Saturday, 26 March 2016

(Blog Post) Real Estate Investor? How To Invest In Real Estate And Connect With Sellers Without Having Commission Breath!

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

 Download and Understand the "Motivated Seller Avatar" With The Customer Avatar Worksheet By

Download Digital's Customer Worksheet Here

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"

This acronym is short for "What's In It For Me?" When you learn to answer this

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? 



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