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Most of my listeners and my mentor students are absolutely terrified of getting on the phone with sellers. I had this same issue myself when I started investing; cold calling just sucks, no matter how long you’ve been doing it. But when you change your mindset that getting on the phone is part of creating that brighter, shinier, and freedom-filled life, then it gets easier.
Here’s one of my most important tips for getting on the phone: the other person, you know, the one you think has all the power in the relationship? They are just as terrified, if not more so, of talking to you. This is true in 95% of the calls you’ll make. The key to overcoming your fears and theirs is simply to build “Know, Like, and Trust”. Just having an honest conversation will take you far, and you don’t need to know all the answers.
The next point I want to make is that there’s only a 30% chance they’ll pick up in the first place. When they do pick up, try this little ninja secret:
“Hi, my name is [your name here].
“I’m calling because I saw your property for sale [at/on Craigslist, newspaper, sign in the front yard, etc.]” Note: Craigslist owners are usually not that motivated.
Once you have the seller on the phone, it is ABSOLUTELY ok to take things slows. Some sellers will try to drag you to the altar before you have your first date. Be shocked and express that shock if they are trying to push things faster than you are comfortable. In fact, if they go too fast or you feel like things are spiraling out of control, you ARE ALLOWED to panic and hang up. I give you permission. Granted, doing this frequently won’t help your sales numbers, but knowing you have the power to just hang up will feel liberating and help soothe those fears.
Make sure that when you do get to that conversation, you ask questions and allow the seller to answer fully; avoid interrupting. Now there is a difference between listening to an answer and listening to respond; you want to be asking questions that get the sellers to give you the information you need to help them. You should be leading the conversation with questions, not trailing behind and waiting to respond.
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