Re: How do you realy get them to do it? - Posted by Scott (AK)
Posted by Scott (AK) on May 12, 1999 at 11:12:29:
There are many questions to ask…Like JPiper said below, as they answer questions you pose that let THEM list a number of reasons why they should do a deal with you.
One of the most important questions to ask, in my opinion, is “May I ask why are you selling your home?” Chances are if the answer would make you motivated, it makes them motivated.
When I first started I too had a MAJOR problem with this. Mainly because of a reason stated below. I work long hours in the military. I need to maximize my time and use it effectively. For this I came up with two methods that have worked great for me in the last year.
The first is very targeted letters, postcards, and ads which get motivated people to call ME.
The second most important thing I did was to learn to “prequalify” using some of the questions in all the posts below. ALWAYS remember there is a fine line as to where you will start to scare people away with all your questions on the phone. Sooner or later you need to recognize the potential for a deal, make an appointment, and put a human body behind that voice on the phone. Until you are in front of the seller you are just a voice. Voices cannot sign contracts, yours or the sellers. Get in front of the seller and build a relationship.
Joe Kaiser has always been someone I keep my eye on. He has techiniques that seem right up my alley. His Lease Option course has a line in it I try to keep at the forefront of my mind when I am returning calls.
“Dare I say even friendly”.
I found when I took making a buck off the front burner, placed it on the side burner, and learned to try to be a friend, even if the terms of what I could do were not acceptable, we all parted happy. I think that is a major key. Most people I have talked with have absolutely no problem with you making a dollar as long as they feel you are EARNING the dollar.
So, put the money in the back of the mind, learn to ask motivating questions, when you get answers that you can work with. Outta the seat and into the car!