If you’re calling motivated sellers, you’ve got one job in the first 60 seconds: earn enough trust to keep the conversation going.

That’s it.

You’re not pitching. You’re not negotiating. You’re not even qualifying yet.

You’re proving, with your tone, pacing, and words, that:

1. You’re a real person

2. You’re not trying to scam them

3. You might actually be worth talking to

It sounds simple. But most investors get this part wrong.

This guide will help you:

• Craft a perfect 60-second opening

• Avoid the red flags that kill trust

• Use real-world examples of openers that work

• Learn why skeptical sellers shut down

• Train your team to start every call strong

Let’s break it down, second by second.

Second 0–10: Your Tone Matters More Than Your Script

Before a seller processes what you say, they process how you say it.

This is when their brain asks:

• “Do I know this person?”

• “Are they trying to sell me something?”

• “Is this safe?”

Which means your tone, pacing, and energy must say:
“I’m human. I’m respectful. I’m not in a rush.”

Do:

• Start with a calm, confident voice

• Smile while you talk (yes, even on the phone)

• Breathe between sentences

Don’t:

• Sound like a telemarketer

• Start talking before they respond

• Launch into a pitch

Pro tip: Record your first 10 seconds on five different calls. Play them back. Would you trust you?

Second 10–20: Identify Yourself Without Overselling

This is where most investors start rambling.

You only need one clear sentence:

“Hey [Name], this is [Your Name], I work with a small local team that buys a few houses a month in [City].”

That’s it.

No company pitch. No “we buy houses in any condition” language. No flexing.

You're building familiarity, not authority.

Other strong variations:

• “You weren’t expecting this call, so I’ll keep it super quick.”

• “I’m not an agent, just reaching out directly.”

• “Totally understand if the timing’s off, just wanted to ask something real quick.”

Second 20–40: Give Them a Reason to Stay on the Line

You’ve earned a few seconds of attention. Now you need to connect to something real, usually the property.

Here’s what to say:

“I was calling about the place on [Street Name]. Is that something you’d ever consider selling?”

Or:

“Not sure if this is still relevant, but are you still the owner of the property on [Address]?”

Or:

“I’ve been looking for homes in that part of town, and that one stood out. Just wanted to check in.”

This creates curiosity and grounds the conversation in something specific.

Avoid:

• Generic lines like “I’m looking to buy homes in your area.”

• Phrases like “I have a buyer,” unless it’s true

• Buzzwords like “distressed,” “off-market,” or “opportunity”

Second 40–60: Shift the Power Back to the Seller

You’re now in the danger zone.

This is when sellers decide:

• “I’m going to hang up.”

• “I’m going to listen, but I don’t trust you.”

• “I’ll talk… for now.”

Your best move?

Let them take control.

Here’s how:

“No pressure at all, if it’s not a fit, that’s totally fine. But if you’re even a little open, happy to hear what you’re thinking.”

Or:

“I know this is unexpected, so I’m not trying to rush anything, just figured I’d reach out directly.”

Or:

“If the timing’s bad or this isn’t something you’re even thinking about, that’s totally fair. Just let me know.”

This creates psychological safety. And that’s the currency of trust.

The Full 60-Second Script

Here’s how it sounds when you combine everything above into a single, natural opener:

“Hey [Name], this is [Your Name], I work with a small local team that buys a few homes a month in [City]. You weren’t expecting this call, so I’ll keep it quick. I was just calling about the place on [Street]. Is that something you’ve thought about selling? Totally understand if it’s not on your radar right now, just figured I’d reach out directly and see what your plans are.”

Notice:

• It sounds calm

• It builds connection without pressure

• It creates permission to continue or pause

Use this as your baseline. Then adapt.

What NOT to Say in the First 60 Seconds

Want to sound like a scammer? Use one of these lines:

• “I have buyers looking in your area.”

• “I can pay cash and close in 7 days guaranteed.”

• “We’re a national group buying distressed properties.”

• “I got your info from a list…”

• “We buy in any condition, no agents, no fees, no commissions…”

These scream: “I’m reading from a script and trying to close you.”

Even if your offer is solid, the seller won’t stick around to hear it.

Advanced: Tailor Your Opener by Seller Type

If you’re using Goliath to tag leads by situation (like “tired landlord” or “tax delinquent”), you can modify your first 60 seconds even more.

Here are examples by seller motivation type:

For Probate Leads:

“Hi [Name], I know this might be a delicate time, I’m reaching out about the property on [Street]. I work with a small team that helps folks who’ve inherited homes decide what to do next.”

For Pre-Foreclosure:

“Hey [Name], this is probably not the first call you’ve gotten. I just wanted to check in quickly about the house on [Street]. I work with a few homeowners in similar spots and wanted to offer some options, if helpful.”

For Absentee Owners:

“Hi [Name], I saw you own the property on [Street], just reaching out to see if you had any plans for it. I buy a few places like that every month and figured I’d check in.”

Don’t Forget the Next 60 Seconds

Once they stay on the line, your real job begins.

Here’s how to use the next minute wisely:

And if they’re not ready?

Use a soft close:

“Totally fair. Mind if I follow up in a couple weeks to see where things stand?”

Tag that lead in Goliath as “warm – not ready” and automate a light-touch follow-up.

Coaching Your Team to Nail the First 60 Seconds

If you manage an acquisitions team or use VAs, here’s how to train this skill:

1. Print this article and highlight the example scripts

2. Roleplay weekly, vary the seller types and objections

3. Record and review the first 60 seconds of every rep’s call

4. Create a checklist:
   
   

   • Did they identify themselves?

   • Did they use specific property info?

   • Did they avoid pushy language?

   • Did they give the seller permission to opt out?
     
     

5. Score it, build call coaching into your weekly routine

Use Goliath’s call tracking and tagging to spot patterns and identify which openers lead to longer, more productive calls.

Trust Isn’t Given. It’s Earned in Seconds.

Real estate is a trust game. And trust is earned, or lost, within the first 60 seconds of a call.

You don’t need to sound slick. You don’t need to have the perfect words. You just need to sound:

• Calm

• Real

• Respectful

• Curious

Use the tips, scripts, and frameworks above to sharpen that first minute.

Because if you can win it, the rest of the deal gets easier.