Converting leads into CASH: The 7 laws of selling

Whether your in the home or on the phone with a seller or potential prospect of his or her property you are selling. It's actually "selling the seller" as far as real estate goes, sounds kind of weird but nevertheless its still a sale. What are we selling? Peace of mind, easy and simplicity, debt relief, speed, efficiency

Their are 7 commonly associated principles that deal with selling to prospects you need to remember. The list seems very simple but its amazing on how many investors actually don't utilize all 7 laws at all, the few that do does so poorly. I would like to be the first to admit that it took me quite some time to ingrain all these principles into my head before it became routine. You must practice everyday until it comes out natural. Trust me, you will buy a lot more houses that way.

Here are the 7 laws:

1. Keep it simple, easy and straight forward
2. Be enthusiastic
3. Show and then tell
4. Keep them saying "yes"
5. Call them by name
6. Always Agree
7. Ask questions

1. Keep it simple, easy and straight forward - You never want to confuse the seller. A confused mind always say no. I recommend bring out a home buying package which explains in detail on how your home buying program works where you and the prospect can go over in detail step by step to ensure they understand fully what you are looking to do. It also gives them an understanding of your creative offers.

2. Be enthusiastic! - If you don't sound exciting about your program and your offer, how do you expect the prospect to feel. Make them excited about your offer and how your going to solve their problems.

3. Show and then tell - Just like #1. Bring a home buying kit with you as well as a credibility kit along to your appointments to show your process. Along with those bring a written copy of your offers or just write them out in front of them on a pad so you can explain it to them. Just don't go rambling about everything without showing them something first.

4. Keep them saying "yes" - Direct the prospect thru your conversation by asking questions that would lead to the prospect saying yes. This is important as you want the prospect to agree with your propositions. For example. "Mr. Seller, would you agree that renting your property from 200 miles away would be quite challenging? " Based on your research of the prospects pain points and problems you cater your questions and direct the conversation to get the seller to see the big picture.

5. Call them by name - Always call the prospect by name. Calling a person by name triggers the mind to grab their attention allowing you to ask your next question or statement. When you are in a situation with a seller where you are trying to purchase their home either creatively or for a deep discount you want to make sure you have the upmost attention of your prospect.

6. Always agree - Whether you think the seller is completely wrong or ridiculous always agree. You never want to disagree a point with the seller. For example if your faced with a situation when the seller disagrees with your creative subject to deal which will leave the mortgage in the sellers name, all you say is:

"Mr. Seller, I totally understand. I would think that all investors are snakes too. You must be thinking that because of the news of the latest scams on homeowners. Let me ask you this, What would make you more comfortable to do this deal? How about you, myself and your attorney meet together to go over the details of the deal. Would that make you feel more comfortable?"

In this example you agreed with the seller. Called him by name, asked him a questions and resolved the problem by adding his attorney into the mix to add credibility.

7. Ask Questions - Always ask questions. Not only you understand your prospect more but also gives you a level of control over the negotiation.

You don't have to use these laws in order but just make sure that you utilize them as much as you can. You figure you spend all that money on marketing for these leads so you should be trying you absolute best at converting your leads into CASH!

Til my next post...