Phone Answering Scripts/Ideas..
Hi All,
We have started out in REI a few months ago. Using bandit signs, we have been able to generate quite a few calls, however, no deals yet. Lots of showings but everybody here in Toronto seems to want "full market" prices.
What sort of phone script do you guys use when a seller first calls? We've been using one from a course but it doesn't seem that great. We start out telling them we're investors and we buy properties at a discount etc and then we get them to tell us about their place. But i feel like we're missing something..
Anybody got any good phone tricks they have used successfully? What are the best ways to qualify somebody on the first call? What are the best ways to build credibility and get them to work with you rather then list the property?
Thanks!
This is just my opinion. If you're answering the phone yourself, it's better to use a CHECKLIST (just to glance at), rather than a "script" although I suppose if you used an answering service you wouldn't have much choice.
It's important to converse naturally, and this will enable you to establish a relationship with the seller, and to gain his confidence and trust. Caring about him and solving his particular problem is the most important thing.
It's better not to plan what you're going to say, but there's nothing wrong with referring to the checklist to make sure you cover all the points.
That's about all I can say, but I think you understand what I mean.
I agree with Rambler, scripts are not good when trying to convince a seller you are not hustling them.
Talk with them, build rapport first.
Good Luck
This is just my opinion. If you're answering the phone yourself, it's better to use a CHECKLIST (just to glance at), rather than a "script" although I suppose if you used an answering service you wouldn't have much choice.
It's important to converse naturally, and this will enable you to establish a relationship with the seller, and to gain his confidence and trust. Caring about him and solving his particular problem is the most important thing.
It's better not to plan what you're going to say, but there's nothing wrong with referring to the checklist to make sure you cover all the points.
That's about all I can say, but I think you understand what I mean.
Hey guys,
Makes sense.. however, most of our customers call and right away ask "so tell me about your company - what do you do".. This is kinda where we tell them we're investors and that we buy properties privately from people with different needs. I'm not sure if this is as effective as it can be.. What is your elevator pitch or do you try to get them talking about their situation right away?
I feel like we have those 10-15 seconds to either gain credibility and trust or lose the interest of the caller..
For a newbie, the key is to set the appointment over the phone--not close the deal. Tell the owner that you have several programs that allow you to buy their home and that you'd love to sit down with them to see if they qualify.
Hey,
A "script" is about the worst thing you can have as an investor. You end up sounding like a robot or a magazine telemarketer. You do not, and can not, build a relationship with a seller using a script. A checklist (I think rambler mentioned this) is a very good idea, and after a few calls, you will not even need this.
When someone calls you, you have to speak to them LIKE THEY ARE YOUR BEST FRIEND; a natural flowing conversation is what you are trying to create.
I agree 100% that you can NOT close a deal over the phone. If you try to you will get no deals and be very dissappointed.
On the otherhand, I strongly disagree that you set up an appointment with anyone that calls. You will end up wasting a lot of your time on "tire kickers". Ask a few key questions that will let you know how serious the sellers are and how motivated they are. Then set up the appointment and close the deal.
Guys - great advice. We will adjust our strategy accordingly..