What to say after you started your marketing?

[Christopher L.]

I have been reading some of the forums on BP and have listened to the Podcast, and when it comes to marketing I see the same things of direct mail, bandit signs and networking. My question is what do we say to people when we get that first call? Signs that say "We buy Houses" and the lead calls to inquirer what do you say? Do most follow a script or do you shoot from the hip? I know the shooting from the hip may work in some circumstances but what do you follow to make the uneasiness of one work?

[Anson Young]

I usually ask the same kinds of questions:

So, why are you selling?

Tell me about the house?

I dont go off a 100 point checklist of questions, people see right through that. I talk to them like I care (I do) and ask lots of questions and mostly listen so I can pinpoint their motivation.