Use Lonnie’s cheat sheet - Posted by Tony-Va
Posted by Tony-Va on June 07, 1999 at 18:52:05:
In the back of “Deals on Wheels”, there is a Mobile Home Info questionaire. Just check it off as you go. My wife and I keep a stack next to the phone. When talking to sellers, we simply listen and fill in the blank. Somewhere along the line, the people begin to divulge the pertinent info that provides insight into their motivation. This is when my wife has to make me shut up. She is a much better listener (go figure). She is able to get quite a bit of info about the sellers financial situation, but more importantly, their motivation.
For me the list fills the aweful void that can come at the beginning of the conversation when you are new at calling sellers. Honestly, most of the info pails in comparison to the sellers motivation. I like to take the info and set up a time to inspect the home and set down with the owner. Make sure it is the person who is on the title or you may waste a trip. However, our first mistake in spending a couple of hours with the owners girlfriend inspecting the house proved very fruitful. She has wanted to move for some time. Before he got home from work, she had dropped the price in half and had half his things packed. Upon meeting with him that night, we got an even lower price and he quickly signed on the dotted line
Use lonnies patented phrases, “if I could give you cash and sign a purchase agreement today, what is the absolute best price you could offer.” The walkaway phrase of “is that the best you can do” should prove very fruitful. If not, your sellers motivation may need more time to sit on the vine. Let those lot rents add up some more.
These Lonnie techniques have proved very interesting for me and my wife. They are quickly beginning to bare more and more fruit. I hope it never ends.