HOW TO USE THE TELEPHONE IN RE

Question

Just saw another thread about asking a question on the phone, thought this might help people get past the cill and break the ice for cold calls or calling on sellers or buyers about a property.

So, ring, ring, ring, Hello.....now what do you say?

I begin my confirming who I'm speaking with if known..... Mr.s Jones? (yes, go on, no, then is so and so available) I ask if they are available, not if they are there, there is a difference.

Mr. Jones, this is Bill Gulley, I'm calling about the property you have advertised, is this a good time to speak with you or would it be better to make an appointment?

Heck, it's someone calling about my ad they think, then they usually say, while chewing food sometimes since I called about 7, ......no, I can talk now.....

Then what?

What do you guys say, what questions do you ask and when do you ask them?

How do you keep control of the conversation?

How do you identify if they are a motivated seller? Or, if they would be an interested buyer?

:)

Michael Quarles · Answer

Bill Gulley

IMHO the following 6 questions should be asked before any other question.

1.  How did you happen to hear about us? Its important to know which marketing is working. Besides this reinforces to the prospect why they chose you to call. I have been told marketing types that I don't do so be careful not to say "That wasn't us"..

2.  Do you have a house you're wanting to sell?  -  Must be a Yes answer... We get all kinds of callers and this question weeds out the non motivated caller. You hear answers from "you sent me a letter" to "if the price is right" you also have to be a little careful when prospects use the price is right statement... We instantly think a high end value where the reality could be  low value.

3.  Is the house currently Listed with a Real Estate Professional?  -  Must be a No answer... I never talk value or price with a seller who is listed. I try not to steer them into cancelling their listing agreement. However if they say that they can I ask them to call me back when it expires or is cancelled then I confirm it by searching the MLS>

4.  What do you think the house will be worth in today's market?  - Must give a number... We get everything from I don't know to an inflated value. If a prospect doesn't know the value of their home I invite them to do some research by asking a real estate professional or viewing open houses that are like type. I cant slap them with the bad news of value. Then call me back.

5.  What are you hoping to sell the house for?  -  Must be a number equal to or less than the worth value... This answer must be equal to or less than Q4. If more then I ask the seller to call me when they think its worth the inflated value.

6.  What is the address of the house? After they give me the address I will do some due diligence to determine value and call the prospect back within 10 minutes. I even go as far as asking them not make sure they aren't on their phone. If my value is equal to or less then what their Q4 and Q5 answers are I then make an appointment to buy the property. If Q4 and Q5 are more I then ask them to get another opinion or view open houses of like type.

There are a host of other questions I ask after Q6. For me the two main questions are

What time today would be better for me to come out and buy your house ___________ or _________? I give an alternate choice question... I am a firm believer if you do not keep the Power of the conversation that you wont do as well. A lot of investor ask "what time can I come out to see the house" And I try an use the statement 'Buy Your House" at least 8 times within my conversation so the prospect knows what I am there to buy their house.

One of the last questions is

When I come out… it is important…that all of the decision makers be there…. so I can come to an agreement to buy your house… Will all of the decision makers be there for the appointment?  Nothing worse then going to a home and the wife is working or the brother is not there.

I have a total of 4 scripts that we used over the years...

Hope this helps

Michael Quarles · Answer

Hope this helps Bill

ring ring ring

Investor: Yo... What can I do ya out of today?

caller:  I received a yellow letter in the mail.

Investor: Say what? Yells to his wife... Someone's calling about those friggin yellow things...Damn...

Continues conversation: And?

Caller: Do you buy houses?

Investor: Do I Buuuuuy Houses.... Do bears crap in the woods?

Caller: over hears investor mumbling "do I buuuuuuy Houses" whaddya you think... I would send you a letter saying I want to buy a houses but I sell pizzas instead... This guys a little light upstairs"...

Caller: How much are you going to pay me for my house?

Investor: Seriously pal... whaddya you think this is bank of friggin America or something... I don't pay for houses.... People sign their houses over to me... Its in their best interest...if you get my drift...

Hope that helps Bill

Michael Quarles · Answer

The reason I am not worried is the agent is most likely going to tell the prospect of all the items they have to correct.  INMO Agents take the stand that they don't sell houses the house must sell the house. I just use that in my favor... After all rarely do I buy a house that isn't a total eyesore.

Besides I love it when the agents gives them the net sheet... And tells them that houses can take 3-7 months to get sold..

I love saying to a seller... "You know what happens during an open house?" All of your neighbors come thru passing judgment about how you live. There has even been reposts of criminals using open houses to case the house for valuable.

I never place my personal judgments on a seller... I tell them I don't care about the holes in the walls, the porn dungeon or the kitchen piled high with dirty pots and pans...

I do point out that the dog crap all over the carpet is fine and the cockroach infestation is something I will take care of..

I solve problem...

Jerry Puckett · Answer

Lots of good stuff here....

Two other things I think are important. I handle listed properties a little differently, with an eye towards follow up. If the "is the property currently listed?" question gets a yes:

How long has it been listed?  For what price?  Did you start there or was it higher originally?  Really? (calling attention to the probable over pricing of their property)  Well Bob, Your house sounds like something we’d be interested in buying, unfortunately, we don’t buy listed properties.  When is your listing up? Really?  OK then.  How about I put your name in my files and give you a call back after that date?  If you do decide to cancel your listing before then, give me a call

Also, if a call ends without an appointment, I always ask for the referral. If you don't ask, you won't get it:

Thanks for taking the time to call.  I hope you’ll keep our number handy.  You never know when things might change and you really want to sell.  And Bob  If you know of or come across anyone who does need to sell and you put us in touch, we’ll pay you some cash if we buy their house, how does that sound?

Brian Gibbons · Answer

This IS pure gold, selling 101.

Tom Hopkins:

1. Alternative Choice Close

I can see you at ___ am on __ or is __ on __ better for all parties on the deed? (Insert dates and time)

2. Tie Downs  Wouldnt you agree...
See http://www.candogo.com/search/insight?i=4972

3. More How to Sell videos
http://www.candogo.com/search/result?q=Tom+Hopkins&mediatype=video&submit=Search

4. One last one for people that need advisors to be there...

Who else need to be there if we can come to win win solution for all involved?

Great post, Bill Gulley and Michael Quarles!

Kay H. · Answer

Michael,

You mentioned you hardly ever buy houses that are not eyesores. Do you ask about repairs needed on the call? Or do you go see a house even though it sounds likes it's pretty and fixed up? You also mentioned that you go to the appointment even though the seller wants a price of what the house is worth. Do you then go on the appointment and give a much lower offer?

I'm asking because I would assume this person may not be that motivated.

Michael Quarles · Answer

Bill Gulley

what you talking about Willis?

Bill Gulley · Answer

Masters of the game need to reply, thanks Jerry, good points. But I don/t totally discount listed properties either, but it's a good ploy to get it later if it doesn't sell !  :)

Bill Gulley · Answer

Michael, I'm beginning to think you just don't work civilized areas. :)

HOW TO USE THE TELEPHONE IN RE

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