One of the most common reasons for real estate deals (especially wholesale deals) not closing is that the deal sucks! People often wonder why so many wholesalers send out crappy deals, but the reason for this is quite simple: an inability to properly negotiate the deal with the seller.
So, I’ve broken it down into 5 steps. Once you implement these 5 steps, you will instantly see a dramatic improvement in your sales results. Are you ready? Here we go…
Maintain Your Integrity.
Think about it for a second…if you aren’t truly being honest and actually helping your prospect, then you should NOT be doing the deal! Conversely, if you are truly helping and being honest with your prospect, then, provided you are ethical in all your dealings, you should do whatever you can possibly do show the seller that your deal is in their best interest.
Develop Your Core Belief
What I’m talking about here is something that you believe down “to your bones.” It’s an un-shakable belief that you hold to be true, and nothing and no one could possibly weaken this belief. What is this belief? It’s a belief that what YOU have to offer your prospect is something that they need and will truly benefit them. It’s called believing in yourself and in what you bring to the market place. I’m telling you…developing this confidence and belief is possibly the greatest thing you can do to increase your effectiveness in selling.
I don’t care what it is that you’re selling, you are in the business of satisfying a need in the marketplace. Some needs are emotional, some are in-tangible, and some are tangible, but whatever your prospect’s need(s) are, it’s YOUR job to satisfy that need, and the ONLY way to discover (and therefore solve) your prospect’s needs is to ask questions. Find out what’s important to your sellers. What are her emotionally-charged reasons for selling? By satisfying these needs, you will truly provide the value to her that she seeks.
And by that of course I mean that you should listen to your prospect when he/she answers your questions – questions that are designed to get to the real reason that person will do business with you. You see, too many sales people are afraid of the silence. Nuts! Silence is one of the most effective negotiation tools that you could possibly have! Learn to embrace this massively powerful tool that you have.
Ask for the sale
I would much rather get a “no” from a seller than a “maybe.” What does it mean when a prospect says “maybe?” It means that you FAILED at your job of asking for the sale. This nonsense of telling the seller, “I’ll leave the contract with you so you can look it over” is about the WORST possible thing you could say! Give the seller a reason to do business with you. When I meet with a seller, that seller knows that when Jim Zaspel is going to do business with them…or not. But there are no “maybe’s” …yuck! Maybe’s mean you whimped out and didn’t have the guts to overcome objections and get your paperwork signed.
All of this is a very brief summary of topics that I could spend 3 days teaching. So, implement these topics…they work! Also very importantly….have fun! You’re going to completely drop the ball sometimes, but honestly that’s the best thing that could happen to you. Why? Because you’ll learn more from those experiences than when you do things right.
To YOUR Success,
Jim “JimmyZ” Zaspel