Have you ever talked to a seller and before you knew it, the deal was slipping
away and gone? It did not matter if it was on the phone or by email. The longer
you talked to them it seemed less and less likely that a deal was going to
happen on the home with a great profit. I want you to know if you ever have
experienced this, your are definitely not alone. Most of us have gone through
this to some degree or another as well.
The #1 Cause for Whole Sale Real Estate Investors Failing
To Connect and Close "Guaranteed" Deals
The reason this happened is because you did not connect with the home seller.
You came down with a case of commission breath! Believe me, when you have
commission breath, the seller can smell it a mile away.The important thing is to
learn how to identify it and then learn from it.
Here are some questions to help self diagnose yourself
and tell if you have commission breath.
1. When you talk with a seller, do you come across as a sales person instead of consultant?
2. Do you end up talking more about what will be in the deal for you, rather than what will be in the deal for the seller?
3. Do you talk with an "attitude of a servant" rather than being a self centered real estate investor trying to impress the home seller how much you know compared to how much you can help them get what they want?
If you are currently doing any of these, you might have a case of "commission
breath". The cure to getting rid of commission breath is that you need to
understand who it is that you are talking to over the phone or in person.
- Goals & values
- Demographics
- Challenges and pain points
- Objections and roles
- Sources of Information
- Needs and wants
- Alternative options and solutions other than you
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I want to give you this free download to help you answer the questions above.
This will come in very handy for you in answering your sellers questions as well.
It will help eliminate your "commission breath" because you will be able to
connect with your seller where they are at instead of where you think they
should be.
How Do You Get More Deals Under Contract With Ease and Avoid "Commission Breath?" Simple.
Remember This Simple Acronym "WIIFM"
question for your sellers, you will close more deals. If you don't, your
competition will answer this question for them and you will lose out. When you
talk to sellers, you want to come across from the stand point of a consultant
and not a sales person. You are looking to help them and create a deal that is a
win win for both parties, not a sales pitch.
The other thing you want to make sure to do is ask questions. This does two
things for you. First, it will help you maintain the control of the conversation.
Secondly and most importantly, it will help you see if both parties are a good fit
for each other instead of trying to convince them it is.
Some Questions You May Want to Ask:
- Would you consider selling on a lease option or land contract (or a contract for deed)?
- Can you tell me about the property?
- How many bedrooms, sq footage and baths etc
- Is it vacant or occupied
- Would you consider selling on terms if we could get you your full asking price?
- How much do you want for it?
- What is the property's current condition?
When you ask questions like this and listen to what the seller has to say to you.
They will begin to know, like and trust you. You will know everything you need
to make an offer that is a "win win" for you and the seller because you will be
able to customize it to their exact wants and needs.
Makes perfect sense, right?
Beautiful!
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