Do you follow up after appointments?

[Mike Schorah]

From what I’ve come to understand, when the seller says, “Let me think about it”, you’ve lost out on the deal.” When somebody gives you a “maybe” or they push you off or they put you on as an option, you’re going to lose out on the deal. That’s not what I want to do and that’s not how I want to be wholesaling real estate.

I’ve heard that you set up the expectations for the appointment so they know exactly what’s going to happen so they can put their guard down and be at ease with you. I understand you let the seller know “Hey. Here’s the process. Here’s what we’re going to do. Here’s how much time it’s going to take and here’s what’s going to happen at the end.”

“Mr. Seller. At the end of our appointment today, I’m going to get to know you very well. I’m going to get to know your house, your family. You seem like a wonderful guy. And you’ll have a decision to make. And you’re going to say, ‘I really like you and I want to work with you’ or ‘I don’t like you. I don’t like what you’re offering. I don’t want to work with you and that’s a ‘no’.’ Either way, I’m ok with a ‘yes’ or a ‘no’, but a decision has to be made. Are you ok with making that ‘yes’ or ‘no’ decision at the end of our conversation today?”

I also understand that a “maybe” means you didn’t meet their expectations and they’re very uncomfortable with you and a “maybe” 9 times out of 10 is just an excuse to find someone else that’s a better fit to buy this house with different terms.

I heard from one real estate investor that it’s a good idea to throw in a “If you’re not interested, I’ll just take your money and use it to buy somebody else’s property.”

I got my first deal from following up after the appointment without conditioning them. But I’m thinking that I lost out on a lot of deals because I haven’t been using this strategy.

Do you condition your seller to say “yes” or “no” at the appointment? Do you follow up after the appointment?

[Jaron Walling]

The way I see it wholesaling (in general) is sales. It's "reading the room" and making adjustments on the fly given the body language, property condition, market, and seller motivation. It's safe to assume half the battle is getting into a property, meeting with a seller, and taking up there time. A lot of these sellers are short on time for various reasons. Waste it and you'll get nowhere. 

The source of motivation is everything. Finding that source and leveraging is the secret. A follow up appointment does nothing if you can't find the motivation and pounce on it. If you're texting with a lead get them off messenger and get them on a call. It's the fastest way to break the ice and hear changes in there voice. In my opinion I'd never say "I'll take my money and use it to buy somebody else's property". That's an invitation to sour the mood and kill a deal but it depends on how you're talking to the seller.