Posted by Gerry on December 28, 1998 at 22:32:43:
Just say whatever is comfortable for you. If you are not comfortable, you won’t be able to get a dialogue going with your prospect.The information that you need to put the deal together will flow to you more freely once the prospect feels at ease talking with you.
I think calling the person is a fine idea. Most investors contact pre-foreclosures by mail because it is a numbers game. You are not going to be able to help most of them. If calling becomes too time consuming, you’ll notice that soon enough. However, if it produces positive results, obviously then its’ a keeper.
If I spot a pre-foreclosure with a particularly old mortgage or if there is
some other indication that the balance owed is significantly less than FMV, I will pay them a personal visit. Although the owner is typically apprehensive at first, once I inform them that I may
have a solution to their problem, they’re all ears. It is important to understand that your prospect is going through perhaps the worst time of their life. You need to show them compassion and understanding in order for them to be comfortable with you. You need to impress upon them that you are willing and capable of helping them.
hope this helps.