1. The Investor Introduction
Open: Alternative #1:
I’m a professional, qualified investor, and I’m looking to buy property in the area. …
Open: Alternative #2:
I work with different groups of investors, who are looking to buy property in the area…
Then …
… In order to determine if your property would be a good investment (for them) (for me), I need to ask some questions about your property (and your situation). Is now a good time?
Now… Use the latest “Property Information Checklist” ("PIC")
2. The Hard Ball Open:
Playing Hard Ball … when you want to save time on the phone and eliminate casual FSBOs
I work with professional investors who a looking only for properties which they can purchase 10 to 20% below market value. Would this situation be workable to you?
If “no”: I can understand. Sorry to trouble you. If my investor criteria change, I may check back with you. Thanks.
If “yes”: I need to ask some questions about your property (and your situation). Is now a good time? Ask the questions on the latest PIC.
3. The Magic Words
The Magic Words #1: I don’t know! …
If the sellers ask you a question you can NOT answer, say:
I don’t know! … And, I’ll find out! As I said, I work with several different investors.) May I check back with you in a couple of days??
(That seems like an excellent question to me! I don’t know why it hasn’t come up before.)
The Magic Words #2: I understand.
If the sellers insult you for negotiating a price… or for any reason;
or, if they say they are “not interested (in your offer at this time)”, say:
I understand.
Now, listen and empathize with the sellers with words like: "Wow! I see why you are so upset/concerned." Or, "Gee, that sounds like you've really had a bad experience. I can understand where you are coming from." ....
The Magic Words #3: Do you mind if I call you back in a month or so?
Say "Do you mind if I call you back in a month or so. Perhaps, your situation will be different, or perhaps my (investors’) criteria will change… would that be OK?"
Then, NO MATTER what they say to this…
Call them back in 3 to 4 weeks:
* Their situation really might change! They might NEED you to call
* YOU will sound like a different person, and they won't recognize you!
* Your investor criteria really could change, and you might be able to offer them more money!
