Bulk REO/NPL Arbitrage: Outgoing Calls Script Matrix

Script For Banks and Hard Money

Lenders Users Guide

Introduction/Getting Past the Gatekeeper

Managing Objections

1. Always Use We Not I. It Provides For Top Cover And Gives The Perception Of

"He is not here today,

can I transfer you to his
voicemail or leave a
message for him?"

"Sure, What is their

extension please
before you transfer
me?"

Proceed to using
Voicemail Script

We have nothing to sell right now.

I can appreciate that. Can you tell
me how you've sold assets
before? Who are your primary
buyers?

"We usually sell them off to

individual buyers."
I can't speak right now. Can you
let me know your contact
information and I'll call you back?

4. If You Get Asked A Question. You Dont Know The Answer To,
I Dont Know The Answer But Ive Made A Note And Will Get

Without At Least Their Contact Info.

________ with ________.

Is this the Head of Loan
Sales?

I appreciate the call, can you call

me back in a week/month to discuss
in more detail? We currently don't
have any assets to sell but expect to.

You An Answer Back Promptly

6. Remember The Value Exchange Principle. Dontt Get Off Of The Phone

Give them your number and ask

for their email. Always get
something of value from them.

"What is your name again?"

Answer The Question You Wish They Had Asked You Or Simple Say

"His/Her name is __________

and they can be reached at
extension _________"
A. "Hi, this is _________ for __________".
B. "Hi, this is ________ with _______can
you please tell me who the Head of Loan
Sales or Loan Portfolio manager is at your
organization?"

"Hi, __________ this is

_________with
________. We are a
principal buyer of
non-performing balance
sheet and REO's. I
wanted to call you to
make sure your bank is
receiving coverage from
our firm, and to see if you
have any balance sheet
needs we could help you
with".

Tell me a little more about your

business? Any recent transactions?

We have these listed with a

Realtor. If you're interested you
can call him/her directly.

Sure. Why don't I take down your

contact info and I'll send you
what our most current buying
guidelines are

We are portfolio buyers of "resi"

product. This includes performing,
non-performing mortgage products
as well as REO.This includes
senior and junior liens. How are
you currently moving your
balance sheet?

So, am I correct to assume that

you are only selling off your
REO assets using Realtors?
How many have you sold this way
and how are you selling
your notes?

We only sell assets quarterly

7. Like the CB Radio In The Lade 70s, You Need To Know The Jargon To Be

Understood. How do
you sell these assets?

Taken Seriously. (Example: Moving A Balance Sheet)

8. The Temperment (And Intelligence) Of The Person On The Other End Of The

We go through a third party

Currently well sell to investors.

Individuals.
Have you thought about selling
these to an institution such as
ours?

Really? Who are you using?

Get Comfortable Doing It.

Build Relationships.
10. WARNING: Do Not Attempt Without Setting Up Your Online Credibility Kit First.

Yes, of course. I will send

you all of that information
in an email. What is your
email address?

I can understand that. One of the

benefits of working with our firm
would be that you could clear your
balance sheet much faster
resulting in immediate liquidity for
those assets that either performing
or non-performing. I'd be happy to
look at anything that you have now
that you might want to consider selling .

Well, I appreciate that. Why

don't you send me an email with
your contact information?"

[Assuming they say "yes"].

"Yes, it is. How can I help you?"

OR

I'm calling to introduce myself and

to make sure that your institution
is getting coverage from our firm
with any balance sheet needs you
may have. Either today or in
the future.

Repeat their contact info

to make sure you got it.
Then give them yours.

We are always looking for

qualified buyers. You sound
like you know this business
well. How do I know you're real?

How much are you paying for

assets today?

Give me your email and I'll

contact you when I have
something to sell.

Well, I can send you some of our

company's information and I'd be
happy to detail to you the types of
trades we're doing. However,
sounds like I'm not the first person
to have knocked on your door.
How are you guys currently
moving your balance sheets?

We have sold several of these in

the past. We get higher prices
doing it this way.
How do you sell your nonperforming loans then? I'm
assuming your balance sheet is
more complicated than that,
am I correct?

How do I know you are not

going to low ball me?
We understand you may be
sensitive to pricing.When are you
going to release your next tape
with those assets you have for sale?

I'd rather not say

Yes, that is correct, however,

we're using Realtors now.

Probably toward the end of

the quarter.
Great, I'd like to see if our pricing
would be competitive. Can you
give me your email so I can give
you my contat info and some
information about us?

"Well, we are currently using

[x,y,z] method...."
So, am I correct to assume then
you aren't working with a
dedicated institutional buyer of
assets? Why don't I send you
some information about us. Can
you give me your email and I'll
send that over to you later today?
I understand and appreciate that.
If you ever do need to sell off
assets in a short period of time,
I'd be happy to provide you pricing
levels.May I get your email so
that I can send you some
information regarding our
company?

Sure I can do that

Wonderful! I'll send to you our
contact info later today or tomorrow.
Thank you very much for your time.
I'm excited by the prospect
of working with you.

Whatever they say]

"May I ask what this is in

regards to?"

Sure, This is
____________ with
___________. We are a
principal buyer of
residential assets.
Specifically
non-performing loans. Is
there someone there I can
speak to?

How has your experience

been with them in this
market?

All of our assets are available on

our website.

They're OK.
We're not happy with them.

Well, I would be happy to have

the opportunity to bid on these
assets principally. When
do you think you'll be looking to
do a trade next?

NO

Well, we would like to provide coverage for

your bank to be able to manage your capital
needs. Are you the person who I should be
speaking to?

YES

Do you still sell assets in bulk? Our

firm primarily deals with banks and
lenders buying assets in bulk.

OK. Have you ever

sold assets to an institution
before in bulk form?

NO

YES

NO

http://www.yourcapitalgroup.com
YES

Dandrew Media, LLC. All Rights Reserved.

Sure. In fact, if you give me your

email address I can send you
some info as it relates to what
we're currently bidding on.

OK. I'm sort of familiar with them.

Phone Should Drive Your Next Step.

9. Goals : Get Contact Info Form Who Youre Talking To.

I can understand and appreciate

that. Can you send them over and
I'll have one of our traders bid on
them for you? What is your email
and I'll send you over some
information on our firm.

It depends on the asset. Location

and legal status of the asset are
the primary drivers for pricing.
Do you have any assets
that you would like us to bid on?

How much do you pay for NP

loans and REO's

3. Leave Off Every Answer With A Question.

5. If You Get A Unique Objection, Write It Down Tell Us About It.

"Why don't you do that. Do you

have a website so I can
understand a little more about
who you are?"

Yes, but I don't want to sell them cheap.

A Large Organization.
2. Fill In The Blanks First With Your Business Contact Info.

Getting The Banker's Contact Info

Great! Let me email you some

information about our company so you
can include us in your next bid process.
What is your email please?

I'd like to send you some information on

how we would be able to work with you.
What email address should I send this
to?
Could you refer me to the person at your
institution that I shold be speaking to? What is his or her name/
Let me send you my contact info so you can send
us your bidding instructions. What is your email?

Well, we've made it easy to workk with our institution. We provide

timely quotes for your assets. I'd like to email you some
information regarding our company and how we are able to work
with you. I'd like to send this electronically to you. What is your email?

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