Disclaimer: BatchDialer is designed to support responsible outreach. However, customers should still take necessary steps to ensure their cold outreach complies with applicable laws and obtain any required permissions.
Key Takeaways:
- Vacant and tax-delinquent property owners are among the most motivated sellers you’ll find, but converting them requires empathy, tact, and a script tailored to their situation.
- A strong cold call opener, consistent follow-up, and confident objection handling can be the difference between a hung-up call and a closed deal.
- Tools like BatchDialer can sharpen every stage of your outreach, from surfacing real-time script prompts during calls to automatically logging outcomes so no lead falls through the cracks.
As an investor, knowing how to identify and talk to motivated sellers can help you score great real estate deals. However, developing these sales skills takes time and effort. To accelerate your learning, start with scripts that you can adapt to each call.
In this article, we’ll focus on two types of motivated sellers—vacant and tax-delinquent property owners—and how to approach them, including what not to say. By the end, you’ll have a clear understanding of what these lead types need and how you can align your offer accordingly.
Why Investors Pursue Vacant and Tax-Delinquent Property Owners
Investors pursue vacant and tax-delinquent property owners because they’re highly motivated to sell, often at below-market prices. Let’s cover each separately:
Vacant Property Owners
Vacant properties are simply unoccupied homes. The property owner may live somewhere else or have abandoned the home. Either way, it’s usually a liability because it doesn’t generate income for the owner who’s still responsible for the property taxes and potentially HOA dues.
As a result, many owners are eager to eliminate the financial burden of owning a vacant property by selling. Investors who step in at the right moment may be able to buy at a discount.
Tax-Delinquent Property Owners
Tax-delinquent property owners are those behind on their property taxes. Typically, they’ve received an official notice from their county tax assessor regarding the tax delinquency. Such notices are public record, making them easy to identify.
Since they’re behind on property taxes, tax-delinquent property owners are often under financial stress. By offering to buy the property from them, you can potentially help them resolve their tax debt and expand your professional portfolio.
How to Approach Each Lead Type
Both vacant and tax-delinquent property owners require a tactful approach.
For vacant property owners, lead with empathy about the burden of maintaining an unoccupied property. Explain that you understand how difficult this can be and position yourself as a convenient solution.
For tax-delinquent property owners, delicately acknowledge their debt situation without making them feel judged. Emphasize that you can help them walk away with cash and a clean slate.
Whatever you do, always be respectful, even if the lead isn’t interested in your offer.
What NOT to Say During Cold Calls
Before diving into cold calling scripts, let’s cover some things not to say to vacant or tax-delinquent property owners:
- Don’t bluntly say, “I know you’re behind on your taxes.” It can feel accusatory and stall the conversation.
- Don’t use high-pressure sales phrases like “This is a limited-time offer” or “You need to act now.” This can be too pushy.
- Don’t make lowball offers before building any rapport, as this can be an instant turnoff.
- Don’t imply that you’re a government agency or housing authority. This is both unethical and illegal.
- Don’t over-explain your investment strategy. Owners don’t need to know how you plan to flip or rent the property unless they specifically ask you about it.
Sample Cold Calling Scripts
Now that you know what not to say, here are a couple of cold calling scripts you can use as a starting point. Adapt them to your business and refine them through trial and error.
Vacant Property Script
Opening: “Hi, is this [Owner’s Name]? My name is [Your Name]. I’m a local real estate investor. I’m reaching out because I work with property owners in [City/Area] who sometimes find themselves with a home that’s just become more of a burden than a benefit. I came across [Property Address] and wanted to reach out personally. Do you have a minute?”
Middle: “I don’t want to assume anything about your situation, so I’ll just ask. What’s the story with the property? Are you holding onto it for a reason, or is it something you’ve been thinking about letting go? … It sounds like it’s been sitting there for a while. A lot of owners I speak with tell me that once they sell, they wish they’d done it sooner. The holding costs can add up fast. What’s the biggest challenge with the property so far?”
Close: “I really appreciate you sharing that with me. Here’s what I’d suggest as a next step: Let me do a quick analysis on the property, and I’ll call you back in a day or two with a ballpark cash offer. You’re under no obligation whatsoever, and it costs you nothing to hear a number. Does that sound fair?
Tax-Delinquent Property Script
Opening: “Hi, may I speak with [Owner’s Name]? Hi [Owner’s Name], my name is [Your Name]. I’m a local real estate investor specializing in helping homeowners navigate tough property situations. I’m reaching out about [Property Address]. Is now an okay time?
