Buyer Qualification Call

Why this call matters

A wholesale deal is only as good as the buyer who closes it. Sending every deal to every buyer wastes their time and trains them to ignore you. The best dispositions teams know exactly what each buyer wants, how they pay, and how fast they close. Then they send each deal only to the buyers it fits.

This call collects that knowledge. We call it the buy box: the exact kind of property a buyer will purchase. A buyer with a complete buy box, proof of funds on file and a strong closing record is worth more than a hundred names on a spreadsheet.

Building the list before you dial

You cannot qualify buyers you have not found. Work these sources in order, from strongest to weakest.

Source	How to find them	Why they are good
Recent cash buyers	Property data tools: purchases with no mortgage, not owner-occupied, in the last 6 to 12 months, in your target zip codes	Proven: they have bought recently, with cash
Landlords with several properties	Data tools: owners with 3 or more rentals in the area	They buy repeatedly and know the market
Inbound buyer forms	Buyers who filled in your client's website form	They already gave permission to be contacted
Local investor groups and events	Contacts your client collects from meetups and associations	Active and networking
Investor-friendly agents and lenders	Agents and lenders who work with flippers	Can refer active buyers
Contractors and property managers	Local businesses that serve investors	Know who is buying and fixing

List hygiene before calling:

• Remove duplicates across sources and against the CRM
• Scrub phone numbers against the National Do Not Call list, state lists and your client's internal do-not-call list, the same as seller lists
• Mark mobile numbers versus landlines (texts go to mobiles; landlines get calls and voicemail drops)
• Tag each record with its source and the date pulled
• Set dialing windows by the buyer's local time zone and state rules

Before you dial

• CRM record open: buyer name, entity name (if known), source, past purchases with addresses and dates
• This page's buy box questions in front of you
• Your client's standard terms: earnest money (EMD) amount and timing, who pays closing costs on assignments, usual closing window
• Your client's current deal to lead with: address, photo link, deal sheet (check the state's rules in the compliance notes below)
• Text and email templates ready to send during the call (Dispositions Messaging Pack, 1A and 1B)
• Recording disclosure ready
• Calendar open for booking walkthroughs or follow-ups

The flow

Say everything with a smile. Yes, it matters. Buyers hear it in your voice.

Stage 1: The intro (30 seconds)

Quick and simple. This sets the stage for the whole call.

You: Hi (BUYER NAME), this is (YOUR NAME) calling from (COMPANY NAME). How are you doing today? (wait for the reply) You: That's great! Hey, (BUYER NAME), I'm calling to see if you're still actively buying investment properties in the (MARKET) area. I have a great deal I think you might be interested in. (let them respond)

Add your client's recording disclosure where your client's process places it.

Why it works: a warm greeting, a direct question and a real deal on the table in the first fifteen seconds. Investors stay on the line for a deal.

If they say "Yes, I'm buying"

Go to Stage 2.

If they say "Not right now"

You: Understood. Are you on pause for a while, or would the right deal still interest you?

If they would still look at the right deal, go to Stage 2 with a shorter version. If they are fully out, ask when to check back, log it, and end politely.

If they ask "How did you get my number?"

You: Property purchases are public record, and we use a data service to find contact details for active buyers. If you'd prefer not to hear from us, I'll remove your number right now.

If they say "Stop calling me" or "Remove me"

You: Understood. I'm removing your number now. Sorry for the bother.

End the call. Code DNC immediately. No rebuttal.

Stage 2: The VIP pitch (30 seconds)

You: We acquire deeply discounted, off-market deals for flippers and buy-and-hold investors in (MARKET). Right now we lock up 30 to 40 properties a month in our main markets, and we're always looking for new partners to send deals to. You: I'd like to see if you qualify for our VIP list. VIP buyers get our deals 48 hours before we send them out to the rest of our large buyers list. Sound good? (wait for the response)

Why it works: volume tells the buyer you are a serious source of deals. The VIP list and the 48-hour head start make them want to qualify, so they answer your questions gladly.

If they ask "So you're a wholesaler?"

You: Yes. We go direct to the seller on every deal, put the property under contract, and assign that contract to a cash buyer. The assignment terms and our fee are clear in writing before you commit.

Stage 3: The fact find (5 to 8 minutes)

Here you learn what they buy and why they buy it.

You: Okay, (BUYER NAME), can I get some information from you first, so I can send you this deal we're talking about?

The twelve fact-find questions. Ask them in this order and type the answers straight into the CRM buyer profile.

