Over the years, I’ve talked to thousands and thousands of potential sellers. By trial and error, I‘ve developed an art to mastering the negotiating technique that I’m going to demonstrate with a script for you today.
Keep in mind, when it comes to that first phone call with a motivated seller, you need to control the conversation and achieve these 5 objectives:
- Build rapport with the seller over the phone.
- Identify what is motivating the potential seller to sell.
- Collect information about the property.
- Set a preliminary price.
- Make an appointment to see the property.
Okay, are you ready for a little impromptu role playing? (No, not that kind…)
I sent out my nifty postcards to tons of absentee owners with high amounts of equity. A motivated seller, whom we’ll call “Bud,” received one of my postcards and gave me a call.