How to Talk To Homeowners

[Matthew Hull]

Does anyone have a set of questions or things they think through or scripts or anything that helps them approach, talk to, and close on deals with homeowners when they approach them directly (whether through mass marketing, driving for dollars, or otherwise)?

Or maybe there are some resources you could point me to?

[Jonathan Greene]

The most important question you ask an off-market potential seller is "Where are you going when I buy this house?" If they don't know where they are going, no matter what else you talk about, you aren't buying that house unless you can solve the problem of where they are going.

The most colossal mistake in all off-market acquisition is that people use the same dumb scripts for all sellers and they almost always talk about a cash offer. Only pre-foreclosures and people with other need money issues need cash fast, maybe like 10 percent of seller. The rest need a problem solved or a solution of some kind.

Don't use scripts. Be a real person. Tell them the truth about why you are calling and your finances (if you have them). Don't lie. Be an asset. You don't close a deal the first time you are on the phone and if you do, something is wrong.