Once you’ve prescreened your leads through your VA, it’s time for you to get on the phone and find out a little more about the property so you can lead into your offer. But sometimes it’s hard to not give away too much information or to steer the conversation in the direction it needs to go into. I’m talking through some conversations with my coaching client Rob Steers to help him improve his selling persona and make more offers.
First of all, you have to remember that the VA isn’t going to have a chance to be chatty and get to know the lead. That’s your job when you get them on the phone. There are 5 main points to your conversation, so when you get the seller on the phone, you need to focus on:
- Their motivation
- Their situation
- Their time frame
- The condition of the house
- The price
Listen carefully as Rob and I take turns asking questions and trying to come up with a number. Rob has some great questions that will really help turn the conversation in his favor.
I hope these coaching conversations help you see a better way to have conversations with your sellers, and if you’re interested in coaching with me, connect with us on our website. Just fill out a form, and we’ll get together and see if we’d be a good fit.
What's Inside:
—How to get to the point in a conversation where you can throw out a lowball offer.
—The questions you can ask to uncover a seller’s motivation.
—How and why you need to build some rapport with a seller.