
Cold Calling script for investors who paid cash and want to recapitalize
By Edi Shek (NMLS# 216981)A coldâcalling script for cashâpaid investors looking to refinance and pull equity to fund additional investments, with qualifying questions, objection handling, and a compliant close.
Use this script when you have verified an investor recently bought a property with cash and is now exploring ways to pull equity for their next deal.
When To Use This
Use this script when you have verified that an investor recently acquired a property with cash and is now evaluating ways to pull equity out to fund additional acquisitions, renovations, or portfolio diversification. It is not appropriate for primaryâresidence borrowers who are seeking a purchase loan, nor for situations where the investor intends to sell the property outright rather than leverage it.
The Opener
Hi [Name], this is Edi Shek with [Market] Mortgage. I saw that you closed on [Address] with cash and wanted to check if youâre exploring ways to recycle that capital for your next investment. Do you have a quick minute to talk?
The Qualifying Questions
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What is the primary purpose for the equity youâd like to pull from [Address]? Note: Indicates whether they need funds for a downâpayment on another property, rehab costs, or to pay off other debts.
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How quickly do you need the funds to be available in your account? Note: Helps determine if a standard refinance, an accelerated product, or a bridge loan would best fit their timeline.
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Are you leaning toward a cashâout refinance, a home equity line of credit, or a shortâterm bridge loan for this need? Note: Shows their familiarity with product types and guides the education youâll provide about each option.
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What loanâtoâvalue ratio or maximum monthly payment are you comfortable considering? Note: Reveals risk tolerance and helps shape a structure that aligns with their cashâflow goals.
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Do you have any existing liens, taxes, or judgments on the property that would need to be addressed before a new loan can be placed? Note: Uncovers potential title issues early so we can discuss solutions like paying them off at closing.
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Beyond the property at [Address], are you looking to finance any other assets or projects in the next three to six months? Note: Uncovers crossâsell opportunities and gives insight into their overall investment pipeline.
Handling The Three Objections
Objection: "I donât want to add debt; I paid cash to avoid it."
I understand wanting to keep the balance sheet clean. A cashâout refinance lets you access the equity youâve built while keeping the property as collateral, which can be a more efficient way to fund new opportunities than selling or taking on partner capital. Would it be helpful to see a quick example of how the numbers could work for your next project? Why it works: It validates their preference, reframes debt as a strategic leverage tool, and invites a concrete illustration without promising specific rates or amounts.
Objection: "Iâm not sure I qualify because the property is already owned outright."
Owning the property free and clear actually simplifies the processâthereâs no existing mortgage to pay off, so we can focus solely on the new loan amount. Many lenders view this as a lowerârisk scenario, which can streamline underwriting and reduce the amount of documentation required. Does that address your concern about qualification? Why it works: Highlights the advantage of an unencumbered title and reassures them that the lack of a current mortgage is a benefit, not a barrier, while staying compliant with TILA by not guaranteeing approval.
Objection: "I need the money now; I canât wait for a lengthy appraisal and underwriting."
Speed is important, especially when you have a timeâsensitive deal. We can often order a desktop or driveâby appraisal and use automated underwriting to move a file from application to approval in as little as a few business days, depending on how quickly you can provide the required documents such as proof of ownership and identification. Would you like me to outline the exact steps weâd take to keep the timeline tight? Why it works: Acknowledges urgency, sets realistic expectations about process steps, and offers to detail a fastâtrack path without guaranteeing a specific closing date or promising a rate.
The Close
Based on what youâve shared, it sounds like a cashâout refinance could help you recycle the equity from [Address] into your next investment. Would you be open to scheduling a brief 15âminute review next week to look at preliminary numbers and discuss the documentation weâd need? Fallback if they say not yet: I completely understand. May I check back with you in a week or two to see if your timeline has shifted, and would it be okay to send over a oneâpage summary of the cashâout options we discussed? Why it works: The ask is lowâpressure and specific; the fallback keeps the conversation warm and provides a tangible next step while staying within advertising guidelines.
Delivery Notes
- Speak at a measured pace, pausing after each question to allow the prospect to think and respond fully.
- Match the prospectâs energy; if they are direct and terse, keep your replies concise; if they are conversational, feel free to add a bit more context.
- When mentioning terms like LTV, briefly explain it as âloanâtoâvalue, the percentage of the propertyâs appraised value you would borrow.â
- Avoid citing any specific interest rates, loan amounts, or closing timelines; keep the discussion focused on the investorâs objectives.
- Do not compare your offering to other lenders or make negative comments about competing products.
- End the call with a thankâyou and a clear reminder of the next step you agreed upon.
Compliance Reminders
- Ensure all statements are factual and avoid implying guaranteed approval, specific rates, or certain closing dates; frame any examples as illustrative only.
- Refrain from using language that could be perceived as steering or discriminating based on race, religion, gender, familial status, disability, or national origin; treat every prospect with equal respect.
- Clearly identify yourself as a licensed mortgage loan originator (NMLS# 216981) and note that any discussion of loan products is for informational purposes and does not constitute a commitment to lend.
More Scripts
Got the Appointment? Send Me the Loan.
Edi is licensed in 14 states and closes FHA, VA, Conventional, DSCR and Non-QM.
