Comments on: The Pros and Cons of Using a Phone Script When Screening Motivated Sellers http://www.biggerpockets.com/renewsblog/2009/10/25/script-screening-motivated-sellers/ Learn, Network, Invest Sat, 11 Feb 2012 16:57:56 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Jameshttp://www.biggerpockets.com/renewsblog/2009/10/25/script-screening-motivated-sellers/#comment-80521 James Fri, 26 Mar 2010 18:24:43 +0000 http://www.biggerpockets.com/renewsblog/?p=8037#comment-80521 I'm with you J, you need a happy medium. Use the script as a reference to keep yourself on track, but don't read it verbatim. That's what the most successful phone pros do. Eventually, it becomes second nature, and you're simply fill in the info as you go along.Thanks for the great info... I’m with you J, you need a happy medium. Use the script as a reference to keep yourself on track, but don’t read it verbatim. That’s what the most successful phone pros do. Eventually, it becomes second nature, and you’re simply fill in the info as you go along.

Thanks for the great info…

]]> By: J. Lamar Ferrenhttp://www.biggerpockets.com/renewsblog/2009/10/25/script-screening-motivated-sellers/#comment-79370 J. Lamar Ferren Mon, 22 Feb 2010 21:12:17 +0000 http://www.biggerpockets.com/renewsblog/?p=8037#comment-79370 Marc,It sounds like you have some great stats. However, my article was targeted to those just starting out and to those who don't mind doing it themselves. Not everyone needs to outsource lead generation and not everyone is in a position to do so. Outsourcing is great and I highly recommend it for those wondering about it. However, when it comes to contacting motivated sellers, for me its a great habit that I enjoy and feel that my time is well spent. I have multiple sources other than phone to generate leads, so it's not a big deal when it comes to business growth. Marc,

It sounds like you have some great stats. However, my article was targeted to those just starting out and to those who don’t mind doing it themselves. Not everyone needs to outsource lead generation and not everyone is in a position to do so. Outsourcing is great and I highly recommend it for those wondering about it. However, when it comes to contacting motivated sellers, for me its a great habit that I enjoy and feel that my time is well spent. I have multiple sources other than phone to generate leads, so it’s not a big deal when it comes to business growth.

]]> By: Joshua Dorkinhttp://www.biggerpockets.com/renewsblog/2009/10/25/script-screening-motivated-sellers/#comment-79363 Joshua Dorkin Mon, 22 Feb 2010 16:37:53 +0000 http://www.biggerpockets.com/renewsblog/?p=8037#comment-79363 Marc - Is Lamar wasting his time because he is working and growing his business?Not everyone starts with 300+ short sales, 140+ equity deals, 5 multis in their portfolio, including you. Cut the guy and everyone else some slack. Marc – Is Lamar wasting his time because he is working and growing his business?

Not everyone starts with 300+ short sales, 140+ equity deals, 5 multis in their portfolio, including you. Cut the guy and everyone else some slack.

]]> By: marchttp://www.biggerpockets.com/renewsblog/2009/10/25/script-screening-motivated-sellers/#comment-79360 marc Mon, 22 Feb 2010 15:47:38 +0000 http://www.biggerpockets.com/renewsblog/?p=8037#comment-79360 if you want to grow BIG you will NEED to use a script.I have 3 sales assistants picking up the phone and doing lead development.These guys work with scripts and are instructed to write down the answer of the seller = listening problem solved.J. Lamar Ferren sounds like a one man army = wasting his timeMarc,300+ short sales 140+ equity deals 5 multi's in portfolio if you want to grow BIG you will NEED to use a script.

I have 3 sales assistants picking up the phone and doing lead development.

These guys work with scripts and are instructed to write down the answer of the seller = listening problem solved.

J. Lamar Ferren sounds like a one man army = wasting his time

Marc,

300+ short sales
140+ equity deals
5 multi’s in portfolio

]]> By: Dave Sharphttp://www.biggerpockets.com/renewsblog/2009/10/25/script-screening-motivated-sellers/#comment-74639 Dave Sharp Mon, 26 Oct 2009 20:26:47 +0000 http://www.biggerpockets.com/renewsblog/?p=8037#comment-74639 I'm with everyone else here. Scripts are essential for this kind of business. Learn your scripts however you can and you'll be ahead of the game. I’m with everyone else here. Scripts are essential for this kind of business. Learn your scripts however you can and you’ll be ahead of the game.

