The Exact Script to Get Sellers to Pick Up the Phone
If you do what everybody else is doing when you cold call property owners, you're going to sound like everybody else.
And when you sound like a telemarketer, people don't want to talk to you.
Think about your own phone.
How many calls do you get from telemarketers or spammers?
How many of those calls do you actually want to answer?
Probably not many.
So if you're calling hundreds of property owners, you have to ask yourself a simple question:
What makes my call different?
That's where your script matters.
Quick Takeaways
Tell Sellers Why You're Calling
One of the things I don't like is when someone calls and starts with:
"Hi, I'm John Crutchfield. How are you today?"
I don't know who you are.
And if I'm busy, the first thing I want to know is:
Why are you calling me?
That's why I want to get to the point quickly.
Instead of spending the first part of the conversation with small talk, tell them who you are and why you're calling.
For example:
"Hey, I'm John Crutchfield. I'm interested in buying your house. Would you be interested in selling?"
Or:
"Hey, I'm John Crutchfield. I noticed that you might have been interested in selling your house in the past. Is this a good time to talk?"
The reason these approaches work for me is simple.
I'm telling them why I'm calling.
I'm not trying to trick them into staying on the phone.
I'm giving them the information they need and letting them decide whether they want to continue the conversation.
Ask for Permission to Talk
This is another part of my approach that I really like.
Ask for permission.
When you ask someone if it's a good time to talk, you change the dynamic.
You're essentially saying:
"You don't have to talk to me right now if you don't want to."
That gives the seller control over the conversation.
You can also keep the opening simple:
"Hey, I saw you own this property. Would you consider selling if the price made sense?"
Or:
"Hi, I'm buying in Texas. Are you open to a cash offer on your property?"
These are straightforward.
You're not pretending to be someone you're not.
You're simply starting a conversation about the property.
Don't Stop After One Call
Here's another mistake investors make:
They call once, get no answer, and move on.
I recommend calling twice if they don't answer the first time.
Sometimes that second call gets the pickup.
If they still don't answer after two calls, leave a voicemail.
And if they don't respond to the voicemail?
Send a text message.
That's an important part of the follow-up process.
I personally respond to text messages much more often than I respond to phone calls, and I see a lot of people get more responses when they add texting to their seller outreach.
So if you're not currently using text messaging as part of your real estate prospecting strategy, it's something worth adding to your process.
Give Sellers a Reason to Keep Listening
The goal of the first few seconds isn't to tell the seller your entire story.
It's to answer one question:
Why are you calling me?
Once they know that, you can have an actual conversation.
That means your opening should be:
- Direct
- Clear
- Relevant to the property
- Respectful of their time
- Easy for the seller to respond to
You don't need a complicated script.
You need an opening that sounds like a person calling with a legitimate reason.
A Simple Follow-Up Process
Here's the basic process I recommend:
Call #1 → Call #2 → Voicemail → Text
If they don't answer the first time, call again.
If they don't answer the second time, leave a voicemail.
If the voicemail doesn't get a response, send a text.
The important thing is that you're not relying on a single attempt.
You're creating multiple opportunities for the seller to respond in the way that's most convenient for them.
Your Script Should Sound Like You
A script is a starting point, not something you have to recite word-for-word.
The biggest thing is understanding the principle behind the script.
Don't sound like a telemarketer.
Tell people why you're calling.
Ask permission to talk.
Then have a real conversation.
You can use different openings depending on the lead you're contacting.
For example, if you're talking to an agent, you could ask:
"Do you have any off-market or distressed listings you need a buyer for?"
The exact words can change.
The principle doesn't.
Be direct, be clear, and make it easy for the other person to decide whether they want to talk.
Key Takeaways
- Don't sound like every other telemarketer.
- Tell sellers immediately why you're calling.
- Ask permission before continuing the conversation.
- Call twice if they don't answer the first time.
- Leave a voicemail after the second missed call.
- Follow up with a text message.
- Use your script as a framework, not a robotic speech.
Frequently Asked Questions
What should I say when cold calling a property owner?
Keep your opening direct. Explain why you're calling and ask whether they're interested in selling or whether it's a good time to talk.
How do I avoid sounding like a telemarketer?
Don't hide the reason for your call behind unnecessary small talk. Tell the seller quickly why you're calling and give them the option to continue the conversation.
Should I call a seller more than once?
Johnoson recommends calling twice if the seller doesn't answer the first time, followed by a voicemail and then a text message.
Should real estate investors text seller leads?
Texting can be an effective follow-up method. Johnoson specifically recommends adding text messaging to your seller outreach process.
Why should I ask permission to talk?
Asking whether it's a good time to talk gives the seller control and changes the dynamic of the conversation rather than making them feel trapped in a sales pitch.
Don't sound like a telemarketer. Start a conversation.
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About Johnoson Crutchfield
Johnoson Crutchfield is a real estate investor, coach, and host of the Grab the Map podcast. He helps aspiring and active investors move beyond analysis paralysis and take the consistent actions required to close real estate deals.
Drawing from years of hands-on experience, Johnoson teaches practical, real-world strategies focused on finding opportunities, building relationships, securing funding, and making offers. His approach emphasizes weekly execution over endless education, helping investors create momentum through simple, repeatable actions.
As the leader of the Wealth and Real Estate community, Johnoson shares lessons from real transactions and real conversations with lenders, sellers, and investors. He is a strong advocate for local banking relationships, seller financing, and private lending as powerful tools for growing a real estate business.
Through coaching, content, and community, Johnoson has helped investors gain clarity, build confidence, and take meaningful steps toward closing their first—or next—deal.
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