While
some people may be motivated to sell
their homes, it may make them
uncomfortable to work with strangers.
Gaining the trust of your motivated
seller is essential to your success as a
real estate investor.
Most people want someone they can trust to
work with in any situation, and when it
comes to selling a home, even the most
desperate of individuals wants to feel safe
and secure with the person to whom they are
selling. In order to motivate even the
sellers most ready to part with their home
to work with you in a trusting relationship,
there are several ways in which you can
engage that person and make them feel at
ease when considering doing business with
you.
In
order to make an individual more comfortable
with the idea of selling his or her home to
you, the first key is getting to know the
person. There are several questions that you
can ask as a real estate investor to appear
more personable without seeming nosy. Engage
the person in general conversation, starting
with a simple question, like “where are you
from?” Let them answer, and tell them that
you’ve always wanted to visit there or
mention if you have a relative in the area,
finding some common ground. Then, ask them
what their occupation is, showing sincere
interest and telling them that you’d like to
know more about it.
Find out what his or her hobbies are, and
share some notes about those. For instance,
if your motivated seller happens to be a
coin collector, ask about the commercials
you see on television regarding the
collector’s sets and get their take on
whether these are actually valuable pieces.
Show interest in their activities. One way
to assure that you can do this is to have
the seller show you around the house, giving
you a short tour so that you can take in
details, such as bowling trophies or
pictures of family that you can use to make
conversation and build up rapport with the
potential client. These personal touches can
create trust and confidence in your business
relationship.
One excellent way to draw out the
motivated seller is to ask one very
valuable question: why are they selling such
a fabulous house? After all, you are looking
for newer homes in nice, clean
neighborhoods, and you will boost the person
by complimenting the home while also
gathering information on what is creating
the motivation for this seller (a divorce,
medical bills, etc).
When you’ve accomplished all of this, it’s
time to sit down and give the message to the
homeowner about what you can do for them.
The best way to fulfill this obligation is
to ask four basic questions. Have the
motivated seller repeat why they are selling
such a lovely piece of real estate. Ask them
who else or what else they have tried in
attempting to sell prior to speaking with
you. Ask them what they hope you can do for
them right there, today. They will probably
state that they hope you will agree to buy
the house. At this point, inform them that
you can’t buy today due to the lack of
equity in such a brilliant new home. Then,
explain the lease purchase option and see if
they are interested in the potential
involved in this. If so, you have latched in
your motivated seller and are ready to begin
your adventure as a real estate investor
setting up the home for a rent-to-own or
lease purchase option.
ABOUT THE AUTHOR:
Charles
W. Moore is a U.S. Army Veteran who began
investing in Real Estate in 2001. He's a
Full-Time Investor, Webmaster, Speaker, and
Author of the book, "Million Dollar Rent To
Own Real Estate Secrets Exposed." Get a Free
Report on
Rent To Own Real Estate Investing from
Charles at:
http://www.Rent2OwnExposed.com and learn
more about Real Estate Investing, Investing
in Stocks and Internet Marketing by
visiting:
http://www.REIeBooks.com
