1) Be Prepared.
A) Have Notes or Agenda of WHY your calling. Property Information you’re calling about.
B) Have several Pens Ready and Plenty of Paper.
C) Be Organized.
D) Make sure if using a cell phone that it is charged and ready for use.
E) Be Prepared to TAKE effective NOTES. Date you are calling, Who you talk to, When is best time to talk, Information about people and also the property, WHY they are selling, Financial information about property also when you will be following up with them. ALSO record when you do mailings to property and when next mailing should go out.
2) Talk to the Seller or Buyer on the phone. Not just leaving a Voicemail and waiting for them to call you back. You may have to call seller/buyer several times before you actually talk to them on the phone. Call at different times to get best results.
A) Call at different times to find best time to call. People may call screening.
B) Always ask “Is this a good time to talk?” or “Do you have a few moments to talk?”
C) Always talk to the Decision Maker. Other people may try and blow you off. If Decision maker is not there then ask when is a good time to call to talk to them.
3) Build Rapport. (People have to feel like they trust and like you.)
--WHY you should build rapport?
A) First Impressions make or break deals.
B) Everything goes so much smoother.
C) People Trust People They Like
-- Techniques for building rapport
A) Mirroring – Understanding and Urgency. Increases your relatability to people.
1) Match their Tonality
a) Match their Tonality (Loud or Soft= Match it- If they talk loud - you talk loud)
b) How they Pronounce Words – pronounce them the same
2) Follow their rate of speech- They talk fast you talk fast. They talk slow then you
talk slow. IF you talk fast to someone who talks slow they think you’re a slick salesman after their hard earned money. If you talk slow to someone who talks fast then they think you are dumb or stupid. This is why you want to talk at the same speed they do.
3) Repeat and Approve.
So simple and often overlooked, it helps everyone in the conversation to prevent miscommunication. Repeat a very brief synopsis of what is said. This prevents misunderstandings and keeps everyone on the same page. When they approve, it proves you are listening.
4) Body Language - Match their body language
a) Posture/Body Movement: Wait 10-15 seconds, and shift your body to the same as theirs.
b) Gestures: Use same ones they use, when it’s your time talk.
c) Facial Expressions: Match their facial expressions instantly.
d) Shrugs: If they Shrug you shrug instantly.
e) Head Nods: Instantly
5) Eye contact – Maintaining eye contact builds trust. The directions of a persons
gaze may indicate to others where their attention lies. It is a non-verbal Communication and in an important sign of confidence. Custom will vary widely from culture to culture. Eye contacts conveys emotional and
social information. Eye contact is also an important part of flirting. Do not get into a staring match. If a gaze is held for long periods of time that it is perceived as a threating gesture. 6) Reciprocity – Giving gifts or doing favors without asking triggers a feeling of Obligation.
7) Commonality - Deliberately of finding something in common with the other person in order to build a sense of camaraderie and trust. Shared interests.
8) LISTEN and ASK QUESTIONS – be an active listener.
A) Empathize with their situation.
B) Get them talking about themselves and situation.
-- Favorite rapport-building topics- (May be visible around office/home/Other)
a) Kids/Family g) Health m) Pets
b) Hobbies h) Weather n) Hope and Dreams
c) Their Home i) Holidays o) Where they want to Live
d) Neighborhood j) Time of Week/Year
e) Work k) Overall Area, City or State
f) Local Sports Teams l) Marriage 4) Verify Information
a) Address and the house size (Is same as Public Records? If Different then WHY?)
b) Lots size and does it have a view (type) What’s behind house?
c) House condition and anything special about it.
e) Names of the Mortgage and Mortgage information. (will need a release of information for contacting bank if you have to talk to bank)
f) Run the Numbers. Does it make sense on paper? Does the deal work? Did you account for variables? Misquotes or Don’t knows of owner? Are you emotionally attached to property? Or is the deal based only on the numbers? Can you buy it for less than your (MAO) Maximum Allowable Offer so you make money?
5) Close the Deal
a) Explain the deal. (It’s best if you Present 3 offers- All Cash Big discount no terms. – Some cash some terms. -- NO CASH ALL TERMS)
b) Negotiate the price and terms.
c) Answer Questions and Overcome Objections
d) Walk them through the process
6) Set the Appointment
a) Schedule the SOONEST POSSIABLE TIME to take care of the paperwork.
b) Offer a choice of times.
7) Sign off with Enthusiasm
a) Don’t rehash the numbers. Do not go over MAO at any time.
b) Set Expectations.
c) Talk about how great this is going to work out for everybody.
d) Give a Congratulations!
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