How To Talk With Homeowners In Foreclosure
Phone Call from Homeowner
Use the an informational sheet to ask questions on the phone to get the information needed. Try not to sound like you are not reading from a script but rather hold a conversation and get your questions answered in that manner. Use the same Client Information form every time you get a prospect on the phone, remember be consistent with what you do.
I tell the homeowner on the phone that I may be able to work with their lender to buy their home to prevent the foreclosure. Ask to set up appointment to see the property ASAP and tell them what paperwork will be needed by the bank to buy their home. If you don’t, they may speak with another investor. If you can’t meet with them the same day ask them to please not speak with anyone else until you can sit down face to face with them. Often, homeowners will agree to your request and be very open minded when you meet with them.
What to Say When a Homeowner Calls
Realtor Script
Homeowner says: “Hello Jim. I received a letter from you about buying my house.”
Realtor says: “Phil, great to hear from you. That’s great you received my letter and thanks for calling me. What type of situation are you in?” (Let them talk, empathize and gain rapport)
Homeowner says: “Well Jim I got behind my house payments and my wife and I just cannot make up the payments. We just want to be done with the house and move on, is there any way you can help us?”
Realtor says: “Phil I would be glad to sit down with you and your wife to go over this process. I have a few questions to ask you before we set up a time to meet. (Check out the phone interview questionnaire below) What’s a good night we could meet for a half-hour to an hour?”
Phil may ask if you are a realtor and you will say yes. Explain to Phil that you can help them get out of foreclosure by negotiating with the bank to sell their house.
Real Estate Investor Script
Homeowner says: “Hello Jim. I received a letter from you about buying my house.”
You say: “Phil, great to hear from you. I know you received a letter and thanks for calling me. We help Homeowners by negotiating with the bank to buy your house and keep the bank from doing anything with the home. What type of situation are you in?” (Let them talk, empathize and gain rapport)
Homeowner says: “Well Jim I got behind my house payments and my wife and I just cannot make up the payments. We just want to be done with the house and move on, is there any way you can help us?”
You say: “Phil I would be glad to sit down with you and your wife to go over this process. I have a few questions to ask you before we set up a time to meet. (Check out the phone interview questionnaire below) What’s a good night we could meet for a half-hour to an hour?”
The scripts are basic and very simple but please make the script your own. Whether you are a realtor or an investor you have to gain rapport and once you do that any objections they throw at you can be overcome.
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Tags: BPO, forclosure, foreclosure, pre foreclosure, real estate investing, realtors, short sales
