Communication & Outreach
The Importance of Professional Communication
As a wholesaling VA, you are often the first point of contact for potential sellers. Your communication skills directly impact the perception of the business and can be the difference between securing a lead and losing one. It is essential to be professional, empathetic, and clear in all your interactions.
Outreach Methods
Wholesaling businesses use a multi-channel approach to reach potential sellers. You will be responsible for executing campaigns across these different channels.
| Channel | Description & Best Practices |
|---|---|
| Cold Calling | The most direct form of outreach. Use a script to guide your conversation, but be prepared to adapt to the seller's responses. Be polite, confident, and get straight to the point. |
| Text (SMS) Campaigns | A highly effective way to reach a large number of leads quickly. Messages should be short, personalized, and compliant with all regulations. Always include an opt-out option. |
| Email Outreach | A more formal method of communication. Use a compelling subject line and a personalized message. This is a good channel for following up and sending more detailed information. |
| Direct Mail | Sending physical letters or postcards to property owners. While more traditional, it can be very effective, especially for older demographics. Your role may be to prepare and manage these campaigns. |
Inbound Lead Intake: The First Conversation
When a potential seller responds to a marketing campaign, it is your job to handle the initial conversation and pre-qualify the lead. The goal is to gather enough information to determine if the lead is a good fit for the business.
The 4 Pillars of a Motivated Seller (The 4 P's):
During your initial conversation, you need to uncover the seller's motivation. A helpful framework is the "4 P's":
- Property: What is the condition of the property? Does it need repairs?
- Price: What is the seller's asking price? Are they realistic?
- Problem: What is the seller's reason for selling? (e.g., financial issues, inheritance, tired landlord)
- Patience: What is the seller's timeline for selling? Are they in a hurry?
Inbound Call Script Example:
You: "Hi, this is [Your Name] from [Your Company]. I'm calling about the property at 123 Main Street. We sent you a letter recently. Are you the owner?"
Seller: "Yes, I am."
You: "Great! We are local property buyers, and we're interested in potentially making a cash offer on your property. Are you considering selling at this time?"
(If Yes):
You: "Excellent. To see if we'd be a good fit, would you mind if I ask a few quick questions about the property?"
- "Can you tell me a little bit about the property's condition? Are there any major repairs needed?"
- "Do you have an asking price in mind?"
- "What is your main reason for selling at this time?"
- "Ideally, how quickly are you looking to sell?"
You: "Thank you so much for that information. It sounds like we might be able to help. My partner, [Wholesaler's Name], handles all the offers. Would you be available for a quick chat with him tomorrow at 10 AM?"
Follow-Up: The Key to Conversion
Most leads will not be ready to sell on the first contact. Consistent and professional follow-up is where most deals are made. Your CRM is your best friend for managing follow-up.
- Set a Follow-Up Date: Always ask the seller when a good time to follow up would be and set a task in your CRM.
- Provide Value: In your follow-up communication, provide value. This could be a quick market update or a helpful article.
- Be Persistent, Not Pushy: There is a fine line between persistence and being annoying. Respect the seller's timeline and be patient.