"Hi, is this [name]? It's Scott Smith — you reached out about buying a home. So tell me, what city are you looking in?"
Assume it's a good time — don't ask permission. Let them answer; jot the city.
2
Both hats + "do you have an agent?"
a beat in, keep it light
"One thing that might help — I'm licensed as both the agent and the lender, so I can handle the home, the financing, or both, whatever's useful. Are you working with an agent yet, or still figuring that part out?"
Never hand the real-estate side to anyone else. If they have an agent, keep the loan and coordinate.
3
Why — discovery before pitch
let them talk 2 min
"Before we get into numbers — what's driving this for you? What would owning your own place actually mean for you and your family?"
Write down their exact words. That reason IS your close — stay on it, don't move past it.
4
What they're looking for
"What are you picturing — what area, what kind of place, and how much room do you need?"
H
Homes + showing
make it useful
"Let's hop online and look at a few together — I'll text you the ones that fit, and if any grab you we'll go see them."
5
Who's on the loan + income
enter income any way
"Who's going to be on this with you? And what do you both do for work — roughly what does the income look like?"
≈ $0 / yr
"The bank looks at monthly debts on your credit — any car payments, credit cards, or student loans?"
"Are you bringing a down payment, or want me to look at down-payment help with you?"
Quick affordability read
—Max payment
—Est. home price
—Total income /yr
Rough only (~43% DTI, ~7%, ~20% of payment to tax/ins/PMI). A real pre-approval will differ. Don't quote this as a number they qualify for.
6
Urgency — the rent math
cost of waiting
"Every month you pay rent, that money's gone for good. Put that same payment into a home and it's building your equity — waiting just hands more to your landlord."
"And Denver moves fast — I've had buyers lose a place they loved because they weren't fully pre-approved when they offered. I want you in the window, not chasing it."
7
Objections — label, then bridge
Tap the one they said. Label it first, then give the line.
"My credit's not great"
"It sounds like you've maybe been let down before. Honestly — most people who think their credit will stop them are closer than they realize. I had a client last month, sure she'd never qualify, closing in a few weeks. Let's look at it together right now so you know instead of guess."
"I already have a lender"
"Smart to shop. What I do that a lender-only can't is write your offer and your financing as one aligned play so your offer actually wins. Worth a 4-minute look side by side?"
"I already have an agent"
"Totally fine — I work with agents all the time and I'll make your financing make your offers win. Since I'm also licensed, a lot of folks end up using me for both because one aligned person makes the offer stronger. Have you signed anything with them yet?"
"Renting is cheaper / I'm not sure"
"Let's run the real math instead of guessing — every month you rent is gone, the same money in a home builds equity. Give me your rent and I'll show you the real comparison."
"I need to think about it"
"Totally fair. Usually 'let me think about it' means one specific thing isn't sitting right — what is it? Let's just solve that one thing right now."
Never accept "I'll see what I can do." Answer: "No problem — what day and time works to pick this back up, morning or afternoon?"
8
Close — live app or booked time
never "I'll send a link"
"Let's just knock out the application together right now — you don't touch a keyboard, I walk you through it, about 4 minutes, and by end of day you'll know exactly where you stand. Sound good?"
If not now: "Let's lock a time so it doesn't slip — tomorrow at 10, or Thursday at 2, which is better?"
9
Referral — before you hang up
"Last thing — you clearly know people who are renting and sick of it. Send them my way; I'll take care of your people the way I'm taking care of you."
$
Selling a home? (only if they own)
bridge both deals
"Tell me about your current place — when'd you buy it, roughly what's it worth, and about what do you still owe?"
"Next step is I come see it in person — doesn't need to be spotless, I'm just pricing it right. Does this weekend work?"