Detach from the outcome. Be conversational.

Lines marked YOU: are yours to say. Text in [brackets] is a placeholder — fill it in with what the prospect actually told you. Lines marked NOTE: are coaching, not something you read out loud.

1. Introduction & Opener

YOU: Hey [First Name].

YOU: Hey, this is [Your Name] from Multifamily Strategy — how are you doing today?

Dials

YOU: I saw that you watched one of our trainings about getting your multifamily complex. Does that sound familiar?

YOU: Here in the client success team with Multifamily Strategy, I wanted to give you a quick call to see what free resources I can send over to you and just see how I can help. But I'm curious — what sparked your interest in starting this business in the first place?

Triage

YOU: Yeah, I saw you watched one of our trainings and I just wanted to give you a quick call to gather some more information about yourself and your goals. If at the end we both feel like you're a good fit, I'll talk you through the next steps — and if not, I'll just let you know. How does that sound?

Opening questions

• So I'm curious — what was it that attracted you to the multifamily business model?
• And is there anything else that got you interested?
• What was it about Christian's program specifically that made you want to book a call with us?
• Do you have any experience in real estate? No problem if you don't.

If no experience: Do you know what you're looking for specifically then, when it comes to help getting started with buying your own apartment complexes?

If yes, experience: Got it. So what would you say is the biggest thing that's been holding you back from buying your own apartment complexes?

2. Business Model Education

YOU: Okay, no problem — just so we're on the same page:

YOU: We help people get into multifamily real estate by helping you find and land your first deal within six months. We guide you through the whole process and show you how to use creative funding strategies to get deals done without necessarily needing a huge amount of your own capital. Does that make sense so far?

YOU: Multifamily is also more convenient than investing in single-family properties, because you can acquire multiple units in one deal instead of buying properties one by one, which is much slower.

B+ — Wealthy prospect insert (optional)

NOTE: Use only when they are already financially strong.

YOU: And are you married, or is this just your situation and finances?

YOU: Let me ask you this: at this stage, what matters more to you? What is it you're looking to achieve from scaling your business — accelerating growth, diversifying beyond what you're already doing, or building something that lasts and creates generational wealth?

YOU: Makes sense. A lot of the high earners I work with are in the same position — they're doing well, they've built up capital, but they're looking for a better place to put it to work.

YOU: And here's the thing: the deals are out there, and you could totally go do this yourself. What we do is help you fast-track the acquisition process, with hands-on guidance and 1-on-1 support to land the best deals without making mistakes along the way. Is that something that would be helpful for you?

If questions come up anywhere in the script

• Acknowledge it.
• Say there's a solution — the executive consultants.
• “So, I'll just ask you a couple more questions and then I'll explain how that works. Does that sound fair?”

3. Situation

Cover these

• What they do for work
• How long they've been doing it
• Whether they like it
• What they like — and don't like — about it
• Are you looking to just add some income on the side, or eventually replace your income?

If they only mention money: Okay. And money, of course, is super important — but is there anything specifically about the job that makes buying your own apartment complexes a little more attractive compared to it?

Follow-ups

• Have you looked at something else? Why not just get another job?
• Do you see yourself staying there long term?
• What's got you looking into multifamily real estate instead of just continuing what you're doing?
• Why now? Has anything changed recently that made you want to look into this?
• How long have you felt this way? How long have you been wanting to do something else?
• Recap with pain points, then: “Does that sound about right?”

Probing questions

NOTE: Use these on one-word answers — “stress,” “money,” “time.” Mirror the word back, then probe.

• That can mean different things to different people — what exactly does it mean to you?
• Why is that so important to you?
• Why is that so important to you now, though?
• What do you mean by [X]?
• Why? / How so? / In what way?
• Can you tell me more about that?
• Can you give me an example of that?

4. Goal & Pain

NOTE: Probe twice, then move on.

For each pain point

• Why is that important to you?
• How long has that been going on?

NOTE: What you're after — the logical pain, the emotional pain, and how long it's been going on.

Second pain point

YOU: Can I ask — what specific change, other than [goal], are you looking to achieve from getting into or scaling in real estate?

If student or unemployed: And is that something you can get with your current path?

When they say something really tough: That's a lot of weight to carry — knowing you want those things but feeling like your current path won't get you there. And is there anything else beyond the money that you're hoping to get from this?

YOU: Okay, so it sounds like [recap]… correct me if I'm wrong.

Tie-down & timeline

NOTE: Order matters — tie down first, then ask about timeline.

• Okay, so for you — are you ready to make a change?
• And how soon are you looking to get started and land your first or next deal?

If more than six months out: Yeah, so with Multifamily Strategy and our mentorship, you're looking to get your first deal up and running in the first six months. How do you feel about that?

Income goal

YOU: So I guess ideally the first goal would be to replace your current income, right? So if you don't mind me asking — roughly what is your household income on a yearly basis?

