What to say after you started your marketing?

Question

I have been reading some of the forums on BP and have listened to the Podcast, and when it comes to marketing I see the same things of direct mail, bandit signs and networking.  My question is what do we say to people when we get that first call?  Signs that say "We buy Houses" and the lead calls to inquirer what do you say?  Do most follow a script or do you shoot from the hip?  I know the shooting from the hip may work in some circumstances but what do you follow to make the uneasiness of one work?

Anson Young · Answer

I usually ask the same kinds of questions:

So, why are you selling?

Tell me about the house?

I dont go off a 100 point checklist of questions, people see right through that.  I talk to them like I care (I do) and ask lots of questions and mostly listen so I can pinpoint their motivation.

Jerry Puckett · Answer

And that's really the whole point....when that "what if" question comes up, you've lost control of the conversation. The way to get it back is by asking a question, and then bringing them back to the script.

The goal is not to sound like a survey taker. The majority of the questions asked you could already have the answer to with minimum due diligence. But you ask the question any way to put the Prospect into a certain frame of mind, and to build rapport. If they turn out to be a Suspect rather than a Prospect, that will become evident early on in the conversation, and you'll want to get off the phone as quickly as possible.

Christopher L. · Answer

Thank you Jerry for the reply. I can see your point in getting familiar with the outline. There is a lot of room for the what if questions that can pop up unexpectedly.

Thanks again

Jerry Puckett · Answer

And of course, the goal is to be familiar enough with the outline to be perfectly natural. Remember to wait for answers, and listen closely for motivation: 9 times out of ten, it will not be monetary in nature.

Jerry Puckett · Answer

Hi Christopher Lourenco,

This question comes up again and again, both on the forums, and the many people I talk to directly.  Here is a sample script right here on BP. I've used this one many times; it works quite well for me and those I've shared it with.

Christopher L. · Answer

Thanks Dev. Any advise given is taken to heart.  I appreciate you input.

Dev Horn · Answer

Hi Christopher Lourenco!  Here's my advice.  Keep your marketing message tight on the motivated seller.  That means URGENCY (of their situation) + CONDITION (of the house).  If they are not in a hurry and have a great house, they will easily sell on the MLS in any market now.  Some investors use messages like "We Buy Houses" *(near and dear to me, BTW) but never qualify their message - in the hope of getting more calls.

By keeping your message tight, you will waste less time talking to people who do not meet the URGENCY + CONDITION equation.

Oh, and people love CASH.  Tell them they will get CASH.  Seriously. =)

Happy Investing!

Christopher L. · Answer

Anson I couldn't agree with you more. And I appreciate your insight on being personable when talking with callers.
 Thanks

Christopher L. · Answer

Thanks Steve your detailed information should give me a step in the right direction

Steve Babiak · Answer

Some reading for you:

http://www.biggerpockets.com/forums/87/topics/61286-scripts-for-calling-on-sellers

What to say after you started your marketing?

Most Popular Reply