|
Article for Immediate Release:
“How to Buy All the Houses you Want - Over the Phone”
Like that title, do ya? Good. I’m glad I have your attention. Now, pay attention to this article, because it could change the way you live & do business.
Let me ask you something. How many houses are you buying a month? Would you like to buy more? What’s keeping you from doing that? If you’re like most people, when you want to buy a house, you probably Set the deal up, then spend your time driving to the house to check it out, then Negotiating with the seller, and finally – maybe – putting an offer on it, then buying it.
Sheesh! If THAT’s what you’re doing – no wonder you’re not buying more houses! So let me now ask you this: What would it mean to you if I could convince you that there’s a better way? A faster, simpler, easier way that, when used correctly, will not only save you time, money, and headaches, but also massively add to your productivity AND create better relationships in the process?
Ok, are you drooling yet? If not, you might as well stop reading now, ‘cause if that doesn’t get you excited, I don’t know WHAT will! Hahaha…
What the heck am I talking about already? I’m
talking about a somewhat
Buying houses over the phone & not necessarily seeing them with your own two eyes.
Now, I can hear the groans & questions from a LOT of people reading this already! “What? HOW can you possibly buy a house you never even see?”
That’s ok. I used to feel the same way! I used to go out & personally look at every single house I would make an offer on. This would take a considerable amount of time & effort. But I put that time to good use – I used that driving time to listen to all my home-study CDs! J Does that sound familiar at all?
After a while, I began to get the feeling that, at first, started out small, but quickly grew stronger & stronger with every house I would look at. That feeling was: “There’s got to be a better way than this! I’m looking at XX houses a week, making all these offers, and look at how much time it’s taking! How else can I get this done?”
If you’ve read some of my previous articles, you’re no doubt aware that I firmly believe that the quality of our lives is determined in a huge part by the quality of the Questions we ask – of ourselves AND others. That question I asked myself led me to another thought…
“Well, if I’m talking to the seller on the phone first, and he’s indicating to me that he wants to sell, giving me the information I need, and he understands how we can do this deal together, what’s left? Just to look at the house? Hmmmm…I’m sure I can get somebody else to do that for me!”
And there it was! I realized that my time could be much better spent if I simply found somebody to go out for me & look at the house – take pictures, etc. That would leave me to focus more on increasing my marketing & revenue, and making more deals happen over the phone.
Once I had my answer, I decided to create a
system & test it out to see how it worked for me.
If you want to buy houses over the phone, here’s what you’ll need:
That’s pretty much it for the list of tools you’ll need.
Now, let’s talk about the essential SKILLS you need to possess!
Without a doubt, you have GOT to have good Phone Skills. A pleasant-sounding voice, clear communication & some patience will get you very far – a lot further than if you didn’t have those qualities! Since the majority of what you’ll be doing involves you gaining the seller’s trust, you will also need to master the art of rapport. You’ll need to make the seller feel like you are their ONLY option – like they can trust you with just about anything.
Now, my original intent of this article was to talk more about this essential skill of rapport, but it has since evolved in to something bigger, and I doubt I’ll have to space to elaborate on this the way it deserves. However, I know a lot of people reading this may feel like this is an area which they need to improve. So, my next article will be all about how to quickly develop an intimate rapport with any seller over the phone or in person. Is that fair?
Next, you’ll need to know how to Prescreen a seller quickly. When the calls come in to you (your call center or Personal Assistant), you’ll need to be able to get the pertinent facts quickly – ARV, Cost of Repairs, What they owe, How much they’re Asking, and Why they’re selling. Gather the facts quickly, then determine if this is a deal worth pursuing. Which brings us to our next essential element…
Construct & Present Offers. All right, here’s where the proverbial rubber meets the road. Let’s say you’ve got a great rapport going with the seller. He’s given you his essential information. Now, you’ve got to quickly understand how to properly structure this deal so that it not only solves his problems/situation, but – just as importantly – makes you profitable with your time and money. Yep, this is where your training comes in to play.
