Foreclosure Listing Guide – Chapter 5: How To Get The Pre-Foreclosures To List With You.

Foreclosure Listing Guide – Chapter 5: How To Get The Pre-Foreclosures To List With You. 2017-12-09T11:29:03+00:00
 

Follow up after sending your book and offer a Free Foreclosure Consultation.

You can accomplish this by phone or by going to the door. You may find that the numbers you have are often shut off. These people have probably been bombarded by debt collectors and had enough. In those cases you’ll need to go in person.

Face-to-face may be better also when you have a really good lead. You don’t want to waste time. Sometimes going and knocking on their door may be your best option.

Understand that people facing foreclosure want answers. They do not know what to do, where to turn or what their options are. They are scared.

You can come in, give them advice and explain their options to them. As a realtor, you know what to do. Maybe you can help them do a forbearance or a loan modification. While that isn’t what we want to push them towards, we do want them to do what is best for them. Which, in most cases, will be to sell and get some cash from their home.

Explain to them how it all works. With foreclosure they are going to be hit with terrible fees and get nothing in return. The best option is to sell before they get to the point of no return, and are stuck with nothing.

The thing is, everyone wants the best. That applies to any seller. They want to get the most. Some sellers have the luxury of playing the waiting game. They can stick to their guns on the price, hoping someone will bite. Or they simply can take their time before lowering their price.

However, these owners rarely have time. They need to sell and they need to sell fast.

You come in telling them you can get them $30,000? Thats some pretty good news amidst the stress they have been facing.

Point of caution:

Be sure you only speak with the owner of the home. Do not begin your pitch unless you know it is the owner. You don’t want to be the guy calling and telling the family that they are having money problems and facing losing their home.

Here is the script for you follow-up. It’s pretty simple.

“Hi, is this John? My name is Ben. I’m a Realtor here in Jacksonville. I heard your house was in foreclosure. I have some information on some options you have to avoid foreclosure. Do you have a few minutes to talk about that?”

Wait for them to reply. They may say no, they have it figured out. They may go on to tell you about their situation in more depth. Whatever it is, wait and listen.

“Let me tell you a little bit about what I do. I educate homeowners on their rights and options to avoid foreclosure, and even put some cash in their pocket. I can come out to your home, explain all your rights and the different options available to you. Then I can answer any questions you have. It will take about 30 minutes to go through everything. When do you have time available to meet?”

If they are interested, set up an appointment with them. If they aren’t, then offer to send them information on the options. If they are interested in that, then email them what their options are. If not, thank them for their time and move on to the next.

You don’t want to start the conversation by talking about what they are trying to avoid: selling. Instead, talk about how you can help them get cash.

They are probably having a hard time, so cash will make their lives easier, less stressful and help them get back on their feet. They may not be open to selling right away, but you have them thinking about it. If and when they are ready, they will call you.

A few tips:

  • If you are nervous, remember The 5 Second Rule. These calls can be intimidating, especially at first. On the first call, count backwards from 5, and hit dial once you get to 1. Don’t build up anticipation or stress yourself out. Just jump in and start making calls.
  • Don’t focus on yourself and getting a listing. Think about how you can help them. Things get easier when you focus on helping rather than being a shark. Why would you feel anxious about trying to help someone out of a hard situation? You aren’t the bad guy, you’re the good guy.
  • You don’t need a fancy presentation. Present the information as simply as possible. It’s about building trust and a relationship, not being flashy.
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