| |
| |
|
|
Real Estate |
|
Negotiating and Sales Skills Are Critical
When I first started getting active in creative real estate, my skill set at negotiating was very weak. I had done the telemarketing thing for American Express as a financial planner and had studied and learned a few techniques. On the surface one might think that would be a perfect tie-in to talking to sellers about their properties and their financial situation. I can promise you it wasn't. Yes, I did pick up asking general sales techniques like never asking close-ended ("yes" or "no" answers) questions. Also, it still works to ask multiple choice assumptive questions like "Would Tuesday at 6 p.m. or Thursday at 3 p.m. work better for you?". The basics were not enough. When I first began asking sellers what their loan balance was, I may have actually received a number for an answer 50% of the time. I had two major obstacles facing me. First, my belief system was cock-eyed in that having come from a financial/accountant type background, I knew without a shadow of a doubt that no one would ever just give me their house and that only a complete fool would tell me the balance remaining on their loan. Second, I didn't have a clue as to the right way to ask and I can tell you from experience that it matters greatly. The first obstacle, belief system, was easily overcome after I met my first truly motivated seller. Okay, beliefs systems are trashed and I must be the complete fool because that was way too easy. The second obstacle, phraseology/negotiating, is no longer an obstacle, per se, but it is still a skill that I continually try to improve upon. The two key components, assuming you have already properly established good rapport, are timing and the phrases you use. Here are some quick examples of how NOT to ask a seller what the loan balance is: * What do you owe? * Are you willing to sell it for what you owe? * How much equity would you say you have? * etc., etc. Now, don't get me wrong. If you use these phrases and similar ones enough times and with enough confidence, you will be able to get a numerical answer on occasion (as opposed to some of the not so friendly responses I received early on). Contrast the above phrases to these: * How much is left on the loan? * So, the property's not owned free and clear? * etc., etc. The first set of questions personalizes the issue and attaches the debt, and thus the problem, with the seller. The second set of questions creates detachment and since it's no longer "their debt" or "their problem" or "what they owe", it's just simply a number and not a problem to share. Since I first picked up on this one little tactic, I would estimate I get all the information I want on 99 out of 100 calls with almost no real effort. Granted, it does take time and practice to develop decent phone skills. The ability to naturally create rapport and flow with the call, yet still get the information you want will come with time. My point is that it's important to begin testing and tracking different approaches. If you do this, you will notice some very interesting results. Here's another example when asking about whether or not the seller would consider a carryback (financing it for you). I'd suggest actually trying this one out just to verify the reality. If I ask a seller something like: * Would you consider owner finance? * Would you do a carryback? * Would you carry paper on this? * etc., etc. What do you think my responses will be? Yes, I know that we like to use our fancy terminology once we've mastered it. I'm probably as guilty as anyone in that regard. However, what the above questions accomplish is forcing the seller into a corner. Either they have to admit they don't understand, and thus appear foolish, or simply say "no". Which do you think happens most often? Compare the above questions with something like: * Are you in a position where you could take payments? * Would it be possible for me to make payments for a while and pay off your loan later? These questions almost always lead to a "yes" or a "tell me more" type response. You'll be amazed at the difference. These are just two quick examples of how the phrases you choose can affect your results. Take a minute to consider how many questions you ask and how much information you attempt to extract from a seller in a single call. Knowing what to say and when to say it will improve your performance more than you can imagine. I highly recommend picking up some books and/or taking some courses on sales and negotiating. Roger Dawson has great materials available on this web site... http://www.texasrealestateclub.com/courses.html#negotiating and you can visit his site at www.rdawson.com. I'd also recommend reviewing our recommended book list for materials on sales and negotiating which can be found here... http://www.texasrealestateclub.com/booklist.html. Grab some books by Tom Hopkins, Zig Ziglar, and other top sales and negotiators and begin the quest. I firmly believe no other action will make you as much money as fast as developing these skills and practicing them. Regardless of your specific approach to your business, these skills will absolutely be used in every aspect of your life. About The Author Tim Randle can be contacted through his web site at www.TexasRealEstateClub.com; info@texasrealestateclub.com (c) Copyright 2003, All Rights Reserved
MORE RESOURCES:
Real-Estate - Google News |
|
|
|
RELATED ARTICLES
