Detail about the property

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This isn't a checklist; it's a weapon. The discovery phase of the call—where you dig into the property details—is the most underrated part of the entire acquisitions process. Amateurs rush through it. Pros know this is where the deal is truly made. You're not just gathering facts; you're setting the stage, managing seller psychology, and building the foundation for your offer. Every question is a calculated move. Master this, and you'll close deals your competitors can't even see. Pay attention.

This is Part of

Sales Process⁠

course

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Part 1: The Pre-Flight Check: How to Frame the Conversation

Before you fire off a single question about the roof or kitchen, you must control the frame. The seller needs to understand what's about to happen and why. This simple setup lowers their guard and positions you as a professional, not just another caller.

The Script: Your Opening Gambit

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Copy of Call 1 - Discovery (1).pdf

109.3 kB

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Use this framework verbatim. The tone should be easygoing and confident.

"Alright, Mr./Ms. Seller, my job from here is pretty easy. I'm essentially a glorified information gatherer. I'm just going to ask you some specific questions about the property. This is going to allow us to make a faster, more accurate decision."

"Now, if you don't know the answer to any of these questions, it's no big deal at all. Just answer them to the best of your ability. Is that okay?"

Deconstruction of the Frame:

Deconstruction of the Frame:

"Glorified information gatherer":

Column 2

"Allow us to make a faster... decision":

Column 2

"No big deal... to the best of your ability":

Column 2

"Is that okay?":

Column 2

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Part 2: The Art of Granular Detail: Why "Good" is a Four-Letter Word

Your primary objective is to get into extreme detail. You need to operate with a core principle: "Good" is not an acceptable answer. A seller's definition of "good" and the market's definition are two wildly different things.

Battle-Hardened Truth: A seller might say the kitchen is in "great shape." To them, that means the appliances work and the cabinets aren't falling off the wall. To the market, "great shape" means shaker cabinets, soft-closing doors, granite countertops, and stainless steel appliances. Your job is to bridge that reality gap.

There are two critical outcomes of a proper deep-dive:

Outcome 1: You gain X-Ray Vision into the Property.

Eliminate Surprises: You will know the real condition, preventing you from over-promising and having to re-negotiate later. This protects your reputation and your profit.

Systemize Your Operation: Your CRM should have fields for every critical detail (Roof Age, HVAC Condition, Cabinet Style, etc.).

Make filling these out a non-negotiable step. As the speaker says, "Anything that you don't inspect, it's hard for you to expect." Make it an always or a never in your business.

Outcome 2: You Psychologically Anchor the Seller to Reality.

Subtle Re-Education: When you ask, "Are the cabinets the original wood, or have they been updated?" you're not just getting a fact. You are forcing the seller to confront that their cabinets are dated. By asking about specific, modern features, you recalibrate their internal valuation of their own home downwards, without you saying a single negative word.

Justify Your Offer: This detailed questioning process builds the logical case for your future offer. You are co-creating a story of the home's condition with the seller. When your offer reflects the necessary updates you've both discussed, it feels logical, not insulting.

Buy Time & Build Rapport: A quick, 2-minute interrogation followed by a lowball offer is amateur hour. A detailed, 15-minute guided conversation makes the seller feel heard and respected. In that time, they warm up to you, and their defenses lower. This is often when they will volunteer critical information about their true motivation.

Part 3: The Deep-Dive Checklist: Your Question Arsenal

Structure your questioning in a logical flow. Here is a baseline you can build from. Remember your tone: you are curious and professional, not an interrogator.

Checklist

Checklist

Name

Notes

I. The Core Living Spaces (Kitchen & Baths)

Open

Kitchen

Open

Bathrooms:

Open

II. The "Big 5" Mechanicals & Structural

Open

Roof:

Open

HVAC (A/C & Heat):

Open

Plumbing:

Open

Electric:

Open

Foundation:

Open

III. The Shell (Exterior & Windows)

Open

Exterior:

Open

Windows:

Open

IV. The Property & Grounds

Open

Landscaping:

Open

Overall Condition:

Open

There are no rows in this table

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Part 4: The Final Sweep: The Catch-All Question

After you have exhausted your list, you deploy the final question. This demonstrates integrity and often catches critical details you missed.

"Mr./Ms. Seller, just so I know, is there anything you can think of that we haven't discussed up to this point that may need any maintenance, repair, or just having a look at? I want to make sure everything is out in the open so there are no surprises down the road for anyone. We want to be clear on everything."

Leave it open-ended. Be quiet and let them think. The information you get from this single question can be worth thousands.

Part 5: Advanced Application: High-Value Targets vs. Low-Hanging Fruit

Your approach must adapt to the deal.

Low-Price Point Houses ($50k-$100k): These are often straightforward. The sellers expect a low offer. You can be more direct.

Higher-Price Point Houses ($300k+): This is where the real money is made. These sellers have a low tolerance for BS. The hard-hitting, "used car salesman" tactics will instantly kill the deal. For these targets, the detailed, professional, and respectful deep-dive process outlined here is not optional—it is the only way to win. You must be a surgeon, not a butcher.

By mastering this detailed discovery, you move from being a simple offer-maker to a strategic problem-solver. You build trust, control the frame, and gather the intelligence needed to craft an offer that is not only accepted but feels fair to the seller. That is the mark of a true acquisitions expert.

If you’re looking for novations, Prexium is where you’ll find the right leads to close more deals. Start today 👉

The Cowboy Marketer⁠

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