Mid-Term Rental Owner Call Script: 20 Questions Before You Choose a Strategy

Twenty questions, with follow-ups, for the first call with an owner who is thinking about a furnished stay of 30 days or more. Mid-term, long-term, short-term or sell: do not decide until you have asked.

Before you dial

• Pull the county record and your MLS data: owner or entity, last sale, estimated rent, comps. Do not ask what you can look up.

• Look up the HOA and city rental rules if you can. Ask the owner to confirm, not to research it for you.

Goal of the call: find out why now and what outcome they want. Do not quote income, fees or a sale price until Questions 2, 5, 14 and 16 are answered and we have comps.

A. Open and frame

1. Tell me about the property and what is happening with it right now.

• Occupied, vacant or between tenants? Since when?

• Who has been looking after it day to day?

2. What made you reach out now?

• What changed recently (tenant, manager, market, a deadline)?

• Was there a moment you thought 'I need to do something different'?

3. What were you hoping we could help with, and who else have you talked to?

• What did they say? What was missing?

• How did you find us, and what did you search for?

B. Goals and motivation

4. What would a great result look like 12 months from now?

• More monthly income, less work, a better return on the equity, or getting out?

• If you could only pick one, which matters most?

5. What monthly income do you need from this property, and what is it for?

• Is that net, after mortgage, taxes, HOA and insurance?

• What happens if the property falls short of that number?

6. What is not working about how it is set up today?

• Rent level, vacancy, repairs, tenant issues, time, distance?

• If you could change one thing, what would it be?

7. Why mid-term (furnished stays of 30+ days)?

• Where did you hear about it, and what do you picture it earning?

• Do you know what it takes (furnishing, utilities, more turnover)? Are you comfortable with that?

8. How do you feel about selling this property?

• Have you thought about it before? What would make it worth it?

• Would a sale be a large gain? Are you working with a CPA? (Do not advise. If it is an investment sale, bring in an investment specialist and note any 1031 interest.)

C. History of the property

9. Walk me through the rental history.

• Who rented it, at what rent, for how long, and why did the last one leave?

• How did you find tenants?

10. Who has managed it, and how has that gone?

• Self-managed or a property manager? What did you like and not like?

• What would you want a manager to do differently?

11. If it is vacant: how long, and has it been marketed?

• Asking rent, how long listed, showings and applications, feedback?

• What do you think is keeping it from renting?

12. What condition is it in?

• Roof, HVAC, pool equipment, appliances: age and recent work?

• Is there furniture there now? Anything to fix before guests or tenants?

13. Who else owns it or has to sign off on decisions?

• Entity or trust? Co-owner? (Check the county record.)

• Does a CPA or attorney need to weigh in?

D. Rules

14. What are the HOA and city rules on renting it?

• Minimum lease length, rental cap, registration or fees?

• Did you get that in writing (CC&Rs), from the master and the sub-association? Any exceptions?

If the minimum lease is longer than about 30 days, MTR is off the table at this property. Move to LTR or sell.

15. Any other limits: loan, insurance, city or county licensing?

• Will your insurance cover a furnished mid-term rental, not only a standard landlord policy?

• Does the loan allow it?

E. Numbers

16. What do you owe, and what does it cost to hold each month?

• Loan balance, payment, rate. Taxes, HOA, insurance, utilities, pool or yard?

• Look the loan up first. Confirm it, do not interrogate.

17. What did you pay for it, and what do you think it is worth today?

• How did you get to that number? Are you aware of recent sales and days on market?

• What number would make you say yes?

18. What are you willing to invest to make it work?

• Furnishing and setup budget? Fund it up front or finance it?

• How soon do you want guests or tenants in?

F. Decision and next step

19. What options are you weighing, and what rules each one in or out?

• Keep it long-term, mid-term, short-term, sell, sell and buy something else, refinance?

• Which way are you leaning, and why?

20. What is your timeline, and what do you need from us to decide?

• When do you need to decide? What happens if nothing changes?

• Walkthrough, comps, a written proposal, a call with an investment specialist? Confirm best phone, email and time. OK to text?

Which way does this lead go?

• MTR. Rules allow 30+ day stays (HOA, city, insurance). Demand area. Owner will furnish and can wait to launch. Comp-backed net beats long-term rent by enough to justify the work.

• LTR. HOA or loan needs a long minimum lease. Owner does not want to furnish or handle turnover. Long-term rent already meets the goal. Wants hands-off and steady.

• STR. Only if HOA, city and license all clearly allow it, 100% compliant. Larger furnishing budget, accepts more turnover and rule risk. If the rules do not clearly allow it, do not pitch STR.

• Sell. This property cannot meet the income goal. Repairs, distance, fatigue or a clear wish to exit. Bring in an investment specialist. Ask about the gain, 1031 interest and the CPA.

• Sell + buy. Wants an income property but this one cannot do it. Bring in an investment specialist. Confirm 30+ day rules before searching for MTR-friendly properties.

• Not ready. No clear why-now or timeline. Log it, set a follow-up date, and keep in touch.

Red flags: no stated motivation. Income quoted before comps. HOA answer only by phone. Owner cannot say what they need monthly. A decision-maker is not on the call.

After the call (within the hour)

• Log a note in your CRM: their motivation in their words, monthly goal, rules, numbers, options, next step. Save your call notes or recording with it.

• Update the lead status in your CRM. If MTR is not possible, do not leave it at consultation complete: set a clear next step or a follow-up date.

• Selling or buying an investment property: bring in an investment specialist.

Sending a client to Las Vegas? Refer them at cgvegas.com/refer.