Cold Call Opener · Narqix Academy

Purpose: Open a cold call to a property owner with confidence, learn in about five minutes whether there is real interest, and pass that interest to the lead manager.

When to use: Every outbound call to an owner who has never spoken with (COMPANY NAME) before.

Goal of the call: One outcome. A warm handoff (live transfer or a booked call with the lead manager) or a clean, correct disposition.

Version: v1.0

Track: Real Estate · Role: Cold Caller · Time to complete: 25 min

The call at a glance

Stage	Your goal	Time
1. Open and identify	Your name, the company, the recording notice, permission to talk	15 seconds
2. Confirm the owner	Make sure you are talking to the right person	10 seconds
3. Reason and interest check	Say why you called and ask one simple question	20 seconds
4. Quick discovery	Six questions: why, who lives there, condition, timeline, readiness, price	2 to 3 minutes
5. Handoff	Live transfer or a booked call with the lead manager	1 minute
6. Close clean	Confirm contact details and texting consent, thank them	30 seconds

Coach's note: You are not buying the house on this call. You are finding out if there is a real conversation to have. Leave every owner with a good feeling about the company, including the ones who say no. A polite "no" today is often a "yes" in six months.

Before you dial

The list shows a scrub date: National DNC within the last 31 days, state DNC, internal DNC and litigator list. No scrub date, no dialing. Ask your team lead.
It is inside the calling window in the owner's local time. Narqix default: 9 AM to 8 PM, Monday to Saturday, no Sundays or US holidays. The dialer's time-zone gate is on. Some states are stricter, so check the state's Market Compliance Card.
This owner has had no more than 3 attempts in the last 24 hours, counting calls and texts on every number.
You are dialing through the client's dialer, on the client's registered US number. Never a personal phone, a personal SIM or any other number.
The CRM record is open: owner names, property address, mailing address, list type (for example absentee, tax delinquent, inherited), and any old notes.
The lead manager's calendar or live transfer line is ready.
Headset tested, quiet room, water nearby.

The flow

1. Open and identify

You: Hi, is this (SELLER FIRST NAME)?

(Wait for them to answer.)

You: Hi (SELLER FIRST NAME), this is (YOUR NAME) with (COMPANY NAME). Quick note, this call is recorded for quality.

You: I'm calling about the property on (STREET NAME). Did I catch you at an okay time for a quick minute?

Why it works: You say who you are, who you work for, and that the call is recorded in the first ten seconds. Many states require it, and it sounds professional. Asking for a minute gives control back to the owner, and people relax when they feel in control.

If they say "Who is this?" or "What company?"

You: Sorry, I'll say it slower. My name is (YOUR NAME), and I'm with (COMPANY NAME). We work with a group of buyers in the (CITY) area who are actively looking to buy homes.

Spell the company name if they ask.

Why it works: A clear, calm repeat sounds confident and professional.

If they say "This is a bad time"

You: No problem at all. Is later today better, or tomorrow?

Book the callback in the owner's local time and code CB. If they say "never," treat it as not interested (NI), or as DNC if they also say not to call.

Why it works: Respecting their time today earns you the conversation tomorrow.

If they say "Is this a robot?" or "Is this a recording?"

You: No, I'm a real person. My name is (YOUR NAME). I'm with (COMPANY NAME).

Why it works: Owners get many automated calls. A short, human answer separates you from them.

If they say "Where are you calling from?"

You: I'm with (COMPANY NAME). We buy houses all over (MARKET).

Then continue to stage 2.

Coach's note: Answer with the company and the market, never with your own country. Follow the client's approved wording for this answer exactly, and keep your tone relaxed. A calm, short answer ends the question.

Why it works: Most owners only want to know the company is real and buys in their area. A short answer about the company and the market gives them exactly that.

If they say "Why does your number look strange?" or "Can I call this number back?"

You: You can reach us on the same number I'm calling from.

If your team lead has told you the line is outbound only, say this instead:

You: We call out from an outbound line, so it may not show up right on your phone. I can set a callback time for you, or give you our office number. When is a good time to call you back?

Give the office number from the CRM.

Why it works: A ready answer about the number removes doubt and turns the question into a callback.

If they say "Stop calling me" or "Take me off your list" (any wording)

You: Understood. I'm taking this number off our list right now. You won't get more calls or texts from (COMPANY NAME). Sorry for the trouble. Have a good day.

End the call. Code DNC before your next dial. Do not ask why, do not ask one more question, do not pitch. "Don't call again," "remove me," "lose my number," and the same request in any language all count.

Why it works: An opt-out is a legal request, not an objection. Honoring it in seconds protects the owner, the client and you.