Once you’ve figured out HOW to Construct the deal, you know you’ll need to Present it to your seller. Again, MOST of your work will already be done if you’ve properly built rapport with him. Now, would you like to know an incredibly simple secret I’ve found to work miracles? Next time you’re negotiating with a seller, try this: Repeat the FACTS as he’s told you back to him,
have him confirm these facts, then USE these facts as your reason
WHY you can make him your offer(s), For example: “Mr. Seller, you owe $300,000, and your house is worth about $310,000, right?” “Right.” “Well, because you have no equity in your house, the only way I can see us working together is if I take over your payments, etc., etc. Doesn’t that make sense?” “Yes!” Good stuff here, right? There’s more of that coming next month, so stay tuned…
Be Organized! May I suggest that you: Block out the time you call sellers; Have everything you need in front of you & ready to go when you call; Have a tracking sheet ready to be filled out; Have the right questions lined up & the proper place to write down their answers; Budget your time accordingly; Know what you need to do, step-by-step; Stick to the plan.
A Sense of Humor! That’s right – this is very important, and not to be overlooked. If you can get the seller to laugh (in an appropriate manner), it will help break the tension, create a tighter bond, and have him subconsciously believe that doing business with you can actually be Fun! What? Have fun doing business? What a noble concept!
Ok, let’s put it all together & finally discuss HOW this system really works… Since you’ve already got most of the tools in
place, you just need to wrap it up here.
Once you get the agreement from the
seller over the phone, here’s what to do:
And that’s how it’s done! Pretty simple, right?
“The Less I DO, the More I MAKE.” Ron LeGrand®
Now, let me put in a disclaimer here & say that it took me a little while to get my system just right. I feel that it works so well for me now because I had already seen all those houses FIRST! Does that make sense? In other words, the foundational experience of seeing a ton of houses early on gave me the confidence to feel comfortable doing it over the phone. So, if you’re just starting out in this business, you might want to still take the time to see a few houses before you start buying them on the phone. Just a suggestion.
Also, let’s consider what kind of SYSTEM you have in place. How are you handling your leads? Do you take the calls personally? Do you have a website in place where your prospect can enter his or her information for you to review later? Do you have a voice mail system designed & implemented that can answer most of the questions you get on a regular basis? Hey, if you’re going to do this to maximize your time, you might as well go all-out, right?! Get your system set up & humming. This will make the time you are on the phone that much more productive, not to mention that the seller will respect you & your time more, and that will help your credibility.
Once you gave your ‘House Buying by Phone’ system set up, and you’re buying houses on a more regular basis in your area, how else can you use this? Well, one thing I’ve done is remove the geographical limitations of where I do business! Can you see yourself buying & selling houses nationwide? Well, why not? Why couldn’t you do it? Surely, you can see how this system will work to be able to allow you to do just that! As long as you don’t break the ‘big three’ mistakes, you’ll be fine.
Remember the ‘big three’ Mistakes Are:
In closing, let me suggest something else that’s very important here. As my good friend, Kelly Brown constantly writes about, the Law of Attraction is as real as the air that you breathe. You might not see it, but it’s there, and it’s essential to your survival. What you believe about your ability to buy houses over the phone will determine your success with this. If you believe that you can’t do it or it’s not possible, guess what? That’s exactly what will become your reality.
However, if you intend, believe, and expect this new technique to work for you, and you put forth the effort to hone your skills and get the right people to work with you, guess what? You’re going to be more productive, make more money, save a ton of time, create more great relationships (those people who work with you will LOVE you!), and a whole lot more that you’ll find out about! (For more about this, watch “The Secret”)
I guess the only bad thing to come about this is… When will you find the time to listen to all your Home-Study Course CDs??? :-)
To your success,
¨© Tony Pearl
Like the ideas & strategies revealed in this article? Learn a LOT more from Tony Pearl by going to: www.propertyinvestingtips.com, And get a FREE eCourse titled: “How to Make $10,000 (or More) in 30 Days (or Less) WithOUT Using Your Own Money or Credit!” Tony Pearl
has been an active real estate investor since 1997. Before that, he
was a Professional Ballroom & Latin Dance Instructor.
|