First Call from Motivated Seller....Botched

[Derek Curtis]

A week ago I finally began marketing in my area. Today I saw the first fruits of that labor with 3 potential leads, the last of which was my first phone call from a sign that I had posted! The gentlemen asked if I bought houses in a town that is around an hour and a half away from where I live. My first reaction was to say "no." After talking a little more I found out that the house was inherited from past parents, needed repairs, needed cleaned up, and that they just wanted to wash their hands of the situation.

Gahh! Why did I say no?

I then mentioned that maybe I could find another investor that could help him with his situation. He said no, that he might wait till Spring to contact anyone about it again.

I'm hoping that as time goes on that I'll get a little smoother on the phone? Here was my first opportunity, to not only help someone out of a situation, but to perhaps make my first deal. On this note, do any of you wholesale properties far from where you live? Any tips for improving my phone game? Thanks in advance!

[Phil Reames]

Early in the sales process try to get in to the habit of answering a question with a question.  It helps you gain knowledge and walk the prospect to a sale by getting a series of small yeses leading to the big yes.  Here is an example.

"Can you close quickly?"  Average sales person says "sure we can close in as little as ...."

Professional sales person says "Is closing quickly important to you?"  Sometimes the first question is just a smokescreen.  This question will help you find that out.  They might say "not really, I was just wondering".  Or they might say "Yeah, it really is."

Salesperson: "I see.  Tell me a little more about your situation that makes closing quickly in important issue for you. "  Now you listen to their response.  You follow up with "Sounds like if we can get this closed before (insert the reason) we could really hep you out a lot couldn't we?" and you say this while shaking your head yes.  They will almost automatically say "Yes" and shake their head yes as well.

There is an old saying in sales.  If you say it they can doubt it.  If they say it it has to be true.  You just got them to say that you could really help them out.  

You have now just gotten a small yes leading to the sale and you have gained way more info for closing the sale than just saying "yep, we can close quickly".  Make sense?

Answer a question with a question.  Practice on your wife and kids.  You have to make it an automatic part of your speech pattern.  It is a lot of fun.  Just don't make the mistake I did.  I taught my wife the technique.  She uses it on me.  I can see it coming.  But she does it so well that I can't fight the logic of it!  "This new ring looks good on me doesn't it?"  "Why yes it does."  "And you do want me to look good don't you?"  ...............I've learned not to fight it.  :)