Fixing Houses for Resale: Three Beginning Steps to Increase Profits and Have Fun Real estate investors specializing in fixers make higher profits when they have a detailed work plan and know how to get around the future resale appraisal issues.Before you begin your fixer makeover, taking a few extra steps helps you make more money, avoid future appraisal pitfalls, and have more fun. The Great Real Estate Bubble Quiz You hear it asked on the radio, in the newspapers and on TV."Are we experiencing a value bubble in real estate and is itready to burst?"Do you have an answer for that question? Do you have a guess?Yes, I know the so called experts are lining up on both sides of the question. Real Estate News Happy New Year, Make it a better world. "Pay it Forward" as in the movie. Selling Your Home - Alone or with a Broker? How do you decide whether to sell your home (or land, farm, ranch, etc.) on your own or use a real estate broker? There are pluses and minuses to each approach. How To Realistically Get Started As A Real Estate Investor When it comes to real estate investing, most beginners find themselves with plenty of desire, a little bit of knowledge (from books, seminars, online message boards or something like that) and in most cases they have little or no money to get started with. Does this sound like you? If so you are not alone. How To Start Investing For Financial Independence, Part 2 Last week, we started a multi-part series about how to go from being a beginning investor to being "financially independent" in a steady and predictable way. Many, many people want to overly complicate this process so let's briefly, let's recap that discussion. Boston Real Estate - You Still Have Considerable Control Over the Sale of Your Boston Home Boston real estate is a hot topic. Daily newspaper articles comment on whether or not a bubble exists in the Boston real estate market, when and if it will pop, how interest rates affect the market, why Boston residents are snapping up interest-only loans, and how foreign investors in our treasuries keep interest rates low. Four Reasons To Offer Seller Financing An example of seller financing: Years ago I bought a rental property, and nine months later sold it for 15% more, without fixing or improving a thing. The easy terms are what sold it. What to Look for in a Real Estate Agent Real Estate Agents play an essential, critical role in the process of buying and selling a home. You just simply cannot afford to work with an agent that does not exhibit top-scale professional values. Why Should Sellers Be Absent During Showings? If only there were a way to sell your home without letting all those people come through. Unfortunately, the reality is that homes must be shown in order to be sold. Things To Consider Before Buying a Condo Hotel or Resort Residence Resort home ownership, such as condo hotels and fractional shares is different from typical home ownership. So it is important to ask certain questions before signing the purchase agreement on a resort property. If You are Hiring a Neighborhood Specialist to Sell Your Home, there are Some Things You Absolutely My husband and I were eating breakfast at the Good Egg the other morning and couldn't help but over hear a fellow talking to his elderly parents about their home. It was fairly obvious that his father had a hard time hearing and the louder he talked the more I was tuning in to what he was saying. How You Will NOT Make Money in Real Estate We all have seen some book called "How I Turned my last dollar into $1 Million by buying real estate in my spare time". Some of us even bought such books on an impulse with high expectations. Take A Shotgun Approach An effective real estate advertising strategy entails a 'shotgun' approach. A shotgun approach includes online internet ads, regular print ads in major real estate publications (AJC) of the property's location, as well as popular local area publications (Creative Loafing) and full use of real estate signs. The Art & Science of Property Valuation -- Automated Valuation Models It is no secret that sellers want to sell high and buyers want to buy low. But they often arrive at the negotiating table with very different ideas on price. The Listing Agents Role in Selling Your California Home Advertising to the "Public"Every home seller likes to be assured that their listing agent and or their real estate company will run ads featuring their home. Newspaper ads range from color photo ads to lots of listings reflected on a page with primarily only copy. Home Owner Association Restrictions - Read Before Buying Many communities have associations for homeowners, property owners, condo owners, or similar associations. The presence of a homeowners association, also known as "HOA", introduces another layer of rules and regulations to consider when buying a home. Appraisal vs. Market Value: How to Avoid Pitfalls in the Sale of Your Home When you sell your home, appraisers use comps (comparable market sales) of local properties sold within the last six months to value your home. With today's rapidly rising seller's market, six-month-old information is ancient history. Getting Ready to Sell Your Property We all have had the experience of someone important coming to the house and whether the visitor is an in-law, an old friend, or business associate you know the drill: Have the house in "show" condition.For investors the situation is much the same: First impressions count!!!! Even though you may not be able to tell a book by its cover, you'll probably pay more for a book if the cover is inviting, and attractive. Finding the Right Real Estate Agent:: A Guide for Seniors When considering buying or selling a home, seniors have a special set of needs that may not apply to others in the real estate market. The first time home buyer has a certain set of needs.
|
|||||||||||||||
