Palm Capital VenturesOn-Market Agent Call Playbook
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On-Market Agent Cold Call Playbook

The conversation + handoff script

01 Prep the call

Ten minutes. Five signals. One objective.

Prepare enough to ask informed questions. Do not confuse a data estimate with a verified mortgage statement.

  1. 01

    Property

    Write one true observation from the listing—condition, layout, occupancy clue, or price history.

  2. 02

    Rent

    Note a conservative long-term rent range and the source you used.

  3. 03

    Debt

    Review any preliminary loan estimate only to shape questions. It is not proof of balance, rate, or payment.

  4. 04

    Exit

    Know why the property might fit a cash path, a buy-and-hold path, or neither.

  5. 05

    Objective

    Your win is potential openness plus the current mortgage statement—not final terms on the first call.

02 The exact call flow

Open direct. Get the next yes.

You are not closing the deal on this call. You are earning permission for the next conversation and document.

  1. 01Prep

    Write one true property observation from the listing before you call.

  2. 02Open

    High energy: "[Agent name], [Your name] here. I'm calling about [address]. Is that still available?"

  3. 03Discover

    Ask condition, occupancy, rent, and timing. THINK INTERNALLY: "What does the seller need this sale to solve?"

  4. 04Cash path

    "If we pay cash, the price has to account for repairs, holding costs and resale risk."

  5. 05Creative pivot

    “If cash forces the price too low… what if we could offer something closer to list price—would the sellers consider letting us take their existing payments over?”

  6. 06Pause + ask

    Stop talking. If there is interest: "I need a current mortgage statement to underwrite accurately."

  7. 07Follow up

    Send a short SMS recap with the two paths and the exact documents requested.

The win: potentially open + current mortgage statementNo pressure. No promises.
03 Discover the facts

Ask four things. Listen for one.

The questions gather facts. Internally, listen for the seller priority or constraint that the sale needs to solve.

  1. 01

    Condition

    "Beyond what I can see in the listing, is there anything material I should account for—roof, HVAC, plumbing, electrical, foundation, or disclosures?"

  2. 02

    Occupancy + timing

    "Is it vacant, seller-occupied, or tenant-occupied? What timing matters to the seller?"

  3. 03

    Rent

    "Do you know the current rent or what it could reasonably rent for long term? Are there HOA or rental restrictions?"

  4. 04

    Seller priority

    "What are the sellers hoping happens with this listing in the next 30–60 days? If it does not sell on the current terms, what would they likely do next?"

Do not guess at divorce, retirement, relocation, or other private details.

04 Frame the two paths

Explain the tradeoff. Then pause.

The purpose is clarity—not a promise, a final offer, or a complete negotiation.

01 / Cash path

"If we pay cash, the price has to account for repairs, holding costs and resale risk."

02 / Creative pivot

“If cash forces the price too low… what if we could offer something closer to list price—would the sellers consider letting us take their existing payments over?”

If they ask for a number
"Totally fair. I do not want to throw out a number before Gordon's team accounts for condition and debt. Let me finish gathering the facts."
If they say yes or maybe
Stop talking. Then ask: "I need a current mortgage statement to underwrite accurately. Would it be okay for Gordon's team to follow up after we review it?"
If they say no
"Understood. What part does not fit for the seller right now? If circumstances change, may I check back?"
05 Follow up

Send the recap while context is fresh.

Keep it short, name both paths, request the exact document, and set a clear next touch.

SMS / Yes or maybe

Hi [Agent], [Your name] here. Thanks for the call on [Address]. We discussed (1) cash that accounts for repairs, holding and resale risk, or (2) something closer to list price if the seller is open to letting us take their existing payments over. Please send the current mortgage statement through Gordon's approved secure channel so his team can underwrite accurately.

SMS / Soft follow-up

Hi [Agent]—quick check-in on [Address]. Has the seller shared any feedback on the two paths we discussed? If they are potentially open, the next step is the current mortgage statement.

Email / Document request

Subject: [Address] — current statement for underwriting

Hi [Agent], thank you for the information on [Address]. Please send the current mortgage statement through the approved secure intake so Gordon's team can verify the loan and determine whether the buy-and-hold path is viable. We will follow up after review.

Provide the agent with your email and phone number to receive the mortgage statement or raw numbers.

06 Hand off the opportunity

Submit the facts. Gordon's team takes it from there.

A clean handoff prevents the agent from repeating the conversation and gives underwriting a reliable starting point.

Required for a clean handoff

  1. 01Submitter name, email, phone, and role
  2. 02Property address and Zillow link
  3. 03Agent first name, last name, phone, and email
  4. 04Brief notes explaining the situation
  5. 05Mortgage statement OR balance, rate, and monthly PITI/payment

Helpful if available

  1. 01List price, days on market, and price changes
  2. 02HOA or rental restrictions
  3. 03Disclosures, photos, floor plan, or access notes
  4. 04Known loan arrears or seller constraints—only if volunteered