How To Talk To Sellers Over The Phone

Quick, put away all of your Carleton Sheets scripts you use
to talk with sellers.
If you haven't noticed by now, using those 101-Question scripts
is a bit of over kill.
Imagine just for a minute what a seller, that calls one of your ads,
is thinking when you fire out those redundant bullets....
Even worse, you call them.

See?

Don't worry, I fell into that trap too.
I always wondered why I had to ask the square footage of the garage and
what color the curtains were.
...well, not really, but you get my drift.

These days, when I have a seller on the other end, I'll ask about as many
KEY questions as I have fingers on my right hand.
Any other facts I gather will result from asking them.

Depending on the "flow" of the conversation, here is how Italk with
real estate sellers:

1. How long have you lived in the house?
Their answer will tell you a lot. If they say something like, "Ah...about a couple
of years now.", then you know they're somewhat motivated already. I'm sure
they didn't go through all the hassles of looking for, financing, buying, and moving into a home all to move out a mere 2 years later.
This is also a slick way to somewhat guess the amount owed and their equity position,
assuming they paid the conventional 10% down.

2. What were you looking to do?
Well, duh....they're looking to sell. Yes, true. This question usually opens up
their reasons WHY they're selling. Gurus teach you to ask them why they're selling.
I can tell you, seeing that you haven't met them YET, they may see this as a "shock"
question, seeing that they don't even know you.

3. What are you needing from the sale?
This could open up answers like, "Just the payoff"..."Enough to pay it off, plus
about $3,000 to move"..."Someone to take care of it, because I'm being transferred"...

4. How soon do you need this done?
If they say, "Yesterday" or "Now"...you've got a motivated seller.

5. What are you going to do if it doesn't sell?
This is where you listen, carefully.
Their answer will help you determine your acquisition & exit strategy.

Obviously, I may ask more questions, but I can say this...
Whatever question I'm asking, it will fall into or be similar to these
listed above.

Hope this helps.
If you'd like more tips and strategies for dealing and speaking with
sellers, I HIGHLY suggest this "Lifesaver"
It'll virtually eliminate most of your concerns and have you
sounding like a pro.

Regards....