SOP #52 — The Seller First-Call Script

SOP #52 — The Seller First-Call Script

The first call qualifies the deal in 20 minutes. Run these questions in order and log every answer.

1. "Why are you selling now?" Fail if the reason contradicts the metrics later.
2. "What's the single biggest risk to this site?" Pass if they name one honestly; fail on "none."
3. "Walk me through your traffic sources by percentage." Fail if they don't know.
4. "How many hours a week do you put in, and doing what?" Fail if vague — affects your add-backs.
5. "What breaks if you stop working tomorrow?" Identify single points of failure.
6. "Are you under exclusivity with anyone now?" Fail if yes — you may be a backup bid.

Save this — run it every deal.