OfflineHey DG'ers
I have been on this site for some time now and have recently signed up to the success academy. I'm in the process of building up my buyers list and I am having a hard time in doing this. I know that in order to succeed I need a strong list, but for some reason I am a confidence issue in making these calls, this usually not a problem for me. I'm using the script by Matt Larsson from the RBBP.
I have gone through the craigslist and collected all numbers that are houses for rent. The first 2 calls went to answer phone. The next was an out of state owner who wouldn't answer any question's till I have driven by.
My next call I asked the guy if he is interested in selling the house and he said he would consider (I could tell he wasn't motivated to sell) so I asked him if would you like to add more properties to your portfolio, he said "that he didn't feel comfortable about the call as I was just asking him if he wanted to sell now I'm asking if he wanted to add more properties to his portfolio"? That wasn't the answer I was looking for, I then stuttered through the rest of the call and thanked him for his time.
I know that this is just a confidence thing like how many times did I fall of my bike before I can ride, but I really want to make this work.
Sorry to be rambling on, I know that Matt Larsson says to try to make the call all about them but how do I go from somebody who would consider selling but is not at the level of motivation we are seeking to asking them to if the would like to buy houses below the FMV?
Heres the script that I have been using feel free to rip it apart I would appreciate any help right now.
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Script
“Hello I’m calling about your ad you have for rent, I’m just curious is that house for sale?”
Yes (make sure they’re motivated)- Qualify them
No -
Ok I just wanted to call and ask, but I’m curious are you looking to add more properties to your portfolio?
Yeh Possibly?
Well one of the things I specialize in, is finding absolute killer deals. You know I’m using creative marketing techniques to find the deals no-body else can find.
What exactly are you doing? (May Say)
I can’t really say don’t like to give out my competive egde.
Next time I come across one of these killers deals do you mind if I run the numbers past you?
Yeh Sure
Great, well I understand time is very important to you and In order not to waste anybodies time and sending you something doesn’t interest you, do you have a minute to answer a couple of questions?
Q: What areas are you most interested in?
Q: What type of properties are looking for SFR/MF?
Q: Whats your price range?
Q: How much profit do you need from each deal?
Q: Are repairs ok?
Q: How quickly can you close on a deal?
Q: What should I include in the packets I send you?
Q: How many dealls a month can you handle?
What is the best way to get a hold of you? is it this number or is it better to comunicate through email?
Well thank you and I appreciate your time and all the information that you given me today, and I look forwrad to working with you very soon have a nice day.
I havent got to the point where I can be specific about what they are looking again I would appreciate any advice.
Thanks in advance.
Huw
Huw, i understand where you are coming from. What you are experiencing is a normal behavior. I would try to find a friend or partner or even try to network with someone on this site. Practice calling them and make sure they give you a hard time. When i first started cold calling i would get so nervious that i would hang up and because everyone has caller ID they would call me back. In order to be more confident you can practice in front of the mirror or partner with someone and call them and make sure they give you a very or extremely hard time. A lot of it is mental and once you get through that part it will be so easy you can call anyone. When i first started i woud make an excel spreed sheet and write down the phone number that i called, how i thought i performed on the call, was the caller or me controlling the phone call, etc... By knowing what you are doing wrong and practicing you will see it gets easier and easier. It is a numbers game and you need to call and call. Remember without marketing yourself you can not get buyers or sellers. Even now a days I make a promise and commitment to myself that I must call at least 100 people everyday or speak with at least 50 individuals via phone or in person. The more contacts you make the better you will be in about two or three months. It takes time and that is why you need to always be talking to anyone or everyone about what you are doing. Everyone must know that you are a real estate investor. I guarantee that if you do this in about three month your phone will be ringing so much that you will need to hire a secretary!!
Practice and Practice and always be Marketing yourself!! Also, you must be giving your business card to at least 25 individuals every single day. I usually go to home depot and lowes on the weekends and give my business card to anyone that I see. Its a numbers game. I hope this helps.
Raymond
when having difficulty with calling, Role Play!
use the script over and over with friends or family members or DGer and become more comfortable -
learn to use the ?'s in a conversational way
Mike
https://tvallc.isrefer.com/go/RehabLite/renvestr/ Free tools
Raymond and Mike thank you both for your help, I know I can do this just for some reason it has become a stumbling block for me. Also Raymond I never thought to pass out my card when i'm at lowes.
Thanks again.
I know that it's not practice that makes it perfect, it's perfect practice that makes it perfect.
Huw
found it just got easier with practice. I still sometimes bubble around, but just try to do my best. I just have to look at it like I'll do my best, and if I lose a few over my bubbling, then I will not worry so much, but try to do better. Just try being normal and being prepared, which it sounds like you are. You can't win them all, so don't beat yourself up over it. I was surprised to find that I feel easier talking to homeowners than anyone and I thought that would be the hardest thing.
www.tw4homes.com website
https://tvallc.isrefer.com/go/RehabLite/reigirl/ FREE SOFTWARE FOR WHOLESALERS, REHABBERS AND AGENTS! Present professional looking deals to buyers and lenders as well as run your numbers and get the ROI.
Thank you for your words they are very encouraging.
Huw, I was very scared at first too( still am a little) lol but the more calls and the more you meet new people the easier it gets. practice, practice, and practice!
There is other ways you can try to market for investors/buyers as well. The biggest thing is NEVER give up!(: success to us all !!
Robert.
yesterday is history, tomorrow is a mystery, but today is a gift. That is why it is called the "present."
"Be not afraid of growing slowly; be afraid only of standing still"