Best Practices to Handle Calls From Highly Motivated Sellers
You’re going to get calls from motivated sellers once you begin implementing your marketing strategies. Learning how to handle those calls will help you get more appointments, and thus, close more deals. When you’re just starting out, you might not get a ton of calls. If you’re thinking a hundred calls a day, that’s not likely to happen, but yes, calls will begin to trickle in.
Take The Calls Right Away
It’s important to take those calls right away when they do come, and I’ll tell you why. The people that are calling you are likely to be motivated sellers who either don’t want to sell the traditional way, or haven’t had luck selling the traditional way. So, they start looking for alternative ways to sell their property and have stumbled across your marketing: “We buy houses and close fast!”
So, they call you. If you don’t answer the phone, chances are they’re not going to leave a message. I don’t know why, but my guess is that they’re just so ready to offload their property that they’ll move onto another ad that says, “We buy houses”. They’ll keep dialing until someone picks up, so let that someone be YOU.
Know What To Say
Be prepared ahead of time before you start receiving calls. Study my lessons and script for handling motivated sellers on the phone. Keep your list of questions with you at all times. Practice with your spouse or friend. Practice over and over. When you get on the phone with that seller, you want to know exactly what questions you’re going to ask and in what order. Don’t read from the script, as that can come off as cold and robotic. Learn the scripts, but make them your own.
Don’t Forget About Rapport
While you’re asking questions and listening to the seller’s answers, don’t forget to build some rapport with them. Connect with them at the heart level, because it matters to them that you actually care about their reasons for selling the home. If they don’t sense you’re really interested in providing them quality service, they’ll likely back down and let you go. You want them to feel safe to open up to you and share honestly their desires and concerns.
Set An Appointment
Once you’ve taken some time to ask your questions and it seems as if their home may fit your qualifications, set an appointment to see the home and meet with the seller. Don’t hang up the phone until you’ve got a day and time set. And, it bodes well if you make a request rather than ask them if they want to make an appointment.
For example, say, “Your home seems to meet my criteria. Let’s set up an appointment time for me to come see the home and discuss this further. I’m available within the next couple of days. What day and time work for you?”
This way, you’re requesting an appointment rather than asking them if they would like to meet with you. It makes a difference.
Handling calls from motivated sellers gets easier the more you do it. It might feel a bit awkward at first, but as with anything, practice helps you feel more comfortable. Mastering your phone skills will serve you well as real estate investor, helping you continue your success in getting leads and closing deals.