What's next after the calls start coming in?

[Vonetta Booker]

Since the bank REO inventory seems to be drying up, I'm ramping up my private seller marketing once again (yellow letters, etc.)

I’ve gotten the letters, mailing system & schedule down—now that they’ve gone out, I sit back & wait for the calls to roll in, lol.

Here’s always been my problem, though: Once I get calls, I never seem to know what to do with them—the right questions to ask, how to structure the deals, etc.I feel like there’s so much more I can be doing with leads but once I get them I’m not sure exactly what.

What is your “formula” for asking the right questions, sussing out their situation, determining if they’re motivated & if it’s a good enough deal to actually visit, the right solution, etc?