Whats up guys :beer
I made this outline for dealing with buyers after having some disappointing experiences. I think if you don’t have enough facts about the buyers situation you tend to get “buyer facade” meaning they are very nice on the phone and speak little, but then they become extremely flaky and don’t follow through on anything. I wrote the questions in order below the outline, but when you have this sheet while talking to buyers, it’s best not to have full questions or it may sound like your reading a script.
Selling Outline
Name/Number/Email
INTRO
Is _______ There
Called Me About
Answer Any Questions
Interested In Program
MEAT
- Credit Score
- Lender Not Like
- Monthly Payment Afford
- Down Payment /\ Deposit
- Paying In Rent
- Occupation
- Annual/Monthly Income
- Who’s Purchase For
- Motivation To Buy
- Really Looking For
- Ever Owned Before
- Areas Looking At
APPOINTMENT
Must See First
Call Me Outside OR
Make Definite Appointment
INTRO
Is this John? Or Is John there?
This is Paul from Fast Homebuyers and you called us about the 3 bedroom property in Springfield.
Is there anything I can answer for you about it?
After you answer questions on the property… you ask
"Are you interested in my lease purchase program? Or owner financing program or whatever you are pushing and advertising for.
They will either say YES or NO I have my own lender. If they say yes… then you begin with the meat questions.
MEAT
What is your credit score?
If an lender looked at your credit history, what would they NOT like?
How much of a monthly payment can you afford?
How much do you have saved up for a down payment or leasepurchase deposit?
How much are you currently paying in rent?
What do you do for a living? What’s your occupation?
What’s your annual income? Or what is your monthly gross income?
Is this purchase just for yourself?
Why are you looking to buy?
What are you really looking to purchase? What property criteria?
Have you ever owned a property before?
What other areas are you looking to buy?
APPOINTMENT
If the property is occupied with a tenant, I make sure they see the exterior first before I make an appointment. If you don’t do this, you make an appointment and then the buyer drives by, doesn’t like it, doesn’t show up and then the renters get pissed off. And if the property is vacant, you can have them drive by it, and if they like it and want to see the inside, have them call you back then you give them the lockbox code.
And if there are renters occupying it, and the buyer drives by it and calls you but the renters aren’t there right now, THEN I would be willing to make an actual appointment.
Just getting alot of facts on their situation puts you as an AUTHORITY figure on their life because you understand where they are. It automatically creates rapport and the buyer is much more likely to follow through on what he says.