YOU: And if we were able to successfully transition you into real estate — get you the right guidance and support — what would you realistically want to be making to start?

NOTE (proof point): We guarantee $1,000 or more in profit. For example, Caleb has a 25-unit and a 26-unit that each make $9,000 a month, and he gets half of that in profit. From two properties, $9,000 a month in passive income — and obviously you can make much more than that.

YOU: How much would you want to make long term, down the line?

YOU: Yeah, of course. Those $10K months are like that first ceiling, so I love that — and definitely doable when you have the right structuring and guidance.

YOU: So you'd be more than tripling your income. What would going from [current] to [goal] actually look like in your day-to-day life?

YOU: And what would that [amount] do for you personally?

YOU: That's exactly what the next call is designed to cover. They'll walk you through the full guarantee, the exact pricing tailored to your situation, and the payment options — so you'll have everything you need to make an informed decision.

5. Qualify

Time

YOU: So just to make sure we're on the same page with everything — let's say we were confident we're able to help you achieve [$10K/month]. How do you feel about that? Do you have enough time?

YOU: We do typically recommend around 10 hours per week, just so you can really move fast. Do you have that available?

Money

YOU: And how much liquid cash do you have set aside for investing?

YOU: Do you know roughly where your credit score is at, the last time you checked it?

YOU: How much is it?

YOU: Ah, okay — so we do have different levels of support for our consulting clients, and the next call will cover that. The way the call will go is, they'll walk you through our full system, how we pitch to realtors, and how everything works. Then they'll see if you're a great fit for us — and of course, if we're a great fit for you too.

YOU: After that, they'll show you the different levels of support we offer. Even if you decide not to move forward, the consultation itself will give you a ton of value either way. Is this something you would want to do?

NOTE: Find out if they can actually invest. If they say yes and sound confident, move on. If they sound unsure or conditional, pause and ask what would make them feel confident the investment is worth it.

YOU: Perfect — so if you had all that, if you saw those testimonials and talked to people who've done this, would you be ready to move forward?

Partner

YOU: Okay, perfect. So in terms of making decisions around changing careers — I know you mentioned you have a partner. We do recommend that everyone who has a say in the decision-making process is on the call. Is that okay?

Partner objection

PROSPECT: It's only going to be me, not my husband.

YOU: So here's the thing. Once the executive consultant goes over all of this with you tomorrow, there's a good chance you're really going to like what you hear — and you'll want to loop your spouse in. And they're going to have their own questions that you didn't ask. Now we're either texting back and forth or setting up a second meeting. So to protect everyone's time, especially ours, our policy is that everyone who has any say in whether you do this should be on the call, so we can talk through everything in one meeting. Does that make sense?

If that doesn't work: What are the odds you're able to perfectly explain an hour-long Zoom consultation about the business to your spouse, who knows nothing about it?

If they keep saying no: Set them anyway, and put the exact transcript in the notes so the closer can use it as ammo.

6. Recap & Transition

Recap

YOU: Okay, so just to make sure I got everything right — it seems like the main objective here is really to make [$X/month] so you can get away from having to deal with [problem]. Is that correct?

Transition to booking

YOU: Perfect! Based on everything you shared — whether or not you'd like to work with us — I think it'd be beneficial for you to speak with one of our executive consultants, because I genuinely think you're in a great spot to do this. They'll map out exactly how we'd get you to those [$10K] months, what that timeline looks like, and make sure this is the right fit.

YOU: If I can grab an hour from one of my consultants' calendars — set up a 1-on-1 Zoom call where they sit down with you, walk you through a personalized plan to get you to that [income] and get you [goal], and even break down how we could potentially support you — I'd have to check if they're available before I promise anything, but if I can get that slot, would you want to take advantage of it?

YOU: Totally fine either way. If I manually book you, I just want to make sure this is something you actually want to do — because if not, that's completely fine. Someone else will take the slot. That said — is this something you genuinely want to do and think will be valuable?

YOU: No, it's a no-pressure conversation. You can just see what's actually in the program and then decide if it's for you or if it's not.

7. Booking & Call Prep

YOU: [Name], just while I'm booking this in — I wanted to let you know our calendar gets super busy at the minute, so we're struggling to accommodate reschedules. Does [time] on [day] work for you? Like, you're a hundred percent, you've got the time blocked off in your calendar?

YOU: Okay, perfect — I've got you locked in for [time] on [day].

Before you let them go

YOU: Before I let you go, I just want to tell you a little more about your call. First of all — you'll be on your computer for the Zoom call, right? Just want to make sure you can see everything they're going to walk you through.

YOU: We're also going to send you a short pre-call video to watch before the session. It's only about 10 minutes — it'll give you a quick overview so you can come in ready to go and get the most out of your time with the advisor. Look out for that.

YOU: And last thing — if anything comes up before your Zoom and you need to reschedule, just reach out to us ahead of time so we can get you moved to another slot. We want to make sure you're set up for success. Sound good?

