If you want results you MUST implement proven strategies on a regular and consistent basis. One of the single biggest factors to your success is Building Rapport with Distressed Homeowners a necessary skill that can be learned! That’s the good news …
Finding Distressed Homeowners and helping them with their specific problems all at the same time building rapport is an other matter …
As the nations leading data provider CDLData.com specializes in Marketing and Lead Generation for real estate professionals and Investors to keep your pipeline full. Need more information about your real estate need contact us here <more-info> or call 866-377-4599. Building Rapport
The Mindset Behind Sellers
You may be thinking, finally, we get to talk about sellers and looking at property! It’s true. We have reached the point where we are ready to start looking for problems to solve and property to purchase. Note how we worded that last sentence. We are looking for problems to solve. We are not looking for just any house with a for sale sign on it and asking our buyers if they are interested. The value that we will be bringing is wrapped up in the solutions that we can offer to our sellers who have some sort of problem to solve, be it big or small. We are there to save the day! Don’t forget this. Building Rapport
There are all kinds of different motivations and situations wherein sellers will need help. When you start dealing with sellers, you will begin to realize that real estate is a people game, not a house game. During this piece in the process, you will be building rapport and doing a lot of listening. The main objective throughout the sales process will be to solve some sort of problem for the seller. To identify this problem, you will need to be asking great questions and listening for different pain points.
There is no shortage of problems in this world that can be solved by the selling of a property. No two sellers are alike, and no two problems are identical. Speaking with sellers and solving problems is a practice, not an end game. When you are talking to multiple sellers daily, you will be sharp and ready to solve any problem they can throw at you. If, instead, you are inconsistent in your marketing and rarely speak with people, you will be uncomfortable and less effective. Let’s talk about some of the problems you will be solving: Building Rapport
GREAT QUESTION: WHY DO YOU WANT TO SELL?
Locating Problems to Solve Building Rapport
Now that we are aware of just a small fraction of the possible problems sellers face, CDLData.com Hidden Treasures can help you locate these problems. Better yet, we need to learn how to discover these problems by asking great questions and consistently marketing ourselves as problem solvers. Our focus in the beginning is to build a large network so that we have potential sellers approach us and ask us to be their personal problem solver. To do this, we will be putting our name out into the world everywhere we go. When the leads begin to funnel into us, we will begin the process of uncovering the real problem at hand. Not everything is what it seems. To learn the source of a seller’s pain, we need to ask great questions, build rapport, and feel genuine empathy. In doing so, we lower the walls surrounding the seller’s ego, and then–and only then–we can solve his or her problem. People sell to people they like and trust. You need to be more likeable than the next guy. You do this by actually caring about the situation at hand and asking questions about the seller.
GREAT QUESTION: HOW WOULD I FEEL IF I WERE IN THIS SELLER’S SITUATION?
Building rapport is a learned skill. Whether you are an introvert or extremely outgoing and talkative doesn’t matter much. Regardless, you will be starting at the base problem and working your way up. The first time you meet a seller at a property you will feel out of place. You will feel strange. You may actually feel like a bit of a fraud at first because in many cases people just starting out don’t have the money or network to purchase the property. Luckily, you are following this process step by step and know in the back of your mind that even if you don’t have the funds to purchase the properties, your partners do. That thought should give you the confidence that you belong there. Remember the value you are bringing to this distressed situation. You are meant to be there. So, don’t worry too much and focus on the two most important things you should be doing:
Sounds simple enough, right? However, you would be amazed how much we tend to get chatty and/or not listen intently when we are in an uncomfortable situation. Don’t be surprised if the first time you leave a property walk through with a seller, you don’t remember anything that he or she said. This will improve quickly over time. Again, expect this, and don’t be ashamed if it happens to you. Asking questions is the most proven approach for building rapport. Why is that? It’s because people love to talk about themselves. When you truly listen to the answers and the sellers’ story, they will respect you and put you on a higher pedestal. Think back to a time when someone wouldn’t shut up about themselves and their life. How did you feel about that individual? Now think about someone who is a great listener and who you can count on to call if you need to talk to someone. How do you feel about that person? Make sure you fall into the latter category. Be the powerful listener. Below are some great questions to ask a seller. Building Rapport
GREAT QUESTIONS TO ASK …
If you listen carefully, you will then be able to unearth the true problem at hand and help them solve it. You will become their knight in shining armor. Uncovering motivation is an art form. You need to be ethically strong to be doing this, as well. If someone were to do this simply to manipulate someone, shame on that person. This is meant to be a tool for helping, not conquering. The answers to the above questions will range from typical to over-the-top crazy. No matter how they answer them, it is more important that you are listening closely and discovering the true pain at hand. You should be listening 80% of the time, at a minimum. Building Rapport