Knowledge Joe, Knowldge - Posted by $Cash$
Posted by $Cash$ on July 13, 2002 at 18:50:27:
Joe,
Glad to meet you.
When the house seller calls me, over the phone my script is designed to have the seller tell me everthing about the house and him with just a few leading questions. Sometime even things I don’t want to know. I never ask them what they will do or won’t do over the phone. I just set the appointment. They called me, I am the one with cash in my pocket to buy their house.
They called me into their home, I don’t start at the kitchen table, I start my memorized scripted presentation in the living room in what I believe is a more relaxed atmosphere. This is where I place them when I start.
After I done a few things I direct them to the kitchen table and finish my presentation where I close the deal. When I am finished it is a Win/Win situation for the Seller, The Mortgage Company and me.
I do not use hard sell tactics, the seller will never no that I am using my scripted presentation. They have to sell me that it is beneficial to everyone before I purchase the house. I have walked out if I see even a little doubt in the sellers mind about selling or my program to buy Sub2.
My presentation is base on the Knowledge they need help, the Knowledge I have in Real Estate Investing, the Knowledege I have in sales and the Knowledge to know that I helped them.
Knowledge puts me in control, I related earlier I gave my Plaid Jacket to Good Will.
Joe I’m sure you have a following of students that you have trained and are very sucessful in the REI industry. You have given of your time to help the posters on this board, this is very commendable I for one thank you for this.
If my situation changes, Joe you will be the first one I call, but my closing ratios are very close to 95% if that drops expect my call.
$Cash$