NUTS & BOLTS
Phone’s Ringing ... NowWhat? NOW THAT YOU’RE AN INVESTOR LOOKING TO BUY PROPERTIES, GETTING THE WORD OUT IS ONLY THE FIRST STEP IN MARKETING.
by Kevin Guz
ne of the scariest aspects of the business to new real estate
Here are three guiding principles to remember when the phone rings so you can ultimately buy more houses. YOUR ROLE AS AN INVESTOR IS TO LISTEN Remember: They called you. It’s their call. It’s about them. It’s their house and their situation. It is not about you and how great an investor you are. Or how many houses you have bought in that neighborhood, or how much you know about real estate. It is their time. It’s their call. So listen. Recap or review what they are telling you. This will ensure you are listening and understanding. Plus, it will allow the sellers to develop a rapport with you. As they walk through their story or situation, repeat it back to them during the call like this: “OK, I understand you have inherited the house of your aunt who lived on the south side of town. She has passed away, and the house is now vacant. And you are responsible for tak- ing care of the house and selling it. OK, that makes sense.” That is an example of repeating back to them what you have heard and helping them understand that you appreciate what their situation is. NO. 1
to know what to do professionally, and competently, without fear or apprehension. It is critical to convert those in- coming calls to appointments because that is the root of your business. Ask yourself: How many leads is my mar- keting generating? And secondly, how effective am I in converting those leads to appointments?
investors is when they get that first call generated from their marketing. It can also be scary to experienced investors because marketing is typically their single biggest expense. When your marketing starts generating leads and incoming phone calls, you need
A PRIORITY IS TO
BUILD RAPPORT You have a few minutes to build rap- port on the phone, with these complete
74 | think realty magazine | mar :: apr 2016
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