Builder Prospecting Guide | Oasis Property

The Script

1.Introduction:

“Good [morning/afternoon], is this [Builder Name]?”

Yes it is. How can I help?

“Great. Who am I speaking with?”

This is <Builder’s Rep>

“Oh Hi <Builder’s Rep> This is <Your Name>. I wanted to ask whether you are a large community home builder or a custom home builder that builds custom or spec homes like building on people’s infill lots?”

Yes, we are a custom home builder. We do build spec homes as well.

“My name is <Your Name>. I’m calling from <Your Company Name>, an off-market land brokerage. We’re actively working with a select few custom and luxury home builders in the Houston area and have helped them acquire infill lots for their specific custom construction projects or spec home building plans.”

“Are you buying or looking for additional lots? Would you be the right person to talk to or do you have a dedicated Land Acquisition Manager I could speak with?”

Go Ahead Talk to Me. I am the right person.

Ok, great! Are there any specific areas or criteria for the lots you are looking for?

Our team specializes in sourcing and analyzing land parcels.

Once we know your land buying criteria, our team targets those landowners directly via multiple channels, to find discounted, off-market land that fits, at below market value.

I am not the right person. Let me transfer to LAM

Ok, great. What is their full name?

In case I get disconnected, what is their extension or direct phone number?

Do you happen to know their email address?

****You Dial or Are Transferred to LAM****

Hi <LAM Name>, this is [Your Name] from <Your Company Name>. I was asked by <front desk person’s name> to call you as they said you would be the right person to talk to about Land Acquisition.

How are you doing today?

I am doing great. How can I help?

We have helped a few custom home builders in the <City> area with acquiring infill lots for their construction projects for the year.

Are you looking to build more homes and acquire more land this year?

Yes, we are.

Would you like a little more info on how we could help?

Sure, tell me more.

Great, I Appreciate you giving me this opportunity to explain. Typically, this would only take about 10 minutes or so. I will have a few questions about your land buying criteria, and once I know what you are looking for, my team can target landowners & parcels that fit, perform due diligence on their lots, confirm things like utilities, road access, flood zone, building restrictions and then negotiate a favorable, below market value price.

Obviously, if the price is right, and the parcel fits what you are looking for, we would move forward with the transaction with you.

Would you mind if I asked you a few questions about your buying criteria?

***Would you mind answering 4 or 5 simple questions about your building plans or land buying criteria?

Sorry, now is not a good time.

I understand and I want to respect your time. I could send you a short form with a few questions so you can answer whenever you do find the time. Is <email address> a good email for you? (or what is a good email for you?)

Do you have any questions for me?

No, no questions.

Perfect. I will have the email sent out shortly. Have a wonderful day, and thanks for your time again.

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If they DO want to answer questions over the phone:

Sure, go ahead with your questions

1. How many homes do you typically build in a year or plan to build in 2024 and what is the average price point or price range your houses are listed at?

2. What are the primary areas you are targeting right now? Either zip codes, neighborhoods, or a general Houston area is fine.

3. Have you recently acquired any lots in the last 3 or 6 months? Could you provide me with their APNs or addresses so we can gauge the exact type of lots to target for you?

4. If we found something that fits, and the price works for you, how quickly could you close on the transaction? Under 30 days, or would you need more than 30 days. Also, would this be a cash transaction, or would you be bringing a loan to purchase?

5. Is there anything specific you would like us to know about your criteria like minimum lot size, whether flood-zone properties are okay, whether you can buy without utilities, or if there is something specific you must have.

Do you have any questions for me?

No, no questions for now.

Ok, great. <LAM Name>, I will start looking for what we have in our inventory or our pipeline that could fit and thank you for taking the time to speak with me. I will be sending you an email shortly with my contact information and more information about our company.

Please feel free to reach out with any questions at all, or if you want us to help with any specific projects you might need land for.

That sounds great!

Thanks, <Your Name>

FOLLOW UP WITH AN EMAIL USING THE TEMPLATES PROVIDED

Call Not Answered / Left Voicemail

E-Mail Templates

Subject: Exclusive Land Acquisition Opportunities for [Builder's Name] 

Dear [Land Acquisitions Manager's Name], 

Hope this email finds you well. My name is [Your Name], representing <Your Company Name>, an off-market land broker based in <Your State>. We specialize in acquiring viable, off-market infill lots in prime areas, catering specifically to the custom and luxury home building segment in all the major cities in <Your State>.