2. Confirm you have the owner

You: I have you listed as the owner of (PROPERTY ADDRESS). Is that still right?

Why it works: Talking business with the wrong person wastes time and can upset a family. One clear question solves it.

If they say "Yes"

Move to stage 3. If the record shows more than one owner, note it now. You will ask about decision makers in stage 4.

If they say "I sold it" or "I don't own that anymore"

You: Thanks for letting me know, and congratulations on the sale. Do you own any other property you might sell in the future?

If no, thank them and code SOLD. If yes, note the address and continue.

Why it works: Owners who sold one property often own another. One polite question costs nothing.

If they say "Wrong number"

You: I'm sorry about that. I'll remove this number so you don't hear from us again. Have a good day.

Code WRONG. If they sounded annoyed or said "stop calling," code DNC instead.

If they say "That was my father's house. He passed away."

You: I'm very sorry for your loss. I didn't know. I don't want to bother you at a hard time.

You: If it helps, are you the person handling the property now, or is it someone else in the family?

If they want to talk, continue gently. If not, offer to call back later or end the call. Note "possible estate, probate status unknown" in the CRM.

Why it works: Estate properties are common in this work. Kindness first. Business only if they want it.

If they say "I'm the tenant"

You: Thank you for telling me. I won't take more of your time. Have a good day.

Do not ask a tenant about the owner's plans or private details. Code WRONG and note "tenant answered."

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

You: Fair question. I'm reaching out to homeowners in the area, and we pull the information from public records. It's in the county records, at the register of deeds.

You: If you'd rather not get calls about it, I can take you off our list right now. Or I can tell you in ten seconds why I called. Whatever you prefer.

If they choose the list removal, use the DNC script above.

Why it works: A clear answer plus a choice. Most people pick the ten seconds.

3. The reason and the interest check

You: Thanks. The reason I'm calling: we work with a group of buyers in the (CITY) area who are actively looking to buy homes, for cash and in any condition.

You: I don't know if selling is even on your mind. Would you ever consider an offer on (STREET NAME), now or down the road?

Why it works: "Now or down the road" makes it easy to say yes without feeling committed. A future seller is still a lead, and the lead manager can follow up.

If they say "Yes" or "Maybe"

You: Great. Can I ask you a few quick questions? It takes about two minutes.

Go to stage 4.

If they say "Depends on the price"

You: That's fair. Price matters. A fair number depends on a few details about the house. Can I ask a few quick questions so we can see if an offer even makes sense?

Treat this as a "maybe." Go to stage 4.

If they say "Not interested"

You may ask one soft check. Only one, and never after a stop request.

You: Totally fine. Just so I note it right: is it not the right time, or are you planning to keep it for good?

If "not the right time": ask when might be better, and code FU-WARM with that date. If "keeping it": thank them and code NI.

You: Thanks for your time, (SELLER FIRST NAME). Have a good day.

Why it works: One respectful question tells the lead manager whether to follow up in 90 days or never. More than one question becomes pressure.

If they say "How much will you give me?"

You: I wish I could tell you right now, but I'd only be guessing. A fair number depends on the condition and a few details.

You: We can't run numbers blindly. To give you an educated offer, I need to confirm a few things. I have it as (BEDS AND BATHS). Is that right?

You: A few quick questions, and then (LEAD MANAGER NAME) on our team can talk with you about a real number.

Never give a price or a range on a cold call.

Why it works: A guessed number is either too low (they hang up) or too high (they feel cheated later). "We can't run numbers blind" turns the price question into your first discovery question.

If they say "It's listed with an agent"

You: Thanks for telling me. We don't want to get in the way of your agent. Do you know when your listing agreement ends?

Note the end date and code LISTED. Follow your client's policy. Most clients suppress listed properties until the listing expires.

If they say "Are you an agent?"

If your client is not licensed:

You: No. (COMPANY NAME) is a buyer, not an agent. We would make an offer to buy the house directly.

If your client holds a real estate license, say so clearly, using the wording your client approved:

You: (CLIENT NAME) is a licensed agent and also buys houses directly. Today I'm calling about a direct cash offer.

Why it works: Licensing status must never be hidden. If you are not sure, ask your team lead before your first dial, not during a call.

If they say "So you're the one buying my house?"

You: I get that a lot. I'm not personally buying your property. We pair your home with a serious buyer in the (CITY) area. I just have a couple of questions so we match it right.

If they ask "What do you do with the houses?"

You: It depends on the neighborhood and the area. We either buy and hold them as rentals, or fix them up and resell them.

