Hopefully you are using solid marketing techniques like online ads, bandit signs and letters or postcards to solicit motivated sellers. But what happens when these homeowners get you on the phone? Building a rapport with the prospective seller is of the utmost importance when screening leads. These are real people with real problems and understanding the root of their phone call to you is crucial.
During the conversation you may be trying to work out the numbers in your head. Obviously the numbers are important. But always remember there’s a person behind those numbers. Uncover the story and show some compassion. This will help you determine the real situation as to why they are selling and also learn their level of motivation.
I’ve found the most productive phone calls happen is when I really listen, don’t make them wait for answers and understand that every situation is different. Attached is a Lead Form we use to help us gather information from prospects. Feel free to download it and use it to pre-qualify your leads. Leave a comment about your experiences working with sellers.
