74 Calls.

I have been building a list for last wew weeks.  People who are in foreclosure.   These people NEED TO SELL!   Look for people who NEED TO SELL.  Not people who want to sell.

People who need to dump there property now.  WHen they need to sell you can get great terms and or Price.  You make your money when you buy and collect it when you sell.  People who need to sell want their problem sloved.  Money is not the issue.  Their problem is the issue and when you talk about solving their problems creates the opportunity.

If you call people who just want to sell there is no real reason for them to sell.  They are really focused on getting their price.  They dont have any problems they need solved and they dont need you.

Work with people who need you and really want to sell. 

In just 2 hours I called 74 numbers of people in a destressed sittuation.  THey NEED to sell.  They most likely have money issues.  Most of the numbers I called were disconnected.  Many did not pick up and screening their calls.  I expected both of these.  I talked to one person who is doing a loan Modification.  Wants me to call back in 6 months.

I will call them all again.  I am also planning to mail each address repeatedly.

I will explain the Yello Letter soon. 

Focus on people who need to sell NOW!

Basics of a Successful Call

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.

            d) Names on the deed. (all people who must agree and sign for the sale to go through.)

            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!

 

Ways to find Real Estate Deals to BUY

 

1) Sphere of Influence- People you know – word of mouth

2) Real Estate Agents- MLS – Multiple Listing Service- Being sold by a REALTOR- Most Banks, Credit Unions, HUD properties, VA Homes are sold on MLS Now.

3) Driving For Dollars- Driving your neighborhoods. Abandoned Properties

4) Calling For Sale Signs

5) Calling for RENT signs- Could be a tired landlord. (Could have more than one property)

6) Other Investors

7) Door Knocking

8) Putting out bandit signs- “I Buy Houses CA$H 321-297-8089” “I sell Homes- 321-297-8089” Could be Code Violation.

9) Property Tax Rolls.

10) Other Investors

11) Flyers

12) Business Cards

13) Car Signs- “I Buy Houses CA$H 321-297-8089”

14) Referrals from past customers

15) Auctions- Risky - learn before how before you buy.

16) Private Lenders- Who want to sell property they have already took back.

17) Buying Bad Paper- Going to a lender and buying their notes that are in or about to go in foreclosure. Could be a Bank, Credit Union, or Private Lender

18) Buying Tax Certificates

19) Buying at Tax Deed Auctions- very risky

20) Mailings to a Farm Area ( a very specific area that you become an expert in and work)

21) Pre Foreclosure – can buy list and market from them

22) Shopper Papers- Penny Saver or Thrifty Nickel - Rare

23) News Paper Ads –For Sale By Owner - Rare

24) News Paper Ads you place stating “I Buy Houses CA$H 321-297-8089” Risky – Best when done for extended time period.

25) Bankruptcy

26) Yard Sales – Many times people are thinking about moving

27) Contractors

28) Attorneys

29) Insurance Agents

30) Insurance Adjusters

31) CPA’s and Accountants or Tax Attorneys

32) Postal People- They knows which ones are empty.

33) Delivery People

34) Title Agents – Know who owns more than one property or who is buying or selling.

35) Small Banks & Credit Unions may talk to you if they think you are a serious buyer.

36) Bails Bonds – People will sell their home to help a family member out of jail.

37) Out of State Owners

38) People who have owned their home longer than 20, 30 or longer years. They probably own it without a mortgage. Owner Financing?

39) Damaged Property – Fire, Hurricane, Sink Holes, Earth Quake or other.

40) Divorce

41) Death - Estate Sales – contact Executor or Heirs

42) Dislocation – People that have to move- Military, Got better job that start in 30 days Need to sell. Want to move badly. Have to stay in contact with them Call them on day 1 and find out when they have to move. Call them near deadline.

43) Tired Landlord - Can Market Directly to this class.

44) INTERNET – Craigslist, Facebook, Twitter, or other.



Andy Carson 321-297-8089 Central Florida



If you know of any others please let me know. Let’s increase this list. You have some great ideas.

 

Calls on 19 July

Working my plan I made calls to people who expired or in foreclosure Tuesday night. I Started at about 720pm and made 14 calls and got off the phone about 810pm. I had to be wrapped up by 8pm.


Overall it went well. I was not nervous. I was just anxious to actually talk to people. Most of the people called were disconnected. I left messages on several Voicemails leaving my Name, Message and my Number clearly and slowly broken down to groups so it’s easier for them to write down the number. If they are unable to understand or write down the number then they will not call me back.

Many people who are in trouble screen their calls. Basically, they let it go to voicemail to see if they want to call that person back. Since you want to buy their house there is a good chance they will call you back. Make sure they can understand your name, message and your phone number so they can call you back. You can’t make a deal till you talk to people. Find out their situation and how to resolve their problem.

Some of the people owns more than one property and had more than one phone number. I called all the numbers I had.

