You have done the marketing, you know the numbers, you want the deal. However the seller may still be in the “let me think about it mode”.\u00a0\u00a0 Overcoming his objections and knowing how to spur his decision making process along is key! You want to get the contract now.\u00a0\u00a0 Here is how:<\/p>\n
\nBelow are some of the objections that you will come up against:<\/p>\n
Here are some of the ways to get this done respond.<\/p>\n
I wouldn\u2019t want you to give your house away either.\u00a0 What price would you consider to be giving your house away?<\/p>\n
If you can respond to seller\u2019s questions, comments and objections, you will make a TON of money in this business. Again, it comes with experience. But, so does everything in this business. If your funnel is full, and you are speaking to tons of sellers, you will get good\u2026 really good.\u00a0 Practice makes perfect. And hard work, or putting in the hours, is one of the three components to extraordinary success.<\/p>\n
I hear this so often\u2026<\/p>\n
“I got a bunch of calls off my bandit signs today. I called them back and a few have potential. So, I made an appointment to go see the house next week. I\u2019ll call you back then and let you know if it\u2019s something we should pursue” <\/em>:<\/p>\n Next week is way too late!!!!!<\/strong><\/p>\n In fact, tomorrow is way too late.\u00a0\u00a0 HIS AFTERNOON IS WAY TOO LATE!!!\u00a0 Look, if this seller called you from a bandit sign, or an ad on Craigslist, or a newspaper classified or whatever, he most likely called every other sign or ad he came across, too. How do I know?\u00a0 Because most sellers and most people, for that matter, are not idiots. They know that the more people they talk\u00a0 to, the better chance they have of getting the best possible offer.<\/p>\n So, here is what you do:<\/p>\n How?<\/strong><\/p>\n If the property is within driving distance, and the seller is home, you get in your car and drive there immediately. If you can\u2019t make it at that moment, or if the seller is not available, you find the next best possible way to get your contract signed\u2026 now<\/strong>.<\/p>\n An in person meeting will greatly enhance your chances of actually getting the seller\u2019s signature on the contract. You think just because you received a verbal agreement, that he is going to honor it? One would hope so, but it is far from guaranteed. It is much more difficult for him to back out, however, if you are standing right in front of him.\u00a0 People are not usually idiots\u2026 but most people are cowards.\u00a0 Even if they\u2019ve received a better offer before you arrive, when you do, they will usually cave in and fall back to your verbal agreement. That\u2019s just human nature. Most people want to avoid confrontation as much as possible.\u00a0 Good thing you and I aren\u2019t most people\u2026 Ok, so you came to a verbal agreement on the price, over the phone. The seller is not home, but at work, so you can\u2019t drive the contract over.<\/p>\n What\u2019s the next best thing?<\/strong> Fax it or Email it<\/span><\/strong><\/p>\n Get the seller\u2019s work fax number and fax the contract over. And make sure you follow up as soon as it\u2019s sent.\u00a0 Fax it, wait about 10 minutes and then follow up with a call. And, take a few minutes to ask if he\u2019s had a chance to look it over, and if he has any questions. If he does, kindly answer them\u2026 and then ask him to sign and date it, and then fax it back. Explain that the quicker you get the contract back, the quicker you can get to work getting his cash.\u00a0 Don\u2019t act desperate. But push\u2026 oh so gently.<\/p>\n Without that signature on the contract, you have no legal right to that property, nor do you have any leverage whatsoever. Once he signs, legally he cannot sell his property to anyone else, while your contract is still valid. If he does, you simply go to your county courthouse\u2026 and cloud his title. That will keep him from being able to close with anyone else. That doesn\u2019t happen that often, though.<\/p>\n If you can\u2019t drive it over, and absolutely cannot fax it, you can email( it or send it by mail.\u00a0 If you do email it, make sure you put the contract in PDF format, so he cannot change it!\u00a0 I feel much better about email when the contract is converted to a pdf. That way, the seller will have to print, sign and either scan and email, or fax or mail.<\/p>\n The postal service is the absolute worst way to send out a contract\u2026. If you already have a verbal agreement established. Now, if you\u2019re making a blind offer, which has not been given verbally first, then by all means, mail it. It will probably get rejected anyhow, since the reason you\u2019re mailing the contract instead of giving it verbally is because your offer is WAY lower than the seller\u2019s expectation. So, go ahead and stick in the mail, if you so desire. However, if you and the seller have already come to an agreement on the purchase price, exhaust the other ways first, before dropping it in the mailbox.<\/p>\n So, what do you do when your offer is rejected?<\/p>\n 1) Get the seller has a hard copy contract in his or her hand, and has your contact information, and<\/p>\n 2) FOLLOW UP!!!<\/p>\n Most of the offers you give are going to be rejected. That\u2019s just a fact of life in this business. Many sellers are optimistic, to a fault, about their ability to sell their home, at their desired price.<\/p>\n So, you make an offer over the phone and it\u2019s rejected by the seller. You fax or mail a contract for the same amount you verbally offered to the seller.\u00a0 Then, you put a reminder somewhere to follow up same time next week. If it gets rejected again, you repeat.\u00a0 Do this every week until the house is either sold, or taken off the market.<\/p>\n Listen, it is imperative that you stay top-of-mind with the seller. If you simply make an offer over the phone, get rejected, then move on to the next one, you are certainly missing out on some easy money. I mean, how difficult is it to jot down a reminder and call up a seller?<\/p>\n Here is how it goes:<\/p>\n Hi, Mr. Seller, it\u2019s ________________ again. We spoke last week about your home. Listen, I just wanted to touch base with you and see how the potential sale of your home was going. I want you to know that my cash offer still stands. If you need me, please do not hesitate to call. Take care. <\/em><\/p>\n I can\u2019t tell you how many times I\u2019ve followed up, months after having an offer rejected, only to have the seller meet my price and terms. Some sellers are logical about their situation. Some\u2026 are just delusional. For those individuals, you need to follow up, often. Failing to do so is just stupid!.<\/p>\n\n
\n <\/strong><\/p>\nThe Money is in the Follow Up!<\/h2>\n