The Art Of Cold Calling

I know, don't groan. You have to do them if you want to get properties and make money. Believe me, I used to hate cold calling. For those of you that have read our book, "Who Makes It Happen: Back On The Road To Success With Creative Real Estate", remember it used to take me an hour to get on the phone and then after 30 minutes I was ready to hang up.

I've learned over time to not think of telephoning as cold calling, but how I can help a seller or buyer. I realize if I make so many calls, I will get so many responses, and I don't take a no personally. It's their loss. Let them continue to pay to run their ads and six months from now when I call out of a paper or web list and they are still there, maybe then they will listen. There are too many people I can help. I refuse to worry about the ones that won't listen.

So, the first step is to get in the frame of mind that you are offering help. Next, let the seller do the talking. You listen. How do I do that, you say? Well, when I call on a home and someone answers (as opposed to leaving my message), I ask is the home still available? Great, my name is Susan, who am I speaking with? George, tell me about your home? This gets the seller talking. I just guide him/her with how many square feet, garage, etc. For those that have purchased our manual, this form is in the Seller section. You want to get as much information as possible. What they don't tell you ask. The last question I ask is, George, it sounds like a beautiful home, why are you selling? Then let him/her talk. This question tells you how motivated he/she is. Is he/she moving into a new home, relocating or just putting out feelers.

Next I ask the pricing information, how much are they asking for the house? How did they arrive at that price? Comps? Have they had any offers? If no offers, ask them why they think they haven't had any offers?

Next I ask about financing information. What are the payments? Any second mortgages? Are their payments current? Any CC&R's? What they paid for the home? Many times when I ask, "What did they pay for the home?, I get, "it's none of your business". Well, I say to the seller, this helps me decide if a Lease Purchase is workable, and it is a matter of public record.

Always be sure to check on-line or with public records that the person you spoke to is the individual who has the authority to deal.

Finally, I ask about Lease Purchasing and tell them the advantages. Some will say yes, can you send me some information? Others will say, no, I need to sell. I'll say, that's fine, why don't I send you some information so you have it on hand as another option if you need it. Always, follow up.

Remember, relax and pick up that phone. Otherwise, the deal and the money won't come your way. And remember, you can always consult!

Copyright 2000, DeFiore Enterprises

Interested in having your own successful, home based creative real estate investing business? Chuck and Sue have been helping folks start successful home based businesses for over 19 years, and we can help you too! To see how, visit http://www.homebusinesssolutions.com for the latest FREE tips and tricks, educational products and coaching in creative real estate investing and home based businesses. No time to visit the site? Subscribe to our "how to" Home Business Solutions Digest, it's like having your own personal coach: mailto:subscribeHBS@homebusinesssolutions.com

In The News:

---

YOUR Future Profits -- Protect Source With CARE

At 21 years, just out of Business College, I went... Read More

Get the Most Out of Your Current Customer

The customers you already have could be your biggest lead... Read More

My Competitor Has a Better Product

The topic of this issue's article is a response to... Read More

How to Buy Wholesale Store Fixtures for Your Business

It may sound funny, but honestly, if you're opening up... Read More

Customer Loyalty in the Technology Industry

For technology companies, service after the sale has emerged on... Read More

Build & Protect Your Confidence

I can remember the first time that I had to... Read More

Successfully Selling Your Professional Services

As a professional service provider you face special challenges promoting... Read More

How To Bully Your Prospects Into Buying Your Product or Service

Selling is a tough job, and sometimes you may need... Read More

Asking The Right Questions

On an introductory call, how do you gather all of... Read More

EXHIBITORS - Check Your URL

How many of you have a corporate web site? Everybody... Read More

What Are Car Boot Sales?

If you live in England then you will already be... Read More

Everything Follows the Pitch

If you asked me to point to the heart and... Read More

Why Write a Sales Letter for Each Product?

Authors/publishers are great at getting their books written. Entrepreneurs know... Read More

Five Things More Important to Buyers than WHAT Youre Selling - I

Article I of a two-part series.No matter what customers say... Read More

Six Steps to Creating Online Presentations for Telephone Selling

How much extra money could you make by closing just... Read More

Lessons Learned At Gunpoint

"If you do anything foolish or try to get out... Read More

Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one... Read More

Hate Follow-Up Phone Calls To Hot Prospects Who Won?t Call You Back? Stop Calling!

We all learned in Sales 101 we must follow up... Read More

The Prejudging Predicament

There's a direct correlation between sales experience and prejudging. The... Read More

Buying Mortgage Leads - Three Things to Consider

The time comes for all mortgage brokers and loan officers... Read More

Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people... Read More

Instead of Discounting, Back Some Value Out of Your Proposal

Last minute discounting has become so prevalent that many companies... Read More

3-Levels Of Successful Selling

Any selling approach that lacks a proven strategy, a practiced... Read More

Ten FAST Ways to Sell Your Products

Always give a reason for the sale for credibility. 1.... Read More

6 Ways To Get More From Your Promotions

1. Settle On The Right Way ForwardThe purpose of your... Read More

How To Get Face To Face Over The Phone

One disadvantage of selling by telephone is the lack of... Read More

Who Takes Your Money

Your business is making profits, but where is the cash?... Read More

How to Revive a Dead Lead

It's easy to spend days, weeks, or months speaking with... Read More

Letting Them Use Plastic

Obtaining merchant status will help to increase your sales. Consumers... Read More

Is Sales Profession an Oxymoron?

If you are in Sales, you have probably heard these... Read More

SPIN, Relevant To Both Salesmanship & Advertising!

Neil Rackham turned the world of high-ticket salesmanship on its... Read More

Impotent Questions - How Much Are They Costing You?

Last issue we talked about what motivates people to buy... Read More

Dont Let Rattlesnakes Scare You

Recently I was out trail running along the South Fork... Read More