1. "What's your full name, and the name of the entity you like to buy under?"
2. "Is this the best phone number for you?"
3. "What's the best email address for you?"
4. "Do you usually buy with cash, or use a lender?"
5. (If a lender) "Have you worked with this lender for a while? Do they require an appraisal?"
6. "Are you looking only in this market, or do you buy in other markets too?"
7. "How many properties are you buying a month, or a year?"
8. "Do you mostly flip, or buy and hold for rentals?"
9. "How long have you been investing?" (rapport)
10. "How did you get into it?" (rapport)
11. "Are you from (MARKET) originally?" (rapport)
12. "I see you bought the property at (ADDRESS FROM PROPERTY RECORDS). How has that investment gone so far?"

Why it works: questions 1 to 8 build the profile, 9 to 11 build the relationship, and question 12 shows you did your homework, which buyers respect.

Then fill in the rest of the buy box below. Each group builds on the last.

A. Strategy

You: What's your main strategy right now: fix and flip, long-term rentals, or something else? You: Do you ever keep flips as rentals if the numbers work?

Strategy	What they care about most
Fix and flip	After-repair value (ARV), repair cost, speed to resell
Long-term rental	Rent amount, taxes, neighborhood stability, repair level
Buy, rehab, rent, refinance	ARV for the refinance, rent, rehab budget
Wholetail (light clean-up, quick resale)	Easy condition, price well below retail
New construction or land	Lot size, zoning, utilities

B. Areas

You: Which cities, neighborhoods or zip codes do you buy in? You: Are there any areas you won't buy in, no matter the price?

Write down zip codes, not just city names. "Anywhere in the county" is not a buy box. Ask: "If you had to pick your top three zip codes, which would they be?"

C. Property types

You: What property types do you buy? Single-family, small multifamily like duplexes up to four units, condos, larger buildings, land? You: Any minimum for bedrooms, bathrooms, or square footage? You: Would you buy a property with a tenant still living there?

D. Price range

You: What purchase price range are you comfortable with? You: And what after-repair value range do you usually work in?

E. Rehab level

You: What level of repair are you comfortable taking on? I'll give you four levels.

Tier	What it includes	Planning cost (Narqix rehab table, by home size)
Easy	Light fixtures, flooring, interior paint	10K to 40K (about USD 10 to 15 per sqft for mid-size homes)
Needs Work	Everything in Easy, plus countertops and appliances, vanities and toilets, exterior paint	20K to 80K (about USD 20 to 30 per sqft for mid-size homes)
Full Cosmetic	Everything in Needs Work, plus cabinets, tubs and showers, water heater	30K to 100K (about USD 30 to 40 per sqft for mid-size homes)
Full Gut	Everything in Full Cosmetic, plus roof, HVAC (heating and cooling), windows	50K to 150K (about USD 40 to 60 per sqft for mid-size homes)

The exact amount for each home size is in the Narqix rehab table on the Repair Estimating page. When your client has its own repair numbers, those replace the table.

You: Which of those levels do you take on? Any deal-breakers, like foundation problems, fire damage or mold?

F. Funding and proof of funds

You: How do you usually fund your purchases: cash, a private or hard money lender, or a bank loan? You (if a lender): Does your lender need an appraisal? How many days do they usually need to fund? You: To close on our deals, we ask for proof of funds before we assign a contract. That's usually a recent bank statement or a lender letter. Could you send that to us so it's on file?

Why it matters: an assignment with a buyer who cannot fund is a broken promise to a seller.

G. Closing speed and earnest money

You: From signing to closing, how fast can you usually close? Seven days, fourteen, twenty-one, more? You: On our assignments, the earnest money deposit is usually (EMD AMOUNT), due within (EMD DEADLINE) of signing, and it's (EMD REFUND TERMS). Is that workable for you?

H. Decisions

You: When did you buy your last one? You: Who else is involved in your buying decisions: a partner, a lender, a contractor who walks properties for you?

Stage 4: The live send (1 minute)

You: Thank you for all that information. I'm going to send you a text and an email right now with my contact details, so you can save them, and the details of the property I called you about.

Send the text and the email while you are still on the call (Dispositions Messaging Pack, 1A and 1B, plus the deal sheet and photo link).

You: Okay, I just sent that text and email. Let me know when you get them. Them: Got it. You: Alright, (BUYER NAME). This property is at (PROPERTY ADDRESS). All the details and the photo link are in your email and text. Click the link to see the photos, and let me go over this deal with you.

Now go straight into the Deal Presentation Call to Buyers, Stage 2 onward: the details, the comps for a flip or a hold, the process, and the walkthrough close.

Why it works: the buyer is looking at the photos while you talk. Interest is highest in this moment, so you present the deal now, not tomorrow.

If there is no live deal to send today

You: You're on the VIP list now. The next deal that fits your box comes to you 48 hours before the rest of our list. I'm texting you my number now so you'll know it's me.

