|
|
 |
The Art Of Calling on Real Estate
By Sue and Chuck DeFiore
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!
 Back To Top
About the Author
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 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: subscribeHBS@homebusinesssolutions.com
Click here to learn more about Chuck and Sue DeFiore
Articles by Chuck and Sue DeFiore
 Managing Cash Flow 
Juggling The Day With A Deal
Various Aspects Of The Lease Purchase Business
Does Your Business Need An Attitude Adjustment?
Ethics in Business..A Lost Art
Referrals…The Secret Weapon
How To Give Yourself A $20,000/Year Raise
A Forgotten Marketing Tool - The Postcard
Using Those Business Cards
Is Your Business Safe?
Getting Started In Real Estate
Take It To The Customer
The Art Of Calling on Real Estate
Finding and Qualifying The Tenant/Buyer
Checklists for Tenant/Buyers and Sellers
The Lease Purchase Business Day
Warming Up to Cold Calls
Businesses - Leisurely Dining Or Fast Food?
How Do I Implement The Lease Purchase Plan
Guidelines For Choosing A Guru, Coach...
Are You A Shoulda, Coulda, Woulda?
Are You Profiting From O.P.P.?
The Many Ways To Profit From O.P.P....
How Do You Profit From O.P.P.?
Consulting Your Way To A Six Figure Income!
Business Partners & Marital Partners (Part I)
Business Partners & Marital Partners (Part II)
The "Psyche" of The Seller and The Tenant Buyer
The Divine Secrets Of The Ya Ya Lease Purchase Hood
This article may be reprinted provided that the original author's profile information (including all links) and courtesy notice below is included with the article. You many not modify the article content or the author profile information in any way. It is also considered a professional courtesy to email the author with details of when and where their articles will be published.
Please include the following courtesy notice on your reprint:
Article reprinted courtesy of Total Real Estate Solutions
http://www.totalrealestatesolutions.com
|