YOU: I'm looking forward to hearing how your conversation with [closer] goes!

Reschedule guard

YOU: By the way — because we're very busy and the calendar is full, we typically don't allow any rescheduling, as I'm sure you understand. We don't have an unlimited number of slots, and this is a one-on-one Zoom call with one of our coaches. Are you sure you can make it at that time?

YOU: Perfect. And once you get the chance, could you also add this into your own personal calendar as well?

8. Objection Handling

General reframe

YOU: Well, you got in touch with us — so why did you? Honestly, my job here isn't to sell you a program by any means. My job is to see what you want and whether we can help you. If we can, great. If we can't, that's fine too.

They want a specific skill

YOU: Honestly, a lot of people come into this as a career change — this isn't a side hustle. With that in mind, do you think this is something you want to dedicate your time to?

NOTE: How to handle a skill pain point:

• How long has that been something they've felt?
• How has not having that skill affected their business, revenue, day-to-day? Really let them paint the picture.
• Then ask if there's anything else connected to it, or if that's the main thing holding them back.

Money

• Are you in a position to invest?
• If they say “depends how much this is” — give them a range.

YOU: If — and only if — you feel like we can help you achieve your goals, do you feel like that's doable for you?

NOTE: Push pricing questions to the admissions officer. You don't handle price. Don't talk about payment plans or how much they have to invest.

Logistics — “I can't start right away”

NOTE: Don't panic. Acknowledge it: “Great — you can't start right away, and here's why.” Then isolate.

YOU: Let me ask you this — when you do get back home and things settle down, is this something you genuinely want to move forward with? Or are we just looking at timing?

NOTE: If they say yes, they want it — logistics are real but moveable. If they hedge or get vague, the real objection is something else: maybe fear, maybe they don't actually want it.

YOU: Perfect. So the admissions officer will walk you through exactly when you can start and what that looks like for your situation. They handle all the logistics. You don't need to start tomorrow — we'll build a plan that works for you.

Time

NOTE: First diagnose — is this really a time objection, or are they not committed enough? Repeat back what they said, then isolate.

YOU: But before we even talk about time, let me ask you this: you mentioned wanting to make a change and get out of your job. Is that something you're genuinely ready to move on, or are we just exploring?

If they say yes: Perfect. So here's the deal — the admissions officer will work with you to build a plan that fits your life. You don't need to start tomorrow. But they will need to know: are you willing to look at your schedule and see if there's any way to carve out an extra hour or two? Because if you're serious about hitting your goals, we want to make sure you set yourself up to win.

Fear — “I need to think about it”

• Diffuse: Not a problem at all.
• Isolate the main concern — money, time, or fear. Ask what specifically they need to think about.
• Ask them for a time they did something scary but succeeded anyway.

“I'm not confident in myself” / “Too good to be true”

• Diffuse: Yeah, no problem — totally valid.
• Social proof: We have others just like you. They're not any different, they work in your same field, and they've been able to take their skills and make this work.
• Isolate: Is there anything else giving you hesitation? What exactly is coming up when you say that?
• If it's confidence: Do you have confidence in your current role now? Did you have that before you started? No — exactly.
• Reassure: That's going to happen with everything you go into. You're not going to feel really confident at first, and that's the point of us helping you — building those skills and making you confident. Does that sound good?

“Is this a scam?”

YOU: What makes you say this is a scam — because obviously you reached out to us?

If they double down: I hear you, that's totally valid given what you've been taught. If you did believe it was possible, what would that change for you?

YOU: Yeah, I'm really glad you said that. A lot of people feel that way, especially with how many programs are out there.

YOU: When you say “scam,” what specifically worries you? Losing money, not getting results, or being promised something that isn't real?

YOU: Totally fair. You should be skeptical — that's actually a good thing. My job isn't to convince you to trust me, it's to give you enough clarity so you can decide if this is actually a fit or not.

YOU: I can tell you've got some skepticism about whether these numbers are actually achievable. What would it take for you to believe that people actually make that?

YOU: That's exactly why the strategy call exists. Rather than asking you to commit to anything today, it's your opportunity to meet the advisor, see how everything works, verify the company for yourself, and decide whether it genuinely makes sense for you. If at the end you don't feel it's right, you're under no obligation to move forward.

9. Confirmation Call

NOTE: About one hour before their scheduled Zoom.

YOU: Hi, it's [Your Name] from Multifamily Strategy — I believe we spoke yesterday. How are you doing today?

YOU: Yeah, I was just reaching out to make sure you're all set for your call in about an hour.

YOU: Do you have the Zoom link?

YOU: Have you watched the video?

YOU: Okay, perfect! I'll let you get ready for the call. Make sure to let me know how it goes afterward, and if you have any questions you can always message me on this number. Can't wait for you to get some value from the call.