Posted by RogerTX on March 31, 2006 at 24:06:09:
There are certainly ways to ask that same question without being blunt. If you’re insensitive, it will come out no matter what words you use. If you are showing the care and concern you should you can still get your question answered.
If the words you use are more important than how you feel, the approach won’t work as well.
Telephone Scripts - Posted by Jonathan-OH
Posted by Jonathan-OH on March 29, 2006 at 14:13:21:
Any have a list of questions or a script that you use when speaking with sellers? My conversations have gone like this: “Hi I was calling about the home you have for sale. Umm, how many bedrooms and bathrooms? Ummm what’s the selling price? Ummm, I pay cash and can close quickly.”
That’s an awful way of approaching sellers. What I’m looking for is a good list of questions that will have the seller talking most of the time.
*Also, I called on a property today and spoke with a lady who said her husband is in the hospital due to a stroke. And that I need to speak with him before I make an offer. Should I bother? I can see red flags already if I buy at a discount because of his mental capacity following the stroke. Any advice?
Re: Telephone Scripts - Posted by Joe Kaiser
Posted by Joe Kaiser on March 29, 2006 at 21:17:42:
Jonathan,
Excellent that you picked up on your current approach being awful.
That’s huge and shows you’re paying attention. Good for you!
Remember, it’s not about bedrooms and baths . . . it’s about
connecting. We use the bedrooms and bath questions when we’re not
connecting and someone needs to say something, but we look to
quickly get beyond that sort of thing.
And don’t forget, the purpose of the call is not to get details about the
house, it’s to look for clues that a deal may be in the offing (I think
“offing” is such a cool word, btw).
So, when you hear it or see it or pick up on it (that clue, I mean), you
get off the phone and out to their home.
You list of questions should not sound like some kind of market
survey, and you don’t want them knowing you’re their reading a script.
Just be yourself and see if you can strike up a conversation that is easy
and friendly. Roger mentions “why are you selling.” This is way too
personal and if you use it much at all you’ll quickly discover it turn
people off. They don’t know you and aren’t going to be telling you the
real reason anyway.
Far better to ask something like, “what would you like to see happen
here?” “Is there a certain timeframe you’d like to see this get taken care
of?” “Would it help if . . .”
It’s all about them and has little to do with you. Their needs and not
yours. Their hopes and dreams and not your potential profits.
Stuff to think about.
Joe
Re: Telephone Scripts - Posted by RogerTX
Posted by RogerTX on March 29, 2006 at 18:13:18:
Should you bother? Yes. The more of a bother there is the better the deal may be. It’s the ones that everyone else passes on. My mentor once picked up one that he had to drive way out of town to find the seller. The guy was in prison. Everyone else thought is was too much bother.
Don’t ask questions that can be answered in one word. How about, “Why are you selling?”
Re: Telephone Scripts - Posted by Eileen
Posted by Eileen on March 29, 2006 at 14:59:53:
Hi Jonathan,
I printed a post from Charles Parrish regarding this same type of question. It was very good! It may not be exactly what you’re looking for but may give you some good ideas. You will probably have to look in archives and the subject was ‘Please help with this question’.
Eileen
Re: Telephone Scripts - Posted by Jonathan-OH
Posted by Jonathan-OH on March 29, 2006 at 14:15:07:
I should clarify. It’s not that I don’t want to talk, it’s that I feel if the seller talks more then I will be able to develop rapport with him or her. Which will make negotiating a little easier.
Re: Telephone Scripts - Posted by Jonathan-OH
Posted by Jonathan-OH on March 29, 2006 at 21:52:29:
Thanks for the advice Joe. You are right. When I said “Why are you selling?” it came out so bluntly and impersonal. I will think of some new approaches tonight when I try to sleep 