Cold Calling script for investors who paid cash and want to recapitalize

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 primary‑residence 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 you’re exploring ways to recycle that capital for your next investment. Do you have a quick minute to talk?

The Qualifying Questions

1. What is the primary purpose for the equity you’d like to pull from [Address]? Note: Indicates whether they need funds for a down‑payment on another property, rehab costs, or to pay off other debts.

2. 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.

3. Are you leaning toward a cash‑out refinance, a home equity line of credit, or a short‑term bridge loan for this need? Note: Shows their familiarity with product types and guides the education you’ll provide about each option.

4. What loan‑to‑value ratio or maximum monthly payment are you comfortable considering? Note: Reveals risk tolerance and helps shape a structure that aligns with their cash‑flow goals.

5. 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.

6. Beyond the property at [Address], are you looking to finance any other assets or projects in the next three to six months? Note: Uncovers cross‑sell opportunities and gives insight into their overall investment pipeline.

Handling The Three Objections

Objection: "I don’t want to add debt; I paid cash to avoid it."

I understand wanting to keep the balance sheet clean. A cash‑out refinance lets you access the equity you’ve 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: "I’m not sure I qualify because the property is already owned outright."

Owning the property free and clear actually simplifies the process—there’s no existing mortgage to pay off, so we can focus solely on the new loan amount. Many lenders view this as a lower‑risk 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 can’t wait for a lengthy appraisal and underwriting."

Speed is important, especially when you have a time‑sensitive deal. We can often order a desktop or drive‑by 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 we’d take to keep the timeline tight? Why it works: Acknowledges urgency, sets realistic expectations about process steps, and offers to detail a fast‑track path without guaranteeing a specific closing date or promising a rate.

The Close

Based on what you’ve shared, it sounds like a cash‑out refinance could help you recycle the equity from [Address] into your next investment. Would you be open to scheduling a brief 15‑minute review next week to look at preliminary numbers and discuss the documentation we’d 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 one‑page summary of the cash‑out options we discussed? Why it works: The ask is low‑pressure 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 prospect’s 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 “loan‑to‑value, the percentage of the property’s appraised value you would borrow.”
• Avoid citing any specific interest rates, loan amounts, or closing timelines; keep the discussion focused on the investor’s objectives.
• Do not compare your offering to other lenders or make negative comments about competing products.
• End the call with a thank‑you 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.