contact the agent. This script will guide you through the conversation, helping you gather key information and present yourself as a confident buyer. Remember, the goal is to build rapport with the agent, gather details that can shape your offer, and leave a positive impression.

Step 1: Calling the Agent – Be Prepared for Voicemail

If your call goes to voicemail, don’t worry. Agents are often very busy, especially in hot markets. Here’s what you should say:

Voicemail Script:

“Hi, my name is {Your Name}, and I’m calling in relation to the property at {123 High St, Suburb}. If you could please give me a call back at your earliest convenience, my number is {Your Phone Number}. I look forward to hearing from you. Thanks!”

Step 2: Follow-up with a Text Message (Optional)

You may also want to follow up with a quick text message. It could look like this:

Text Script:

“Hi {Agent’s Name}, I’ve just left you a voicemail regarding {123 High St, Suburb}. When you have a moment, could you give me a call back on {Your Phone Number}? Thanks, {Your Name}.”

Step 3: The Call – Property Still Available

Once you’ve reached the agent, here’s how to open the conversation:

Call Script:

“Hi {Agent’s Name}, I’m calling about {123 High St, Suburb}. Is this property still available?”

• If the property is no longer available:
  You can still gain valuable insights by asking follow-up questions about the market and similar properties.
  Follow-up questions:
  • “How long was the property on the market?”
  • “How many offers did you receive?”
  • “Out of curiosity, I noticed it was listed at $650,000—did the vendors get close to their asking price?”

This helps you understand how competitive the market is and what the demand is like in the area.

Step 4: The Call – Property Still Available

If the property is still available, it’s time to dive into more specific questions.

Next Question:

“Do you currently have any offers on the property?”

If the answer is yes, follow up with these questions:

• “How many offers do you currently have?”
• “When are you taking final offers to the vendor?”
• “Is there still time to place an offer?”

This will help you gauge how competitive the property is and the urgency of placing your offer.

Step 5: Understanding Vendor Expectations

Now that you know where the offers stand, it’s time to understand the vendor’s motivation. Ask about the terms they are looking for, as this can be just as important as the price.

Questions to ask:

“What’s the reason the vendors are selling?”
“What are the vendors looking for in terms of settlement? Is price the most important factor, or are they looking for something specific, like a short settlement or renting the property back after sale?”

These questions help you understand the vendor’s priorities and allow you to craft an offer that appeals to them beyond just the price.

Step 6: Gauging the Competition

You can also start gauging whether your offer will be competitive by being transparent with the agent.

Questions to ask:

“Have your current offers met the asking price?”
“I’m thinking of offering {Your Offer Range}—do you think that would be competitive?”

This gives you a pulse on how strong your offer needs to be and whether the asking price is negotiable.

Step 7: Building Confidence

Throughout the conversation, it’s crucial to fill the agent with confidence in your ability to complete the deal. Agents are more likely to favour buyers who seem organised and ready to move quickly.

How to express confidence:

• Mention that you have pre-approval ready.
• Let them know you have a building inspector lined up.
• Indicate your flexibility on settlement dates.

By showing that you’re prepared and serious, the agent will likely prioritise your offer over less organised buyers.

Step 8: Asking About the Sales Process

Before ending the call, make sure you’re clear on the sales process. Different states may have different legalities, and each agent may follow a unique process for handling offers.

Questions to ask:

“How do I submit an offer? Is there a letter of offer or a specific portal I need to use?”
“Can I request a copy of the contract of sale?”

This ensures that you know exactly how to move forward with your offer.

Step 9: Final Steps – Rental Appraisals and Area Insights

After your conversation, request multiple rental appraisals from different property managers to get a clear picture of the rental market. It’s also a good idea to talk to property managers about the current demand in the area, vacancy rates, and expected rental income. This feedback can help you further evaluate the property’s investment potential.

Conclusion

By following this script and being well-prepared for your call, you’ll come across as a confident and informed buyer. Remember, the goal is not just to ask questions but to build rapport with the agent and demonstrate that you’re serious about moving forward with the deal.

Good luck with your search, and don’t hesitate to reach out to agents—being proactive is key to securing great investment opportunities!