This episode is Part 2 of John Martinez talking about how to be real estate sales wiz. If you haven’t checked it out, be sure to go and listen to episode 78 for Part 1 of this interview! Today’s discussion talks about how to handle an on-site appointment with the seller in an effective way, and get that deal!
Key Takeaways:
- Let’s dive right into it. What should you do when you meet with a seller?
- John has scripts to help give you a framework on what you should say to the home seller. Get it below 🙂
- John and Alex do a bit of role play to give you a better ideal of what that first homeowner meeting would look like.
- What is an advanced agreement?
- Build rapport through softening statements. John explains further.
- Remember, emotion drives action.
- Figure out what their core motivators are.
- Is money or time more important?
- If there’s more than one decision maker, then it’s important to figure out what motivates each and every one of them.
- How do you set price on the property?
- You want to be really reluctant to make the offer when it’s a lot less than what the seller was hoping for.
- Make your negotiation strategy a team effort between you and the seller, not you vs. them.
Mentioned in This Episode:
Episode 78: John Martinez on How To Get More Contracts and Close More Deals (Part 1)
Take Action Now on John Martinez’s REI Sales Academy. I have personally gone through this training, and have invested for my entire team to go through. I HIGHLY recommend it!
Get the Meeting with a Home Seller Script Here
Tweetables:
“The more the seller talks and shares, the more rapport we build.”
“Keep tapping into [the seller’s] different motivations and how important those motivations are.”
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