Stage 5: Rate the buyer and set the next step (1 minute)

You: Thanks, (BUYER NAME). When a deal fits your box, you'll hear from me first, by text, email and phone. You: If a deal like that showed up this week, what would you need from me to decide fast?

Why it works: the last question tells you exactly how to present deals to this buyer.

After the call, give the buyer a rating.

Rating	Meaning	How you treat them
A buyer	Proof of funds on file, closed with your client before or has a strong recent record, clear buy box, closes in 14 days or less	First call on every matching deal
B buyer	Active, clear buy box, but no proof of funds yet or no closing history with your client	Included in matching blasts, asked for proof of funds again
C buyer	New investor, unclear funding, vague buy box	Email blasts only, re-qualify in 90 days

Buyer objections and questions

"Just add me to your list and send me everything."

You: Happy to add you. If I send everything, most of it won't fit, and you'll start ignoring us. Two minutes on what you actually buy means you only see the good ones. Fair?

"I don't share proof of funds until I see a deal."

You: That's fair. Many buyers feel that way. When you do see one you like, we'll need it before we can assign the contract, so having it ready helps you move first. Would you be open to sending it then?

Mark the profile "POF pending." Do not rate them A until it is on file.

"Wholesalers always inflate the ARV."

You: I understand why you'd say that. We show the comparable sales behind every ARV, so you can check them yourself. If you ever see a number you disagree with, tell me. That feedback helps us.

Never defend a number you cannot support. Ask your client to review any ARV a buyer challenges with good evidence.

"I only buy through agents and the MLS."

You: Understood. Off-market deals are a different flow. You deal with us directly, and the price reflects the condition. Would you like to see one deal, just to compare?

If they say no, respect it and log it.

"Do you have anything right now?"

Only share live deal details if your client allows it and the property's state permits it (see the compliance notes below).

You: I do, and I'm sending it to you in just a minute. First, a few quick questions so I can get you set up on the VIP list.

"Who's your client? Who actually owns these contracts?"

You: I work with (COMPANY NAME). They hold the contracts and sign the assignments. I'm on their dispositions team.

Describe your role exactly as your client instructs.

"Where are you calling from?"

You: I'm with (COMPANY NAME), (CLIENT OFFICE LOCATION). We buy and sell in (MARKET) every month.

Use your client's approved wording. The answer is always the client's company and market or office, never your own country.

Compliance notes for dispositions

• Qualifying a buyer's buy box is usually fine in any state. Sharing a specific property is the step that may be regulated.
• Texts to buyers, including cold buyer lists, go through your client's texting platform, name the business, and include opt-out language ("Reply STOP to opt out").
• Never promise a buyer that a deal is "guaranteed" or "can't lose."

After the call

Fill in the buyer profile in the CRM the same day:

• Name, entity name, phone, email
• VIP list: added yes or no, date
• Live send: text and email sent during the call, deal sent
• Strategy: flip, rental, buy-rehab-rent-refinance, wholetail, other
• Areas: top zip codes, areas to avoid
• Property types and minimums: beds, baths, square feet, units
• Purchase price range and ARV range
• Rehab tiers accepted: Easy, Needs Work, Full Cosmetic, Full Gut, plus deal-breakers
• Tenant-occupied: yes or no
• Funding: cash, private lender, hard money, bank; appraisal needed yes or no
• Proof of funds: on file (date), pending, or refused
• Closing speed: days
• Volume: deals per month or year, last purchase date
• Decision makers
• Rating: A, B or C
• How to present deals to them: their answer to "what would you need to decide fast"
• Next step: re-qualify date (90 days from today)

The KPIs for this call

KPI	Narqix standard
Buyer profiles completed per week	Tracked against client target
Profiles with every buy box field filled	90 percent or more
A buyers with proof of funds on file	100 percent (that is the definition)
Profiles updated in the last 90 days	80 percent or more of the active list
Buyers added to the VIP list per week	Tracked against client target
Live text and email sent during the call	100 percent of qualified buyers
Stop requests honored immediately	100 percent

Common mistakes

1. Writing "buys anywhere, any price." That is not a buy box.
2. Rating a buyer A without proof of funds.
3. Skipping the VIP pitch. Without it, the buyer has no reason to answer twelve questions.
4. Hanging up before the live send. The deal is never hotter than while they are on the phone with you.
5. Pitching a specific deal before checking the state's marketing rules.
6. Never re-qualifying. A buyer who bought rentals last year may only flip this year.

Check yourself

1. Name the four rehab tiers in order, with one example of each.
2. What three things must be true for a buyer to be rated A?
3. What two benefits do you mention in the VIP pitch, and what volume line do you use?
4. A buyer asks, "Are you a wholesaler?" What do you say?
5. Why do you check the Market Compliance Card before describing a specific property on a buyer call?

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