I know, don't groan. You have to do them if you want to get properties and make money. Believe me, I used to hate cold calling. For those of you that have read our book, "Who Makes It Happen: Back On The Road To Success With Creative Real Estate", remember it used to take me an hour to get on the phone and then after 30 minutes I was ready to hang up.
I've learned over time to not think of telephoning as cold calling, but how I can help a seller or buyer. I realize if I make so many calls, I will get so many responses, and I don't take a no personally. It's their loss. Let them continue to pay to run their ads and six months from now when I call out of a paper or web list and they are still there, maybe then they will listen. There are too many people I can help. I refuse to worry about the ones that won't listen.
So, the first step is to get in the frame of mind that you are offering help. Next, let the seller do the talking. You listen. How do I do that, you say? Well, when I call on a home and someone answers (as opposed to leaving my message), I ask is the home still available? Great, my name is Susan, who am I speaking with? George, tell me about your home? This gets the seller talking. I just guide him/her with how many square feet, garage, etc. For those that have purchased our manual, this form is in the Seller section. You want to get as much information as possible. What they don't tell you ask. The last question I ask is, George, it sounds like a beautiful home, why are you selling? Then let him/her talk. This question tells you how motivated he/she is. Is he/she moving into a new home, relocating or just putting out feelers.
Next I ask the pricing information, how much are they asking for the house? How did they arrive at that price? Comps? Have they had any offers? If no offers, ask them why they think they haven't had any offers?
Next I ask about financing information. What are the payments? Any second mortgages? Are their payments current? Any CC&R's? What they paid for the home? Many times when I ask, "What did they pay for the home?, I get, "it's none of your business". Well, I say to the seller, this helps me decide if a Lease Purchase is workable, and it is a matter of public record.
Always be sure to check on-line or with public records that the person you spoke to is the individual who has the authority to deal.
Finally, I ask about Lease Purchasing and tell them the advantages. Some will say yes, can you send me some information? Others will say, no, I need to sell. I'll say, that's fine, why don't I send you some information so you have it on hand as another option if you need it. Always, follow up.
Remember, relax and pick up that phone. Otherwise, the deal and the money won't come your way. And remember, you can always consult!
Copyright 2000, DeFiore Enterprises
Interested in having your own successful, home based creative real estate investing business? Chuck and Sue have been helping folks start successful home based businesses for over 19 years, and we can help you too! To see how, visit http://www.homebusinesssolutions.com for the latest FREE tips and tricks, educational products and coaching in creative real estate investing and home based businesses. No time to visit the site? Subscribe to our "how to" Home Business Solutions Digest, it's like having your own personal coach: mailto:subscribeHBS@homebusinesssolutions.com
A>
![]() |
|
![]() |
|
![]() |
|
![]() |
When I first started out as a loan officer, one... Read More
Color psychology is the biggest question I receive on a... Read More
Lance has what it takes and then some.Did you know... Read More
Hypnosis has been a taboo word for far too long.... Read More
You've polished your sales page over and over againuntil it's... Read More
Hi, I'd like to discuss the most powerful words you... Read More
You stand there, in front of your great presentation material,... Read More
Any selling approach that lacks a proven strategy, a practiced... Read More
Here's a chilling thought. If you were to die tomorrow,... Read More
With the dot.com revolution crushing once solid business models on... Read More
Have you ever run DOWN an escalator that was going... Read More
Article I of a two-part series.No matter what customers say... Read More
You are the productWe're all in the selling business whether... Read More
Sales letters, sent via e-mail or snail mail, are an... Read More
Freebees--Freebees--FreebeesWHY PAY, WHEN "YOU CAN HAVE IT FOR FREE?"There are... Read More
If you were selling a mansion, and you were selling... Read More
Does your Sales Pipeline leak? If you answered no, you... Read More
"If you don't think well of yourself, no one... Read More
There are several ways to get your information into the... Read More
Prospecting is the engine that propels anyone in sales. Without... Read More
Do you clam up on the telephone? An advertising rep... Read More
In the work place, the amount of good things that... Read More
If you are in the mortgage business, the very first... Read More
The above quote, "Eighty percent of success is showing up."... Read More
It may sound funny, but honestly, if you're opening up... Read More
When you are in the business of sales, among the... Read More
This issue's topic was suggested by a sales rep for... Read More
Junk mail. We all get it. And it goes straight... Read More
Back in the days when I sold for CTV and... Read More
Have you ever shopped at Walmart and thought... I need... Read More
What do people buy? They don't buy your wonderful presentation.... Read More
The formula for defining a "profession" is similar throughout many... Read More
Remember those school exercises that started "Compare and contrast....yada yada... Read More
You're not alone. Most people are uncomfortable walking into a... Read More
One of my first internship jobs as a college student... Read More
Its official. The news just came out. Yes, we are... Read More
"If you do anything foolish or try to get out... Read More
With hundreds of direct sales companies out there, how do... Read More
We all know that you can't earn your commission until... Read More
Telephone canvassing, or cold calling, is the practice of sitting... Read More
Do you have 5, 10, or 20 years of sales... Read More
An area that can become profitable for many businesses in... Read More
How much extra money could you make by closing just... Read More
We use this method to find new cleaningcustomers, and it... Read More
The other night I was watching a classic western from... Read More
A conversation: The Salesperson: "I don't cold call-I want to... Read More
Whenever I speak with new salesreps and entrepreneurs, I hear... Read More
You may not realize this, but when if you are... Read More
Where many marketing conversations get off-track are the ones you... Read More
Would you pay $12,500 to discover the keys to great... Read More
The multi million pound cosmetics industry is acutely aware of... Read More
Would you like an easy way to track the performance... Read More
Ever have a prospect start out your sales call by... Read More
You have a great product, but it's not flying off... Read More
Once you have added a new customer to your book... Read More
When it comes to effective selling, one simple fact never... Read More
Health insurance lead generation systems provide a stead stream of... Read More
Occasionally EGOPOWER readers send me questions or topic suggestions that... Read More
I've been training in countries outside the U.S. recently, and... Read More
Along with having an innovative supply chain, there's another reason... Read More
Instilling urgency in a prospective customer can make the difference... Read More
1. Make telephone callsFew things are more terrifying than the... Read More
Hi, I'd like to discuss the most powerful words you... Read More
In my opinion, one of the biggest skills of being... Read More
Offering gift certificates is an excellent way of increasing sales... Read More
For centuries ? at least since the serpent convinced Eve... Read More
Sales |