JimmyZ’s 3 Steps to Instant Credibility with Sellers
By: Jim Zaspel
Congratulations! You’ve done some marketing of whatever kind (see my blog on finding motivated sellers here), and you’ve got a real one on the line, and you’re headed to the FSBO property to get it under contract. If you’re like I was when I was new in the business, this is when you start thinking about all the questions the seller “is sure to ask” you when you get there, but all you can think about is how (in your mind) you have absolutely zero credibility! After all, you’ve only done a couple (or none!) deals before, right? SO why should this person entrust you to do this deal?
Jim Zaspel’s Easy 3 steps to Instant Credibility:
1) Get a Website. Maybe this sounds like a no-brainer, but it’s critical, so I thought I should list it. A website today is as important as a business card was 10 – 20 years ago – i.e. without one you won’t be taken seriously by any prospect. Websites are easy to get. The easiest, cheapest, and fastest way to get a website is to get one from https://www.ifliprealestate.com/signuptoday.php. They’ve already got the buyer and seller websites already built. All you’ve got to do is insert your custom personal info and buy a domain. Don’t over-complicate it…just do it. It’s only $1.95 for the first 30 days.
2) Focus on Solving the Seller’s Emotionally-Charged Reasons for Selling. I could talk for hours on this topic, because it involves negotiation/people skills…which is a never-ending subject. However…I’ll break it down into 2 easy steps for you! J
First, you want to ask questions and let the seller tell you why she is selling her house. This is a massive decision for this person, so if you waltz into her house and just “make an offer” like it’s all about the numbers, you’ll alienate yourself from that seller quicker than you can say, “Jim Zaspel is frieking awesome!” Ask questions…build rapport…let her tell you why she’s selling. Then…
Secondly, solve the seller’s problems. If the seller’s main problem that he can’t afford his mortgage payments anymore, then one of the dumbest things you can do is talk about how he (for example) won’t have to worry about keeping the place maintained anymore. That’s not the important thing to the seller, so don’t try to make it the important thing. What you should be talking about is how good life will be for him once you buy the house and he won’t have to worry about the debt anymore.
3) Get Over Yourself! 🙂 Of course I mean that in the most endearing way possible ;). Here’s what I mean: while you’re all worried about what the seller is going to think of you, the seller is all worried and concerned if you’re actually going to be willing to buy his or her house! Do you get it? So long as you have the basic credibility factors in place (i.e. a website) and you keep the conversation geared towards what’s important to the seller (i.e. solving the seller’s problems), then the last thing the seller is going to worry about is how many deals you’ve done. If you carry yourself well, the seller is going to be thrilled that you’re willing to do business with them! You see, it’s all about what I call posture.
Does all this seem like it’ll help you be more effective in meeting with sellers? When you implement it, it will make all the difference in the world.
Are you going to screw up? Of course! But seriously…how many times are you going to make the same mistake? Once? Twice? Maybe three times? Big deal!!! It’s ok to screw up…so long as you learn from your mistakes. So…My advice is to go screw up as many times as you can for the next TWO weeks…and then look back on all that you will have learned!
To Your Success,
Jim “JImmyZ” Zaspel