If it is a rental and they ask about the tenants

You: We like to buy houses free of tenants, or where the lease ends within about six months. Tell me about your lease.

If they say "Is this a scam?"

You: I understand why you'd ask. There are a lot of strange calls out there.

You: It's nothing to worry about. (COMPANY NAME) is a well-known investment company. We work all over (MARKET). Here's our office number and website: (OFFICE NUMBER), (WEBSITE). If you like, I can get your email and send you everything about the company. You never pay us anything, and nothing happens without a written agreement.

Why it works: Facts calm fear. Never get defensive.

4. Quick discovery: six questions

Ask them in this order. Let the owner talk. Type their words, not your summary.

Question 1: Motivation

You: What has you thinking about selling, even a little?

Follow up once:

You: How long has that been on your mind?

Question 2: Who lives there

You: Who lives there right now? You, a tenant, or is it empty?

Question 3: Condition

You: On a scale of 1 to 10, where 10 is fully updated, how would you rate the condition?

You: And what would it take to make it a 10?

Question 4: Timeline

You: If the numbers made sense, when would you ideally like to be done?

Question 5: Readiness

You: We're looking for owners who really do want to sell. On a scale of 1 to 10, where 10 means you'd sell today, where are you?

Question 6: Price (ask just before the handoff)

You: Before I get you paired with the right buyer, is there a number you have in mind that you'd like to get if you sell?

Write the number down. Do not argue with it. If it is above what online estimates show, remind them:

You: Just so you know, we buy as-is, and we pay all the closing costs.

Why it works: These answers tell the lead manager whether this is a hot lead, a warm follow-up or a no. "What would make it a 10" gets the owner to list the repairs for you, without a long interview.

If they share something painful (a death, a divorce, a health problem)

You: I'm sorry you're dealing with that. Thank you for telling me.

Pause. Let them finish. Then continue gently, or offer to have the lead manager call at a better time. Never use their pain to push for a fast decision.

If they say "Why do you need to know all this?"

You: Good question. We don't want to waste your time with a number that doesn't fit your house or your situation. These answers help our team see if we can actually help.

You: If you'd rather skip a question, that's fine.

If they say "I'm behind on payments" or "The bank is foreclosing"

You: Thank you for trusting me with that. Do you know if there's a sale date set?

Note the date exactly. Do not give legal, credit or financial advice. Do not promise to stop a foreclosure.

You: I'll make sure (LEAD MANAGER NAME) knows the date so they can talk with you about options quickly. It's also a good idea to talk with your lender or a housing counselor about your choices.

Mark the lead as time-sensitive in the CRM.

If they give short answers or sound impatient

Skip to the handoff. Two answers are enough to pass a lead.

You: I can tell you're busy, so I'll keep it short. The best next step is a quick call with (LEAD MANAGER NAME). When is a good time?

If it is a rental with a tenant

You: Is the tenant on a lease or month to month? When does the lease end?

You: And how is it going with the tenant?

Lease end dates and tenant problems are often the real motivation. Note both.

5. The handoff

Hot lead means you have motivation, a timeline, a sense of condition and some price discussion. Use a live transfer if the lead manager is available. Otherwise book a call.

Live transfer:

You: Thank you, (SELLER FIRST NAME). This is really helpful.

You: The person who takes it from here is (LEAD MANAGER NAME). They can go over your situation and explain how an offer works. They're available right now. Is it okay if I bring them on the line?

When the lead manager joins, introduce the seller while the seller listens:

You: (LEAD MANAGER NAME), I have (SELLER FIRST NAME) on the line about (STREET NAME). Quick summary: (ONE LINE ON MOTIVATION), (OCCUPANCY), condition about (NUMBER) out of 10, and they'd like to be done by (TIMELINE). I'll let you two talk. Thanks again, (SELLER FIRST NAME).

Booked call:

You: Thank you for the time and the details. The next step is to match your property with the best buyer in the (CITY) area and see if it qualifies for an as-is offer. One of our partners, (LEAD MANAGER NAME), will call you with that. What's the best time to call you back? Today or tomorrow, morning or afternoon your time?

Repeat the time back with their time zone: "So that's Thursday at 4 PM Central time."

Why it works: A warm introduction means the seller does not have to repeat their story. That alone makes the lead manager's call twice as easy.

If they say "Can't you just do it?"

You: I'd like to, but (LEAD MANAGER NAME) is the one who can answer price and process questions properly. I don't want to guess and give you wrong information.

If they say "Just text me" or "Email me something"

You: Sure. Is this number okay to text? You can reply STOP anytime to stop the texts.

