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So many educational tools on foreclosures claim they have the 'secret buying' strategy that will get homeowners in default chasing you down and begging to buy their house. Believe me, this is not the case. The truth is, no one spends enough time on the people and sales skills that are required to establish critical rapport with the homeowner to get to 'win win'. Remember, a homeowner in 30-60 or even 90 day default needs to be handled in a very specific way. They are usually worried, upset, anxious, closed off. And who wouldn't be? They have families. They are about to lose the biggest investment of their lives perhaps. They don't really know all their options Get the picture? Foreclosure investors who come across as professional, concerned, and armed with a solution that is in the best interest of the homeowner end up doing consistant, profitable deals. If you come across as predatory or phony in any way chances are you'll get the door slammed in your face, ( or phone hung up on you ) Remember, pre-foreclosures are very lucrative so being able to connect with these owners is critical to your success, this is what separates you from the pack of foreclosure investors lacking in people skills. As a foreclosure investor do you know how to ask the distressed owner the right questions? I can't stress the importance of the INITIAL interview process with the distressed home owner. Ask the right questions and let them talk. They've no doubt been bombarded with one way communication (mail, automated voice messages, postcards...) and you need to know their story, from THEIR point of view, how they got to their current situation. Focus on them. Let them talk. Too many beginning foreclosure investors: - Fail to properly interview the homeowner - Make a good recommendation whether retention or liquidation strategy is feasible - Waste time visiting unqualified homeowners ( because of step 1) These 3 simple steps are the key to marketing and establishing rapport with the homeowner. Until you ask the right questions can you decide if you want to work the homeowner or look for other properties. Pre-foreclosures, homes in default (NOD) but are not up for public auction yet are extremely lucrative buys so as a foreclosure investor you should be actively seeking these types of properties. Even though many foreclosure investors know the details, options and current rules of foreclosure they fail because they lack the best people skills. If the homeowner likes and trusts you you're 95% there. Below is a link to more specific detail on what to say and what NOT to say to homeowners in distress. You CAN'T afford to be AVERAGE as a foreclosure investor - get a system that works - - focus like a laser beam and start sourcing, structuring and closing high dollar deals - Visit: Foreclosure Training
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