Your first call to an absentee owner

[Jason Pachomski]

Hey everyone,

I've started a yellow letter campaign mailing to a list of absentee owners in my area. I've started to get some responses and I wanted to ask anyone who's gotten deals or has at least dealt with absentee owners as it pertains to that first call. 

I'm not looking for a script, but maybe some pointers... I'm guessing that a lot of these people are going to be investors themselves and as such are a little more savvy than the common homeowner. I can get on the phone and tell them I was looking at properties in their area and that I was wondering if they're interested in selling. Then what? Do I come right out at some natural point in the conversation and let them know I too am an investor? My goal is to collect the right information so that I can go do my research and then (with the help of my mentor) decide if there's a deal there at all. 

Pretty broad, I know. Guess I'm just looking for some general insight. If you hadn't already guessed, I'm fairly new to the game and I can already tell that my BIGGEST hurdle is going to be dealing with people on the phone and handling objections. A pretty commonplace hurdle, I'm sure, but I gotta get over it if I'm gonna make any money.

Thanks in advance!

[Moses K.]

Hey Jason,

An important thing to remember is that you invaded their space. Naturally, potential sellers will be skeptical, and perhaps rude. You must prepare for this mentally and show you are credible as soon as possible.

I would focus on taking control of the conversation, which counterintuitively involves asking pertinent questions about the property. Don't go down the rabbit hole of answering all the questions they invariably will have for you. That means they have control. 

Not good. 

Your tonality is going to determine in large part whether they take you seriously or not, so practice at least an opening statement and a couple of questions regarding repairs or upgrades. You should also have them say what they are willing to sell the property for. That's the bare minimum. 

Hope this helps. Best of luck to you.