Record the consent in the CRM with date, time and number. For email, confirm the spelling letter by letter. Still try to book a call time.

If they say "My wife (or husband, brother, partner) needs to be part of this"

You: That makes sense. When would both of you be free for 15 minutes?

Book the time when everyone can join. Note every decision maker's name.

If they say "Call me in three months"

You: Happy to. Is there something happening around then, or just better timing?

Code FU-WARM with the exact date and the reason.

6. Close clean

You: Let me confirm: is this the best number to reach you?

You: And is it okay if we text this number with the call details? You can reply STOP anytime.

You: Thank you, (SELLER FIRST NAME). Have a good (MORNING, AFTERNOON OR EVENING).

Why it works: Texting consent recorded on a live call is clean consent. It also makes the appointment far more likely to happen.

If they say "Are you recording this? What's your legal company name? I'll sue."

Stay calm and polite. Do not argue or explain the law.

You: I understand. The company is (COMPANY LEGAL NAME). I'm removing your number now. If you need anything in writing, I'll ask our team to follow up.

End the call. Code LIT-FLAG and DNC. Tell your team lead the same day.

Objections

Short answers for the cold call. For full handling, see the Objection Handbook in the Script Library.

If you hear	Short answer
"I'm not interested."	"Totally fine. Is it not the right time, or keeping it for good?" (one check only)
"How did you get my info?"	"Ownership is public record. If you'd like, I'll remove you now."
"Just give me a number."	"We can't run numbers blindly. A few quick questions and our team can give you a real one."
"Your offer will be too low."	"It might be. You never have to accept it. It's just good to know your options."
"I have an agent."	"We won't get in the way. When does the listing end?"
"Call me later."	"Happy to. Today or tomorrow, morning or afternoon?"

Never do this

Never call outside the calling window, even if the owner "seems awake."

Never hide that the call is recorded.

Never mention your own country. Answer with the company and the market.

Never give a price or a price range on a cold call.

Never keep talking after any stop request. Not one more question.

After the call

Write the note before your next dial. Use the owner's words for motivation.

CODE: (DISPOSITION CODE)

Owner confirmed: Yes or No, names on title if known

Motivation (their words):

Occupancy: Owner, tenant (lease end, rent), or vacant

Condition: (NUMBER) out of 10. To make it a 10:

Timeline:

Readiness (1 to 10):

Price mentioned: amount, or "none given"

Decision makers: names, and whether they joined

Text consent: Yes or No, number, date and time

Next step: what, who, when (owner's local time)

Example:

CODE: HOT

Owner confirmed: Yes, (SELLER NAME), says brother is also on title

Motivation (their words): "Tired of the tenants. Last one left the place a mess."

Occupancy: Vacant since last month

Condition: 4 out of 10. To make it a 10: new kitchen, carpets, paint, roof is "old"

Timeline: "Next 60 days if possible"

Readiness (1 to 10): 8

Price mentioned: "Around 150"

Decision makers: Brother (name not given), lives out of state

Text consent: Yes, this number, (DATE) 5:42 PM Eastern

Next step: Call with (LEAD MANAGER NAME), Thursday 4 PM Eastern, both brothers

Disposition codes for this call

Code	Use when	What happens next
NA / VM	No answer, or voicemail	Retry by cadence
BUSY / DISC	Busy, or disconnected	Disconnected twice: number removed
WRONG	Wrong number, tenant, or not the owner	Number suppressed for this owner
DNC	Any request to stop calls or texts	Internal DNC immediately, every campaign. Never call again
NI	Not interested, did not ask to stop	Long-term nurture in 90 to 180 days
CB	Asked for a call at a set time	Task at the owner's local time
FU-WARM	Some motivation, no timeline yet	Lead manager follow-up in 7 to 30 days
HOT	Motivation, timeline, condition and price discussed	Same-day handoff to the lead manager
APPT	Call with the lead manager booked	Calendar invite, CRM stage set to Appointment
LISTED / AGENT	Listed with an agent, or the person is an agent	Suppress or route by client policy
SOLD	Already sold	Suppress
LIT-FLAG	Lawsuit language or legal threats	DNC plus same-day escalation to your team lead

Next step: Post every HOT and APPT lead in the team channel with a one-line summary, tagged to the lead manager, within 5 minutes of the call.

Check yourself

Which three things must you say in the first ten seconds of every call?
An owner says "please don't call this number again" while you are mid-question. What do you say, and which code do you use?
The owner asks, "What will you pay me?" What is your answer?
The owner asks, "Where are you calling from?" What do you say?
What four things make a lead HOT?
An owner agrees to receive texts. What do you record in the CRM?