Franke Door Script + 5 Options + Objection Handling

PURPOSE

Give the rep the exact words to say at the door, from the opener through the 5 Options to the top objections, so every knock runs the same proven Franke sequence instead of improvised small talk.

WHEN TO USE

Any time a rep is standing at a homeowner's door for a pre-foreclosure knock, whether it's a same-day speed-to-lead NOD knock or a repeat visit in the last-10-day window.

PREREQUISITES

• Owner name, lender name, and auction date confirmed before arriving (personalize the opener, never say it generic).
• Dress like a neighbor: jeans/hoodie, no logos, no sunglasses, shirt not tucked in. Check your heart at the door.
• Sub-2, cash, and novation packets pre-filled and in the car (20-30 packets), plus business cards and door-hanger notes for no-answers.
• Know the property's current stage in [sop-kod-cadence-by-badge](/sop/sop-kod-cadence-by-badge/) so you knock with the right urgency.

STEPS

1. Knock, wait 2 minutes, knock again. If no answer, leave a note ("Concerned neighbor here. Saw the bank is giving you a hard time. I can help. Call me, [name] [phone]") and knock the neighbors for intel.
2. If they answer, open with the common-enemy opener: "Hey, my name is [name]. I noticed your lender [lender] was giving you a hard time on your house. Looks like they set up a foreclosure sale for [date]. Most owners I talk to in your situation are either trying to file a bankruptcy, do a loan mod, or reinstate and catch it up. Which one of those is true for you?"
3. Never apologize for being there and never ask an open-ended question like "has anyone walked you through your options?" Both give them an easy exit.
4. Whichever path they name, run that path's diagnostic questions (see step 7) before presenting anything else.
5. Ask permission to walk through the full picture: "Hey, while I'm here, let's go through the five options you have. The goal is to help you gain clarity on everything moving forward so you can make the best decisions for you and your family."
6. Present the 5 Options in this fixed order, best-for-seller first, eliminating each with the seller's own agreement (a tie-down) before moving to the next:
   • Reinstatement (your favorite for them): explain arrears as one lump payment. Ask if they have the funds or a family/401k source. Tie-down: "Because you don't have those things, would you agree that reinstating is not an option for you?"
   • Loan modification: explain it usually means a slightly higher payment. Cast doubt: "Did the lender confirm in writing that your sale date is paused and the mod is approved, or are you still in the reviewing-your-file stage?" Note the payment commonly jumps 30-50% and only about 10% of filers land a sustainable long-term payment.
   • Bankruptcy (your least favorite, say so out loud): frame it as "a band-aid on an infected wound." Ask if they've found an attorney who can file on short notice and if they can front the $2k-$4k retainer.
   • Cash sale: ask "Have you considered a cash offer yet?" Never lead with a number. Work backward from their stated need instead ("What you're saying is, if I could get you $X, pay off your note, take the foreclosure away, get you moved into a clean safe place, would that help?").
   • Subject-to: explain you'd catch up the arrears and take the house, but the loan stays in their name, and their credit improves because you're making the payments. Offer the flexibility ladder (stay as tenant, rehab and split proceeds, or buy back later) if it fits their situation.
7. Handle the objection that surfaces using the three-layer pattern: empathy handler, then a third-party story, then a transition line back into the options or a specific callback time. The most common ones:
   • "I've got it taken care of" — ask what "taken care of" means exactly, then route into whichever path they name.
   • "I'm letting it foreclose" — do not push the deal. Ask if there's a loose end or something meaningful in the house you could help with (the grand gesture). Only open the deal conversation after that human moment.
   • "I'm filing bankruptcy" — ask if they've found an attorney who can file on short notice and if they can cover the retainer; cite that 60-70% of filers loop back into foreclosure anyway.
   • "It's none of your business" / distrust — normalize it, don't pry, offer a menu of common situations so they can self-identify without being put on the spot.
   • "I need to think about it" — ask directly what the one thing is: timing, the number, or making sure this is real. Solve that one thing on the spot if you can.
   • "I have to talk to my spouse" — ask if you can get them on the phone right now rather than leaving and hoping for a callback; the odds of a deal drop about 50% once you leave without both decision-makers.
8. If they reject every option and are emotionally stuck, run Box with Four Walls: ask permission to tell them the truth, tell a matched third-party story for their stated plan, have them describe their six-months-from-now vision (the game), validate that vision, then contrast it with the captivity of staying, then ask which one they'd rather have for their family.
9. Before leaving, always lock a specific next step: either the appointment (two named time slots, e.g. "today from 3 to 5 or tomorrow from 10 to 12"), or a specific callback day and time, or permission to text so they save your name as "[name] investor guy." Never leave on a vague "let's talk next week."
10. Log the visit, the objection encountered, and the disposition immediately per sop-kod-dialer-disposition.

VERIFICATION

The rep leaves every knock with one of three things: a booked appointment with two decision-makers present, a locked specific callback date and time, or a confirmed disqualification (owner gone, DNC, litigator flag). No knock ends on a vague "maybe later."

TROUBLESHOOTING

• Seller is hostile or says "you're the 30th person to knock" — match energy, don't retreat: "Hey, I'm not your enemy, the lender is." Then continue into the opener framing.
• Seller loops through consecutive objections (thinking about it, then spouse, then attorney) — this is Looping. Handle each one and re-ask for the appointment every time, don't cave at the third objection.
• Seller is grieving and shutting down — do not lead with the deal. Use the grand gesture (retrieve something meaningful from the house with zero transactional expectation) and only reopen the conversation after that moment.
• Owner isn't home or the house looks vacant — do not treat as dead. Knock each house up to 3 separate times at different hours, hit the neighbors for intel, and escalate into sop-kod-gatekeeper-owner-dark.