In order for you to make money as a Real Estate investor you need your phone ringing off the hook each and every day with Motivated Sellers. In addition, once you have these "motivated" sellers on the phone or have visited them in person, you have to know what to say to them and when to say it to close deals.
The bottom line is as a real estate investor to get your phone ringing off the hook, you need to have a bonafide marketing system in place. Your marketing system must deliver motivated sellers to you on a consistent basis because if it doesn't you have a problem.
Also, when you finally do talk to sellers you have to be able to handle any and all objections with swift responses. You can't be at loss for words. You can't respond by saying:
"I dunno"
"let me get back to you on that"
"umm...duh"
"umm.... I guess so"
"Geez.... I didn't think of that" etc.
You have to be able to speak the seller's language.
For example, if you are talking to a seller that's a frustrated landlord you have to speak their language. Same things applies when speaking with sellers that are in foreclosure, are going through probate, have "an ugly house" etc. You must speak that seller's language in order to effectively communicate your solutions, construct and present offers, close deals and make money.
The sellers that you are going to come across will come in all kinds of different shapes, sizes and personalities. Furthermore, their circumstances and motivation for selling will vary from seller to seller and it would be absolutely disastrous for you not to recognize that by communicating with every seller the same exact way. It would be the equivalent of trying to fit a square peg in a round hole. And of course you're smarter than that right?
In conclusion, if you don't know what to say to sellers or you have anxiety when speaking on the telephone or in person with sellers, you can alleviate these conditions by starting with a script. Having something to follow can be greatly beneficial for your confidence and your poise. The most common way to do this is to sketch out an outline for your situation.
What are the main points you want to hit, and what do you need to cover? This is a great way to help keep your thoughts organized and a great way to eliminate fear.
