Talking to sellers – The very beginning

Keep in mind that your prospects are assuming that you are a professional and have more knowledge than they do about the buying and selling process of Real Estate. You’re there to buy their house, not to make a fool of yourself, so do not talk about things you have no idea of. And if they ask a question you don’t have an answer to, tell them, “Great question, I will find that out and get back with you on that.” Then find the answer to their question just in case they remember to ask you it again the next time they see you.

There are certain exact steps you must purposely take to be successful at buying houses for HUGE profits. One very important thought to remember is that people who want to sell their house have to convince you to buy their house so you have the upper hand. Remember they are making you the offer. With that perspective, do the following…

1.Park on the street across from the subject house. Not in their driveway, on the lawn, or in front of their house. There is a subconscious ownership issue relating to the parking place in front of most homes so respect the seller by not parking in their space.

If you doubt that where you park matters than think about how you feel when you drive home and see a car in front of your home and the owner isn’t a guest of yours. You will feel intruded upon and although it seems silly it is a very real emotion. A person subconscious is at play when one is dealing with a stranger and you want them to think positively about you.

2.NEVER use the doorbell or doorknocker, always knock with your fist. If someone came to your door in a state of emergency they wouldn’t use the doorbell they would knock with their fist making a sound of confidence, authority and emergency and you should too.

3.After knocking, step back away from the door about 5-6 feet and turn and look up the street. Stepping back away from the door allows the seller to look you over and become comfortable with you before they open the door. Don’t look through the peep hole in the door, through windows, or make any action which would seem intrusive.

4.When they answer the door, step up and greet them; if it is a female wait for her to extend her hand; if it’s a male extend yours first. There is nothing more awkward then not knowing how to introduce yourself to a stranger. Practice in the mirror and make it natural.

5.Say “Hello my name is ___________ with I buy houses, thank you for inviting me out to buy your house today. Is where I’m parked okay?” We are going to ask the seller to be fair with us and IMHO it is extremely important to begin the relationship with the seller thinking you are fair as well. Asking this simple question will begin your successful and fruitful relationship.

Also within this statement/question you’re embedding a command to the seller affirming to them that you are their house buyer.

6.Ask to see the home and never look at the house by yourself or with anyone who isn’t one of the decision makers. The inspection of the home is a presentation and it is difficult if you are by yourself.

Understand that viewing a home is for the purpose confirming what you believe, determining what you don’t know, and to allow the seller to present you with their underlying motivations or negative propaganda about their home.

Remember a seller isn’t a professional home seller and they haven’t prepared themselves for your visit other than to maybe clean or straighten up the home. Because of this they will say things that will give away their equity. Most of the time if you just listen they will continually lower their price.

7.Never say “It’s a beautiful home,” or anything like that. We buy “houses” not homes. Home is perceived as having an extra, subtle value. A few other things you shouldn’t mention.

a.Never say your price is too low.

b.You wont have any trouble selling this home.

c.I can see myself living here.

I understand it is difficult to say anything negative since we are raised to always be nice and gratifying. However if you tell someone their price is too low they will probably raise it. However if you say to them that you just viewed a home larger at a lower price the opposite will happen

8.As you look around during your inspection, point out all of the negative repair items of the house and write them down on a tablet that you can refer back to later. Say these words “I will have to fix this” and “That will need to be repaired,” etc. This is your one chance to find everything that’s wrong with the house and you don’t want to be hasty with your inspection.

If it is the ugliest place you have ever seen, say so. If it’s a wreck, say so. They already know it is. Honesty will go a long way so be honest.

A lot of times physical gestures like rubbing a bad spot in a wall of trying to close a door that doesn’t close is all you will need to do for the seller to offer up their own ridicule of their home. Let them talk.

9.After your entire inspection, ask to sit at the kitchen table, if there is one, and don’t sit the sellers on either side of you. You don’t want to be shaking your head from side to side like watching a ping pong match and you definitely don’t want to exclude one of the sellers during the presentation. You never know who your allies will be so don’t exclude anyone even a young person. If they want to be part of the presentation and aren’t a distraction let them become a part of it.

If two tables, one round and one square, pick the round… A round table is more inclusive and less authoritarian. Everything you do will dictate success or failure so be prepared and understand how your actions, even the slightest ones, create positive or negative emotions.

10.Be prepared to sign a contract.