Winning sellers over the phone is a skill that you can learn with time-tested strategies and practice. Some of my students come to me asking me for tips on how they improve this skill so they can broaden their market. They want to know how they can get better at negotiating over the phone.
While negotiating is a bit more challenging over the phone, it’s certainly possible to win sellers over even if you’re a beginner. In fact, in my early investing days, I closed my first huge deal, cashing a check for $100,000 in 30 days – and the seller was out of state! I was in San Diego and the seller was in New York. On the telephone I spent some time building rapport with him. I got to know him some and the painful housing position he was in. I then went on to share with him how I could help him get out from under his dilemma fast, and he jumped at the opportunity.
Now, if you want to know how to better win over sellers that are out of state, here are some valuable tips:
- Send out your credibility report ASAP
People need to know that you’re credible or they’re probably not going to want to crunch numbers with you. Therefore, I advise you to send them a credibility report before you even start talking to them about numbers. This report will help them see that you’re the real deal and that you’re committed to providing only the best services. I’ve spent thousands of dollars having the specialty report written and tested, there is a template for this available for owners our Profit Grabber program.
- Build rapport
As I mentioned before, building rapport is essential to winning sellers over. This is where you get to connect with them on a deeper level. See, rapport is created when people feel like they have something in common with you. That you actually care about more than just closing a deal. They don’t want to just hear you spew out numbers. They want a connection, so hone your rapport skills as best as you can and take time to make that connection – even if it’s over the telephone.
- Educate them
Once they’ve got your specialty report in front of them and you’ve taken time to connect with them, then start educating them on what it is you can do for them. You’re going to position the conversation just as if you were sitting right in front of them. In fact, you can always arrange a video call with them through something like Skype if you want. Some sellers will be all for this and others may not be comfortable, so go with what they want.
- Negotiate
After you’ve educated them and worked some numbers with them, you may need to pull out your negotiation skills. I’ve created a Presentation, Education, and Negotiation system that works, so all you have to do is learn it inside and out. This way, you know exactly what you’re going to say during the whole process – all the way to closing the deal.
Keep these tips in mind when you’re talking to a local seller or a seller in another state. Practice makes perfect, so keep practicing and honing all the skill sets involved in being a successful property investor.
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