How to Talk to Sellers/Homeowners #AskBP

Question

I've been running into some trouble/challenges when it comes to being comfortable talking to sellers i.e. on initial/introductory/cold calls and sometimes in appointments/meetings

what are some tips you guys may have on this.

any links to relevant/powerful scripts may also be helpful as well (i.e. Google docs, videos)

*This is for direct to owner/off market deals #AskBP

Torianne Baley · Answer

Thank you! That actually helped!

Jonathan Greene · Answer

Looking for scripts will make it worse. You don't need scripts, you just need to be a direct human. Say you are new to this, make it funny, but you are looking to buy houses locally because you want to invest in your backyard. Know how long they have been in their house and what they bought it for and what's happening in the neighborhood.

No one likes cold calling so don't think of it like that. You are calling with an opportunity for them to sell their house for a fair price. The call will feel better. But what's your pitch? Maybe that's the problem. How are you going to actually perform if you get a good response from someone? Do you have cash? Do you have a loan lined up? Can you help them move?

Your most important answer is not to how much they will take for their house, it's to where are they going when they sell the house to you? If a seller doesn't know where they are going, you aren't buying their house.

Also, you are probably expecting to get somewhere on the first call. Off-market acquisition is about consistency and follow-up. You may need to call once a month for a year and most times you won't talk about real estate, you offer your help if they need anything.

Nicholas L. · Answer

@Torianne Baley

what are you trying to accomplish?  the best thing to do is to be direct.  if you're calling a seller to buy their property, you tell them that, right away.  "My name is Torianne and I'd like to buy 123 Main St."

Marc Winter · Answer

Feeling uncomfortable with sellers stems from some kind of fear.  Fear can be overcome with exposure.  Face the fear--get yourself in front of more sellers.

Little by little, your presentations will become more comfortable, and your success rate will increase.

Don't focus on "no".  Rather be thankful for that "no" because it is bringing you closer to the 'yes' you want. Just keep going and moving forward.

Sean Barnebey · Answer

Cold calling is just like going to the gym. At first it is going to be uncomfortable, but the more reps you attempt the better you get and the more comfortable you will feel. Don't overthink it. Scripts will only get you so far, once you open up the conversation you need to be flexible with how the conversation flows. Like Mike Tyson said "everyone has got a plan until they get punched in the face." You need to be positive, and just get as many reps on the phone as possible. There is no magic bullet, just action. Be confident, be courteous, and time will teach you what works based on your unique personality and skillset. Hope that helps!

How to Talk to Sellers/Homeowners #AskBP

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