1st Pre-Foreclosure Direct Mailing

[Brian Flack]

 I just bought my first pre foreclosure list. I am absolutely clueless and have no experience with the foreclosure process. Does anyone have any advice or tips/strategies for pre foreclosure leads? I want to know how to help these people out as much as possible. Any tips on how to communicate and offer assistance to these folks? Also, are there any additional steps needed on my part to wholesale a property that is behind in payments?

Thanks you in advance!

P.S. I just took a rough DM seller lead call "I will kill you, kick your *&#$, etc" and wanted to increase my efforts rather than slow down.

[Hattie Dizmond]

It's important to remember that most of these people will be scared. That will usually translate loosely  into 1 of 3 general responses...

1...anger.  a lot of people will compensate for their fear with anger. They will be looking for someone to blame. They may have adopted the stance that the world has conspired against them to get to this point. Whatever it is, just be prepared, because you will likely end up the target. 

2...denial.  they are so afraid they simply can't deal with the realities and have stuck their head in the sand, their fingers in their ears and are going....lalalalala...I can't hear you. 

3...panic and desparation.  This is the group you hope to get. They see the train coming through the tunnel. They just don't know how to get out of the way. They want help, but they don't know who to ask, what to do or where to turn. 

#2 will probably never respond. #1 will be pissed. So, your job is to empathize, and defuse the situation. #3 is easy, just help them see there is a solution that doesn't involve a foreclosure. In a lot of cases you may find #3 is willing to almost hand you the oroperty, but they can't even afford to move. Be prepared to be creative.

Just remember, you're talking to desperate people who feel like their lives are falling apart. They are scared, hopeless and propably embarrassed. Their emotions are raw, and they are not always going to act or behave in a rational manner. Offer them compassionate solutions. Listen to them. Empathize with them. Focus on helping them and solving their problem,not getting a deal done. If you help them, the deals will come.