How to Ethically Force Sellers to List Their Homes With You

How to Ethically Force Sellers to List Their Homes With You 2018-04-26T04:58:16+00:00

Here’s a Quick Summary of What I Cover in This Guide:

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She was just one of those people that was just not having it. She wasn’t impressed by anything. I mean, I could have offered her a million dollars, and she probably wouldn’t have been impressed. She was just one of those customers.

We’ve all been there, haven’t we?

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Here’s the reality. When I started in real estate, I took several different approaches.

I’d meet with people who were in financial problems. Maybe they were facing foreclosure, or they were behind on their property taxes.

I gave them a completely free consultation on how to avoid foreclosure. I’d talk to them for 30 minutes or an hour. Sometimes, I got a listing. Sometimes, I didn’t. Everybody told me I was crazy to do stuff like this.

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I recently talked to an agent in Oklahoma who used the same strategy. Jim stopped by a FSBO and offered them his book. They were outside doing yard work when he was driving by.

He said, “Listen, I’m not gonna, you know, I’m not trying to buy anything. I’m not trying to sell anything. Here’s a book that might be able to help you sell your house a little faster for a little more money. You folks have a great day. If you have any questions, you can call me any time, no obligation, no cost.”

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So now that you understand the concept, you’re probably wondering exactly how to put it into action.

I’ll often find people who are behind on their property taxes. In 2009, a spokesperson for the U.S. Internal Revenue Service estimated that 8.2 million Americans owed more than $83 billion in back taxes, penalties and interest.

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Last year in Jacksonville, 3,429 homes were sold because of delinquent taxes. These people had to sell. If they didn’t, their homes would be auctioned off. Most of those homes weren’t sold by a Realtor. Unfortunately, most of the homeowners didn’t sell their homes at fair market value. A lot of times, the homes were snatched up by a greedy investor.

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Here’s an overview of the steps.

1. Find people who are behind on their property taxes.

You can find leads through your local county tax collector — either through their website or by going to their office. You can typically find their website by doing a simple search: *Your Area* Tax Collector.

You can either browse the website or call their office. Call them up and say, “How do I get the information on the people that are behind on their property taxes?”

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If you haven’t heard from many people, you can call the numbers you found in your research. Make sure you’re talking to the owners. Say, “Hello, my name is Ben. I’m a Realtor here in Jacksonville. I noticed you had a property that had some past due property taxes. I’ve got some information on some different options to help you resolve your tax issues. Do you have a couple of minutes to talk?”

They may or may not say yes. If they agree to speak with you, tell them a little bit about who you are and what you do:

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What’s the best place to find phone numbers?

If you really want to find the phone numbers that not everyone has access to, I recommend using Intelius. It’s $20 a month for a premiere membership — sometimes they have a discount.

How do I mail the letters?

There’s a couple of different ways to do it. You can print them out, stuff the envelope yourself, or hire a high school kid to do it. You could do a mail merge. There are instructions on how to do that if you search Google.

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Chapter 1