]]> By: gideon625http://www.biggerpockets.com/renewsblog/2009/10/25/script-screening-motivated-sellers/#comment-74607 gideon625 Mon, 26 Oct 2009 02:01:09 +0000 http://www.biggerpockets.com/renewsblog/?p=8037#comment-74607 I've been mailing out letters and I can definitely say that a script or seller questionnaire form is a life saver. And you are very right about listening. When I take the calls, I ask them to tell me about the property, and anything that they touch on that is in the questionnaire I jot it down immediately. That way, when I go through the questionnaire, rather than skipping over a question they already answered, I repeat it back to them for confirmation, and show them that I was listening. I also take 2-3 notes about their personal life and bring it up when appropriate or find commonalities with them. As an example, a lady told me that she got behind on her payments because she didn't have the heart to evict a single mother who life threw everything at her. Well, I empathized and related a story about a mom that my own mother would not turn away for child day care services because of the situation the mother was in. It builds emotional points of connections and I believe as an investor, these things show true empathy and help you over the competition, and that part of the phone call only took an extra two minutes. I’ve been mailing out letters and I can definitely say that a script or seller questionnaire form is a life saver. And you are very right about listening. When I take the calls, I ask them to tell me about the property, and anything that they touch on that is in the questionnaire I jot it down immediately. That way, when I go through the questionnaire, rather than skipping over a question they already answered, I repeat it back to them for confirmation, and show them that I was listening. I also take 2-3 notes about their personal life and bring it up when appropriate or find commonalities with them. As an example, a lady told me that she got behind on her payments because she didn’t have the heart to evict a single mother who life threw everything at her. Well, I empathized and related a story about a mom that my own mother would not turn away for child day care services because of the situation the mother was in. It builds emotional points of connections and I believe as an investor, these things show true empathy and help you over the competition, and that part of the phone call only took an extra two minutes.

]]> By: Ken Flaspohlerhttp://www.biggerpockets.com/renewsblog/2009/10/25/script-screening-motivated-sellers/#comment-74599 Ken Flaspohler Sun, 25 Oct 2009 22:01:39 +0000 http://www.biggerpockets.com/renewsblog/?p=8037#comment-74599 Using scripts are the best way to make sure points are covered. I agree that listening to what the client is saying is just as important. It will determine which path the conversation takes. Using scripts are the best way to make sure points are covered. I agree that listening to what the client is saying is just as important. It will determine which path the conversation takes.

]]> By: Joshua Dorkinhttp://www.biggerpockets.com/renewsblog/2009/10/25/script-screening-motivated-sellers/#comment-74588 Joshua Dorkin Sun, 25 Oct 2009 20:24:19 +0000 http://www.biggerpockets.com/renewsblog/?p=8037#comment-74588 Great article, Lamar. As the previous commenter mentioned, once you get a little practice, your script will come naturally, and eventually you'll know it by heart. If you don't want to stutter through the first few times, then practice with family or friends in a role-play until you have it down.I have notes in front of me before any interview or important business call, and think that any investor should be equally prepared for their time on the phone.Remember, many times you only get one shot with someone, so you best know what you need to ask! Great article, Lamar. As the previous commenter mentioned, once you get a little practice, your script will come naturally, and eventually you’ll know it by heart. If you don’t want to stutter through the first few times, then practice with family or friends in a role-play until you have it down.

I have notes in front of me before any interview or important business call, and think that any investor should be equally prepared for their time on the phone.

Remember, many times you only get one shot with someone, so you best know what you need to ask!

]]> By: qmanreihttp://www.biggerpockets.com/renewsblog/2009/10/25/script-screening-motivated-sellers/#comment-74583 qmanrei Sun, 25 Oct 2009 17:46:49 +0000 http://www.biggerpockets.com/renewsblog/?p=8037#comment-74583 After a while - you know your script anyways. It just becomes force of habit to get to the questions that you need answered through conversation. After a while – you know your script anyways. It just becomes force of habit to get to the questions that you need answered through conversation.

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