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Lease
Purchase Solutions Gar C. May Broker/RealtorŪ |
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What
Do You Say to a San Diego Home Owner in Foreclosure?
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What is the Universal Formula to Creating Scripts?
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| Who? |
When the home owner hears your car pull up out front
of his house he thinks: Who is that? Who are they? |
| Where? |
Where are they from? |
| What? |
What are they doing here? |
| How? |
How much is this going to cost me? |
| Why? |
Why me? Why are they doing this? |
| When? |
When do they want to do it? |
| Which? |
Which prison are they going to take me to? |
Let's fill in these questions:
| Who are you? |
"I'm Kim" |
| Where are you from? |
"I'm from Lease Purchase Solutions" |
| What are you doing here? |
"Well I just stopped by because... I specialize
in helping people who are in trouble with their mortgage..." (yadda
yadda yadda...what ever you want to say...)"And all of my
services are FREE to you. The reason why I am doing this is because
this is how we help people...this is how we find people who are in
need..." |
| How do you help me? |
"I'll be glad to tell you all about my services
but first... what's your situation?" (This is the key...get them to tell you about their situation.) |
| Why? |
(Answered in "what are you doing here"
question) |
| When? |
"Sounds like you are in the middle of
something?" (If they indicate they want to hear what you have
to say right now, then tell them how you can help them... if they
indicate they are too busy to talk right now them ask:) "What
is the best number to reach you at? When is the best time to reach
you?" |
| Which? |
If you fail at when then resort to which. "Is it better for you in the mornings or afternoon? Next week or this week?" |
Universally this script works. However, you may want to modify this script to what works for you. You need to be able to answer those questions when you go to the door of a home owner in foreclosure.
The first words out of your mouth are like a "Headline" in an ad. (The reason for the headline is to get you to read the rest of the copy.)
You need a "benefit" statement in your opening statement. You need a benefit for the homeowner.
Don't say: "I've been sending you e-mails about your house." What is the benefit of "I've been sending you e-mails about your home." The home owner hates that which translates into "I hate you".
So what is a benefit for the homeowner in foreclosure? "We help people who are having trouble with their mortgages."
Best of Success
Gar C. May
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| Gar C. May | |||||||||||||||||
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"Delivering the American Dream" |
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| www.San-Diego-Home-Finder.com |
