Posted by JT-IN on April 25, 2004 at 13:00:34:
I would personally have put a dollar bill in each of their hands, and told them to tell Mom that you had more of those for her, if she has the time to come talk to you for a minute…
Just one way to handle this type of brush off… Keep in mind what you are after here… You want to talk to Mom, and for a few bucks, you might get your opportunity. When she answers the door, you simply need to be able to offer her something that keeps the conversation moving forward… like a solution. Of course I never ask them is if they want to sell me their house, unless there is a “for sale” sign in the front yard, and most don’t have them… do they…?
I like to tell them that if they understood what I could do for them, they would have been calling me… Now, can you spend a few minutes to learn about some options that could save some of your equity…? Then begin asking some questions, to qualify what solution works best for her… and narrow down what will work for her, as you lower her defense mechanisms, at the same time.