Pre-empt the question - Posted by John Behle
Posted by John Behle on November 02, 1998 at 17:12:05:
A large portion of “For Sale by Owners” have had negative experiences with Realtors. Others are being called incessantly by agents trying to get a listing.
I’ve always found it valuable to disarm their question right up front by stressing I am not looking to list their property from the very beginning. When they balk at questions about their financing or motivation, I stress that I am a specialist in creative financing and the more, the greater the possibility of me or one of my investors being able to buy their property.
I have the beginning dis-advantage of being a broker, so I have to notify them and really emphasize that I am looking for my own portfolio. I counter that with my training and EMS designation as an “Equity Marketing Specialist.”
When I anticipate and pre-empt their concerns or reservations, it goes smoothly (most of the time).