When talking to motivated sellers, you have to learn to “give great phone”!
I spent 25 years training salespeople before getting into real estate, and there’s some tricks that I call “Telephone Magic” that you can use to be a much better phone negotiator. Let’s face it… as a new investor, if you’re anything like I was, picking up the phone and calling or returning sellers calls for the first time was tricky. (here’s an older episode about overcoming fear as well!)
When you’re talking to sellers, of course you want to have some type of script, or guideline to follow. You don’t need to read it word for word, but know what you’re going to say, for pizza’s sake! Keep in mind though, your seller (or buyer for that matter) does NOT have a script… so be prepared to have to listen to a sellers question or comment, and get BACK into the script. The easiest way to do this, is by answering their question quickly, then getting right back to where you were.
It’s also easy enough to simply say: “I’ll get to that in a minute, let me first find out about…”, and continue on with YOUR agenda.
Also keep in mind that your seller has no idea what you’re “supposed to say”, so if you make a mistake, which we ALL do, or say something out of order, she has no idea you did so. Stay calm, relax, smile, and continue forward…
Here’s some tips to help you succeed and get the deal!
- Take control by asking questions; The person asking the questions, is the person in control.
- “Mirror” the seller/prospect. If they’re talking slow and quietly, or fast and loud, do the same.
- Put the seller on hold often, if you feel they’re trying to take control or won’t let you talk.
- Listen more than you talk!
- Don’t be afraid of dead “silent” spots. The seller may get uncomfortable and give more info.
- Repeat a sellers statement back to him in the form of a question. He’ll elaborate.
- Set a specific appointment time for a return call. Don’t just say “I’ll call tomorrow”.
So there’s some goodies to make you a better investor… now go make an offer!
