My opinion is that some people have the ability to easily start a conversation with someone over the phone and have a (silver tongue) tact to but them at ease to allow for an open discussion.
Others (myself) have the ability through body language, documentation, and resources (buyers) to illustrate to someone how I can help them and put them at ease for an open discussion.
So you should know if you are best negotiating over the phone or by meeting in person with someone who needs you help and sell your plan to solve their problem through a painful time.
Check out yellowletterscomplete.com. I am not promoting their service. I am telling you that their system works and you can do it yourself. the yellow letter campaign is the only marketing I do and it works great!
In today's market it seems like 8 out of every 10 leads I get is a short sale situation. People are really over leveraged these days.
SO my suggestion is to simply do regular marketing, be it letters or postcards to foreclosure lists. Direct Marketing is still my number source of leads!
Pre NOD leads are great for generating short sale leads. More specifically the people who are 60 or 90 days late on their mortgages. They are looking for a solution, and you can be there to provide one!
I am sending letters to NOD's and I'm getting calls. I'm also getting defensive remarks on the other side of the phone. Seems people have a wall put up and it's hard to break through. Any suggestions on how I should approach talking with them?
My opinion is that some people have the ability to easily start a conversation with someone over the phone and have a (silver tongue) tact to but them at ease to allow for an open discussion.
Others (myself) have the ability through body language, documentation, and resources (buyers) to illustrate to someone how I can help them and put them at ease for an open discussion.
So you should know if you are best negotiating over the phone or by meeting in person with someone who needs you help and sell your plan to solve their problem through a painful time.
Caleb, The first phone call I ever got when marketing to ss homeowners was from a woman who went up and down one side of me yelling at me and screaming - HOW did you get my address? I think people forget their deed and mortgage is public record. When I explained her name and address was in the paper she was in shock.
Normally, that one phone call would have sent me running to never do short sale marketing again, but I knew she wasn't mad at me, just mad at her situation. I had one guy call me drunk, and the WORST name in the book as far as I'm concerned.
You just have to know that you'll get all types and there are the angry ones. Sift through them and probably for every 5 calls you get, one person will be your diamond.
I still get a little nervous when homeowners call me, but I've developed a way that I can answer comfortably and ALWAYS follow up with an email if at all possible because I'm more comfortable that way.