I recently attempted to reach out to you via phone to discuss a potential land acquisition and collaboration opportunity and to gather insights into your specific land buying criteria. However, we may have missed the chance to connect and discuss your exact buying criteria.

Understanding that your time is valuable, I wanted to extend this email as a follow-up to express our genuine interest in exploring how we might be able to support your land acquisition needs. Our team is committed to providing tailored solutions that align with your unique requirements and preferences.

If you're open to it, I would love the opportunity to schedule a brief call or meeting at your earliest convenience. This would allow us to delve deeper into your objectives and preferences, enabling us to better tailor our services to meet your specific needs.

What would be a good time for us to connect?

If it is more convenient for you, you could also fill out this brief questionnaire which would allow us to understand more of your exact buying criteria so we can begin sending you parcels of interest and start adding value right away!

https://www.oasispropertyrentals.com/joinbuildernetwork

Sincerely,

Call Answered / Post Call Follow Up

E-Mail Templates

Subject: Exclusive Land Acquisition Opportunities for [Builder's Name] 

Dear [Land Acquisitions Manager's Name], 

Thank you for your time on the phone earlier. As discussed, I represent <Your Company Name>, a leading off-market land broker based in <Your State>. We specialize in acquiring high-quality, off-market infill lots in prime areas, catering specifically to the custom and luxury home building segment in all major cities in the state.

We are constantly striving to identify new opportunities to support our partners' projects and initiatives. Your company's expertise and reputation in the industry make you an ideal candidate for a potential partnership, and we are eager to explore how we can align our services with your specific land acquisition needs.

Thank you for considering <Your Company Name> as a potential partner. I am genuinely excited about the prospect of working together and contributing to the success of your future endeavors. Looking forward to the possibility of collaborating with you!

When you have a chance, please fill out our questionnaire in case we missed any important details about your buying criteria. We want to make sure we can begin sending you parcels of interest and start adding value right away!

https://www.oasispropertyrentals.com/joinbuildernetwork

We want to make sure we can begin sending you parcels of interest and start adding value right away!

Sincerely,

Builder Questionnaire - https://oasispropertyrentals.com/joinbuildernetwork

How many homes do you typically build in a calendar year?
What areas or zip codes are you buying in?
How many lots are you looking to acquire in the next 12 months?
Would you consider lots that don’t have utilities present already?
What type of land parcel(s) do you generally buy?
What's the price range for the lots you'd consider buying?
Is there a price range or pricing guide for the lots you are looking to buy?
Our buyers typically close within 30 days of contracting. How long do you typically need to close on the property?
What size land/lots are you interested in buying?
What is your timeline for making your next purchase?
Do you require a survey before purchase?
Do you have any specific requirements for lots? (access, frontage, utilities, HoA / no-HoA, etc)
Anything else you would like to share that would help us bring you the lots that fit your criteria?

FAQs - Builders Might Ask

What is your process? Or How does it work?

Our team markets to land owners directly via multiple marketing channels – cold calls, targeted ads, mailers etc. Anyone who is motivated to sell, we perform all the preliminary due diligence on the parcel to check for road access, flood zone, availability of utilities, building restrictions, terrain or contour. If the parcel appears to be valuable, buildable or meets your criteria, we would get the property under contract to purchase, and send you the information in an email or via a phone call.

How do we get the list of parcels or parcels sent to us?

Once we know your buying criteria, we can email you any new parcels that we come across. We can also call you when we have a great deal, or a lot in highly desirable area, or something we think might be of high interest to you.

How do you get paid?

We can get paid in one of two ways:

On lots we either own outright, or about to close on, our fee is already included in the sale price.

Sometimes we have some properties under contract with the seller, that we can ‘assign our interest’ in the transaction over to you for an ‘assignment fee’ paid by the builder/end buyer.

Can you send me some parcels now?

Once we know your buying criteria, I can look to check which leads we have in our pipeline that match that criteria and can send those over in an email.

What is a great price? Or What do you mean by below market value?

All of our lots are priced below their current market value determined using similar properties that were recently sold on the MLS. Our sale prices vary, and are usually priced 10-30% under market value to bring our builders some equity right at purchase.

What is your team like? or Please describe your team to me...

We have a hybrid team of 7 in-office and remote team members that handle various responsibilities like Marketing Campaigns, Underwriting, Acquisitions & Negotiations, Contracts & Transaction Coordination.