nsu1997,
Glad to meet you.
YOUR JOB ON THE PHONE IS TO SET THE APPOINTMENT:
The people that call you are already motivated.
Here is the opening of my scripted presentation and I start in the Living Room:
Mr. & Mrs. _____________ let me begin by telling you a little about the Cash Now Team. Present Credential Book (This is where I or my students show all of mine and their deals printed from County Recorder web sites, plus other information that gives us credibility in the eyes of the Seller.)
[b]We, as a team, have been buying and selling houses in various parts of the country for over 12 years. To date, we have purchased over two hundred million dollars in property. For those that qualify, we offer a unique opportunity.
The only way to tell if you and your house qualifies is to review specific information with you personally and evaluate your property. If at any time during our discussion, I feel that we cannot help you, I will let you know at that point rather than disappoint you later.
What I’m going to do here today is explain to you step by step how I arrive at the figure quoted to you for your equity and the benefits of a purchase by Cash Now. But before I continue, I want you to understand that I’m not going to paint you a rosy picture about buying or selling your house. There are good points and bad points. I intend to point out both sides.[/b]
Then I go into inspecting the house, plus other techniques, when they are silent praying I purchase their house, then comes the Take Away closing statement, the most powerful sales statement you can make. You can watch their body language at this point and tell if you want the deal… it is yours.
We answer all Questions before they become Objections when using a script. This is just a sample, but it works every time, your closing percentiles will go to 80%-100% if you use a correctly worded memorized scripted presentation.
John $Cash$ Locke