You get out of your car, and look at the front door…
“What am I doing here?” you ask yourself.
As you start walking toward the front door, you begin to sweat.
“I never thought I’d get this far. I had just become comfortable talking to sellers over the phone.”
Breathing heavy, you walk up the steps onto the porch.
“Gosh, I hope I don’t make a fool of myself, and blow the deal.”
You make one last ditch effort to compose yourself, and clear your throat.
You’re finally there…
… You’re at your first appointment with a motivated seller.
At our fantastic all-day Wholesale Workshop we put on in Billerica last month (thanks to those who made it a great day!), there seemed to be a lot of questions surrounding how to approach and communicate with sellers, on the visit to their home.
Before we jump in, it should be said that I believe, in all facets of life, COMMUNICATION is key. Effective Communication is the key to lasting relationships, successful business partnerships, raising & educating children, WEALTH, and HAPPINESS. In fact, when you think about it, the only PROBLEMS in this world stem from misunderstandings and miscommunications. But, enough with my psychological and political lessons for the day…
How can you apply this to your business?
Did you ever hear that in your first meeting with someone, you’re judged in the first 3 minutes? Well… barely 30 seconds is all it takes, before the seller knows whether or not he or she will do business with you, trust you, or like you. And remember… people do business with other people who are LIKE THEM, and who they feel they can TRUST. Your goal is to show them you are like them, and to BUILD RAPPORT. But you can’t start building rapport until they allow you into their house – so your image is important.
- For starters, don’t drive your brand new Mercedes up to their door. Chances are, the sellers you are targeting are those who are facing some sort of financial difficulty. They need someone they can relate to. When I started, I drove my 1990 Plymouth Acclaim (because… well, that’s all I could afford back then), and I fit in just fine.
- DO NOT wear a suit! I usually wear khaki pants and a button down collared shirt.
Tomorrow’s post goes more in depth about finding out the needs of sellers and building rapport… Stay tuned for Part IIby