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The Perfect Seller Appointment with Steve Trang was an AWESOME episode. David interviews Steve about his Perfect Seller Appointment and I have to tell you. This episode is JAMMED PACKED full of gold nuggets and we took a LOT of notes. See below for the show notes:
What is wrong with Today’s system.
The first thing that homeowners do is: Lie to you, Steal your time, Steal your information, they mislead you, and then they hide from you!
If you are the only person coming – They have 6-7 other investors… Furthermore, if they have 6-7 other investors coming… You are the ONLY ONE! Why do they lie to you?
They also steal your knowledge by asking what’s going on in the market. Next, they will Mislead you… I need to talk it over with my wife. They just tell you what they think will make you go away 🙂
Prospect Protection Program -> You get unlimited access to their VM. LOL, They get offended when you call from another phone. (now that they have stolen all your knowledge they think that they don’t need you anymore)
So they lie, they steal, they mislead, and Hide! SO What we do, we qualify, we talk about our offer, then we close.
We often close too hard or we use an alternative closes. (is this cash or charge, would you like this in red or blue, will you be taking this home today or picking it up tomorrow?) Also, there is the Pro and Con close.
What Steve Does differently (The Perfect Seller Appointment)
Disqualify, uncover, and then confirm,
In order to have strong upfront rules of the agreement. We need to establish the purpose of the meeting, what the sellers’ agenda is, what our agenda is, and a CLEAR outcome for the meeting!
(Yes, No and when they say yes, exactly what yes means)
How do you do this: I APPRECIATE you inviting me into your home, TYPICALLY homeowners that we meet with want to know what we do, what we are willing to pay, and how soon you can get your money? OBVIOUSLY for me to answer some of these questions, I will need to ask you some questions and some of them may be very personal, will you be comfortable with that? NATURALLY at the end of this meeting today on 1 of 2 things is going to happen. We either do business together or we don’t. So if you don’t feel comfortable with our offer, if it doesn’t make sense for you, would you feel alright telling me that it doesn’t make sense for you? If you don’t say anything besides a YES, can I assume that its a NO correct?
Likewise, at the end of this meeting, we might decide that this is not one that we are going to buy this month, and If I tell you that we don’t want to buy this one… Is that okay with you?
On the other hand, if we DO decide that this is one that we want to buy what we are going to do is fill out the paperwork and get everything in writing. is that fair with you?
We are either going to do business together or we are not!
IF THEY HAVE OTHER INVESTORS COMING: My biggest fear is that once we get through this appointment and I make you an offer that you like, that you will not be able to take my offer b/c of these other investors. We have a PROBLEM, If you like my offer then someone needs to call these other investors and tell them not to come. WOULD YOU LIKE ME TO CALL THEM FOR YOU?
OR… they say this is really an important decision, would you feel comfortable asking me enough questions for you to know that you are working with the right person.
IF they say that they have other investors coming and they do not want to cancel on them then Steve and his team will LEAVE and on the way out they will politely say. “I came here to buy a house, I did not come here to just talk. So when should I come back so we can figure out if we can buy this house or not? There is no point in making an offer if it is just going to get shopped by these other investors… and then they will LEAVE.
People lie all day, every day.! Don’t let the lies fool you!!
Multiple Decision Makers:
If they say they need to talk it over with their partner, spouse, brother, etc etc…
We will go through the whole thing. Then we role play with the sellers. So when your ____ above asks you how much you like Steve’s offer, what are you going to say to them? What would you tell her. Train them to say its a great offer. If they don’t say its a great offer then we missed something. Circle back to asking more questions, having them ask you more questions.
They will go for NO as quickly as they can. The main go is to get a signed contract. They have a lot fewer followups now that they use these concepts.
To connect with Steve Trang send him a message on his Instagram or find the link to the event on his IG profile. https://linktr.ee/steve.trang
Steve has an event on May 25th, 2019. You can learn more at the link above!
More about the Discount Property Investor Podcast:
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