Middle: “I want you to know upfront that I’m not here to judge anyone’s situation. Life happens, and falling behind on property taxes is more common than most people think. What I do is work with owners to explore whether a sale makes sense. And if it does, I can move quickly, pay cash, and handle the tax payoff as part of the transaction so you don’t have to figure that out separately. Can I ask: How long have you owned the property, and have you given any thought to what you’d like to do with it moving forward?
Close: Thank you for being open with me. I know this isn’t an easy thing to talk about with a stranger. Here’s what I propose: Let me look into the property details and the tax balance, and I’ll follow up with a straightforward cash offer that accounts for everything. If it works for you, great. If not, there’s no pressure and no cost to you. Would a call later this week work?
Objection Handling Examples
Of course, you’re bound to face objections whenever you call someone for the first time. Here are some of the most common ones and how to handle them:
| Objection | How to Respond |
| “I’m not interested in selling.” | “That’s completely fair. I’m not here to pressure you into anything. Would you at least be open to hearing a number, just so you know what the property is worth in today’s market? You’re under no obligation.” |
| “How did you get my number?” | “Great question. Property ownership is part of the public record, and that’s how I came across your information. I completely respect your privacy, and if you’d prefer I don’t call again, just say the word. I just wanted to reach out because I buy properties in your area and thought there might be a fit.” |
| “I already have a real estate agent.” | “That’s great! I hope it goes smoothly for you. I’ll just mention that, as a cash buyer, I can often close faster and avoid commissions that eat into your proceeds. If the listing doesn’t move as quickly as you’d like, I’d love to be your backup option. Would it be okay if I checked back with you in a few weeks? |
| “I need to think about it.” | “Of course. This is a big decision, and I’d never want you to rush. Can I ask, is there a specific concern I can help answer before we hang up? I want to make sure you have everything you need to make the best decision for yourself.” |
| “What’s your offer?” (asked too early) | “I love that you’re direct. I am too. I just want to make sure I give you a real number and not a guess. If you can give me two minutes to ask a couple of quick questions about the property, I can come back to you with something solid. Does that work?” |
5 Cold Calling Tips
To make the most of each cold call, follow these best practices:
Call During Optimal Hours
The goal is to catch prospects when they’re free. Start by calling only between 8 a.m. and 9 p.m. (local time for the prospect). Not only is this courteous, but it is also required by law. From there, aim for time windows when people are most available, e.g., after work hours and in the middle of the week.
Related read: Cold Calling in 2026: A Complete Guide
Cut to the Chase
Your opening is the most important part of the call because if the prospect loses interest and hangs up, it won’t matter what you planned to say after. So make it count by getting straight to the point or asking a compelling question.
Follow Up
Most prospects don’t agree to a sale after one conversation. It takes many follow-up conversations to seal the deal. So implement software like BatchDialer that helps you track leads and regularly follow up until they convert or tell you to stop contacting them.
Use a Local Presence Number
Local presence dialing means your caller ID appears on the prospect’s phone as a local number. This can help improve your answer rates since people are four times more likely to answer calls from local numbers. It’s also included in BatchDialer.
Related Read: What Is Local Presence Dialing and How Does It Improve Phone Number Reputation?
Take Notes
Note-taking helps you keep an accurate record of the prospect’s level of interest and where they are in your sales funnel. But don’t rely on manual note-taking. Use software like BatchDialer with AI features, which transcribes conversations in real time and labels calls based on their outcomes.
Leverage BatchDialer’s AI Call Guidance System
Take your cold calls to vacant and tax-delinquent property owners to the next level with BatchDialer. It has dedicated AI tools to make you more efficient:
- Real-Time Call Guidance: Receive live prompts on what to say during calls to improve communication.
- Automatic Call Results: Calls are automatically labeled based on the conversation outcome.
- AI-Generated Call Summaries: Get instant summaries of your calls for easy reference and documentation.
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Frequently Asked Questions (FAQs)
What are cold calling scripts, and why do real estate investors need them?
Cold calling scripts are pre-written conversation guides that help investors stay focused, sound confident, and handle objections during outbound calls. They’re especially useful when reaching out to niche lead types, such as vacant or tax-delinquent property owners.
What should a cold calling script for vacant property owners include?
A cold-calling script for vacant property owners should open with empathy, acknowledge the burden of owning an unoccupied property, and position you as a convenient, no-pressure solution. Avoid aggressive sales tactics.
What should a cold calling script for tax-delinquent property owners include?
Cold-calling scripts for tax-delinquent property owners should begin with sensitivity, since many of these owners are experiencing financial stress. Focus on how a cash sale can help them resolve their tax debt and walk away with money in their pocket.
What is AI call guidance, and how does it help with real estate cold calling?
AI call guidance is a BatchDialer feature that provides real-time prompts and suggestions during sales calls, helping investors know what to say (and when to say it) based on how the conversation unfolds.