On each property I called, I took notes about what happened on each call. I even take notes if the phone was disconnected or not in service or if I left a message on their voicemail. When I talk to people about their house I take notes. Notes will help when you when you are dealing with 10+ properties all that the same time.

I will keep you updated on what I am doing and dropping helpful hints along the way.

I made 13 calls

Well, I made a few calls to people who are facing foreclosure this morning.  I was nervious, I admit. 

The 1st person I called out of the gate, I verified their names and young lady said yes thats them.  Cool.  I said I was looking to buy some properties in the area and do they need to sell.  She said I had the wrong number and hung up.  I chuckled.  No worries I will call them back later.  I will also mail a letter or 10.  LOL.

I called a total of 13 people.   The others are nothing to write about.  Left a few messages.  Game my name and repeated my phone number slowly....twice.   I'm twice the guy of most people.  Most of the phone numbers were disco or not in service.

I will call all the numbers again.  I will also write letter to all the owners.

I will keep you all up to date with whats going on.  I will make more calls later.  Its getting to be lunch time and I am at Panera Bread and people are starting to come in.  Getting loud.

I have started.  Have you?

What have I been doing for the last week?

Well for last couple weeks I have been finding People who are in foreclosure or expired.  Recording the information I am finding.  Only if I can find a phone number for the owner.  I also recorded any sales information, last sales information and Foreclosure information I could find.

The reason for only people that have a phone number is I need to get over my nervousness about making calls to others.

I will make an introductory call to see if they want to see to me.  I am looking to buy property in distress During the process of buying it I will market it to find a buyer.    I will only market to find a buyer after I have the property under contract to buy it. 

I will let you know how many calls I make and how they go.

New Starts Helping others

It’s time to get started building my Real Estate Empire.  SO this blog will be dedicated to my journey of nothing to Billions.  It is dedicated of how a person can get started step by step by someone one who is doing it. 

It will cover how I buy and sell property.  How I approach sellers and buyers, make calls, write contracts, find buyers, negotiate and sell a property.   I will also cover other items as well.  Like Book recommendations, Audios, Videos, YouTube videos and other motivational items.  Things that will help overcome fears or objections on getting what you want and deserve.

1)      Define YOUR DREAM and get a burning desire for its achievement.  -   People tell me all the time that don’t know what they want or can’t narrow it down to one item.  Here is one way to find out what is most important to you.  Write down on several pieces of paper everything that you really want and need.  If family is important to you put it down on a piece of paper.  Write down the top 10 or 20 things you want.   When this is done pic up 2 pieces of paper and of those 2 which do you want or need more.   Put the one you can do without face down in a pile away all the others.  Then pick up another paper and of those which one do you need more?  Keep narrowing it down more till there is only one left.  That is what you are working for.  Get pictures of you with what you want or put a picture of you in with what you want.   Keep a picture of it with you.  Put Pictures everywhere on mirror and on your steering wheel.  Keep it in front of you so you stay motivated.

2)      Make some Commitments - This is going to take some work and action to accomplish.  Even if you win the lottery you need will to have some knowledge of what you are doing and the market conditions.  It comes down to what are you going to do so you achieve your dream?

3)      Use the Product - If you are buying and selling real estate then you should own and live in some of your own property.  If you are selling Ford cars then you should be driving a Ford and not a Corvette.  This is being loyal to your own product or service.

4)      Get a prospect - Constantly finding people who will sell or buy from you.  In Real Estate its finding people who need to sell and will knowingly take less than what the house is worth then finding people that know you are buying it less then what you’re selling it to them for.  They actually know they are paying more for the property and they are still getting a deal.  Even in the middle of buy and selling you are looking for more buyers and sellers.  OR If you’re going to be a landlord finding properties to buy and hold to rent out.

5)      Share the Program - Letting others know what you have available and how you can help them.  If they need to sell you are showing them creative ways that you can buy their house so they get what they want.  If they are looking to buy then you share how you can sell them their home that they can afford.

6)      Answer Questions, Overcome Objections, Follow up and Follow Through - People are always going to have question and objections.  They want to know you are committed to helping them and to know that you’re knowledgeable.   Their questions are their test of you.   Their Objections is just a challenge for you to overcome.   The more objections you overcome the more they respect you.    The area that most people falter on and lose is the Follow up.   Make a connection with people and then never call them back and the deal goes to someone else.  It’s the investor who calls back the person and stays in touch creates a deal.  If you want the deal then stay in touch with people.

7)      Start the person right - Be knowledgeable about the process of buy and selling property, the market and have all the paperwork available.  Keep it Simple and explain it in a way so they understand it.  Make them feel comfortable with the process.  Stay in contact with them and update people with the process. 

8)      Plug into the system - Get a system and create a cookie cutter way of doing business.  Good systems will simply the whole process.  They are the backbone to all successful businesses.  So you can teach your assistance how to better assist you so you can pass the tasks that you don’t like to other people.   You get to do what your good at and enjoy!   

This is of my journey and also the start of your journey as well.  Remember to share your stories and experiences here.