You’ve sent out your direct mail campaign, you’ve gotten people to visit your website and opt in or, better yet, you’ve had leads pick up the phone and call you!
So what happens next?
The lead qualification process.
The first conversation that you have with each lead should give you enough information to determine whether or not the lead has the potential to be a deal and if there’s enough potential to spend more time working on it.
Lead qualification is an extremely important step and it needs to be done in the most effective, efficient way possible to avoid wasting hours of precious time working on deals that were never worth it to begin with.
To make this conversation as efficient and effective as possible every time, you need a script.
WHY EVERYONE NEEDS A SCRIPT
The truth is, there’s no such thing as the perfect script, however, I have found this series of questions to get me the information that I need to make an informed decision on the very first call.
Every person we talk to is different. They all have different motivating factors behind why they want to sell their home. Our job, as real estate investors, is to pull that information out of them in a conversational way so that we position our offer as the answer to their problems.
So although it's impossible to have a script that works 100% of the time with every seller, I have found with over 2,000 phone calls - screening sellers all day long for months as a result of my marketing campaigns - that there is a specific flow that works the best in terms of building rapport, extracting the right information, and saving time on the phone.
As you’re asking questions and listening, make sure you’re taking note of the person's communication style right in the beginning because you will want to mirror them for the remainder of the call.
The flow of the call follows a series of questions that you must ask to get the information that you need. As you ask your questions, take note of every answer, take note of their emotional drivers, take note of what motivates them, and let them know that you plan on getting back to them within 48 hours with a preliminary offer.
At the end of the call, once you have built rapport with the seller, is when you want to ask them for the best number to call them back on, confirm the address so that you can do your "due diligence" on the property, and let them know that you will be getting back to them soon with an offer.
You should never waste time talking about the actual specs of the home (i.e. beds, bath, and beyond) because all of that information can be found online. The only time you even want to get close to spending time talking about that kind of stuff is when you’re talking about repairs.
You also need to be prepared for objections. There are certain objections that you will receive with each one of those questions, and it's important to overcome those objections. The main question people will have a problem with are the mortgage/payment questions. It's important that you know what to say in these situations because you want to keep the process smooth and build trust with the seller.
That will be the topic of next week's blog post, so in the meantime, comment below with some of the most common objections you get with sellers, or any problems that you might have when it comes to getting on the phone with these folks and talking to them.
BOTTOM LINE IS THIS:
You can't make money without getting on the phone and actually talking to somebody. At Realeflow, we have gone to great lengths to help you leverage technology to automate the majority of your business and make real estate investing EASY for you. However, I can flat out tell you right now that you need to talk to people to be successful in this business.
With this script, you no longer need to be afraid. Use it and let us know how it works for you.