| Every investor has heard how important it is to build | | | | feel confident that you can help them. No, they do not |
| rapport with distressed homeowners. What we never | | | | need to see that you have become a millionaire from |
| hear about is how to do it. What is it about someone | | | | distressed properties. You never want them to |
| that makes us instantly like or dislike them? We do not | | | | wonder if you have taken advantage of others and |
| really know what it is about that person; we just know | | | | that is why you have so much stuff. People are leery |
| it is something. | | | | to begin with; do not feed in to it. |
| Rapport is developed in the subconscious. We cannot | | | | - Be certain you are speaking to the right person. |
| quite pinpoint it, but there is something about that | | | | Instead of blurting out why you are there, ask if this is |
| person that seems familiar and makes us feel | | | | Mrs. or Mr. so and so first. Once you are sure, continue |
| comfortable around them. | | | | with your conversation. |
| So...how do you establish rapport? Let's start with a | | | | - Never use the "f" word ... foreclosure. State that you |
| few basic tips. When I am looking for distressed | | | | were doing some research and see that they have a |
| homeowners, I like to knock on doors. It is the fastest | | | | "pending problem with their property" and that you |
| way to get deals. If I knock on twenty doors over a | | | | would like to help them. This puts the blame on the |
| weekend, I will have several contracts by Sunday | | | | property, not the person. |
| afternoon. I would rather spend a day or two getting | | | | Let's look at establishing rapport over the phone. |
| multiple deals instead of waiting for my phone to ring | | | | - Speak at the same rate of speech as the |
| hoping for just one deal. | | | | homeowners. For example, if the person who |
| Here are some dos and don'ts when you knock on | | | | answers the phone speaks slowly, do the same. If |
| doors or meet a homeowner in person: | | | | they speak fast, do the same. People who speak fast |
| - Do not wear sunglasses. Homeowners cannot see | | | | think that people who speak slowly are stupid. |
| your eyes and subconsciously you seem suspicious. | | | | Likewise, people who speak slowly think that fast |
| - Never wear a hat, like a baseball cap. Again, | | | | talkers are slick and untrustworthy. Is it true? No, it is a |
| homeowners cannot see your eyes and are | | | | subconscious thought that most people are not aware |
| suspicious. | | | | of. When you follow the homeowners' rate of speech, |
| - Always have a clipboard in your hands so that both | | | | you seem familiar to them and, again, they like you |
| of your hands are visible. If you tend to stand with your | | | | without knowing why. |
| hands in your pocket or behind you, the homeowners | | | | - Ask them to share a little about their current situation |
| will think you have a gun and are going to rob or kill | | | | and listen with respect and empathy. Once you feel |
| them and will not hear what you are saying. | | | | that they have properly vented, begin to ask details |
| - Never wear cologne or perfume. I know this one | | | | about their situation. Homeowners want to tell you |
| seems strange, but let's look at it from the | | | | what happened because they do not want you to |
| homeowners' point of view. You're a guy and you | | | | think that they are losers. No one grows up with the |
| wear Eternity. You show up at the door and a woman | | | | goal of being in foreclosure. Something in their lives |
| answers. Her husband used to wear Eternity. He ran | | | | changed and they want to be certain you know what |
| off with another woman and she still hates him for it. | | | | it is. |
| You are wearing what the ex-husband used to wear | | | | - Make an appointment to view the property then call |
| and subconsciously, you remind her of him. She now | | | | back to confirm the appointment. During the second |
| dislikes you without knowing why. The same goes for | | | | phone call, ask more questions. Be certain that |
| the girls, too. You do not want to remind the | | | | everyone on the deed is home and willing to put a deal |
| homeowners of someone they now dislike. | | | | together. |
| - Be aware of what color your clothing is. Green | | | | - When on the phone, listen for the objections you are |
| promotes trust, while red promotes dominance. I like | | | | going to get when you meet in person. For example, |
| warm colors like green, blue, pink, or brown. Stay away | | | | "we don't have to sign a deed, do we?" If they ask |
| from reds and blacks. Dress casual, but professional ... | | | | questions on the phone, be ready to handle them in |
| no suits. Also, lose the jewelry. Homeowners losing | | | | person. |
| their home do not need to see that you own a Rolex. | | | | So, you see folks, it is not that difficult to establish |
| - Be aware of what you are driving. If you drive a | | | | rapport. Take the time to be approachable, honest, and |
| Rolls Royce, you may want to consider getting a | | | | trustworthy and business will follow. Better yet ... just |
| middle-of-the-road car for meeting homeowners. Yes, | | | | be that way naturally and you will reap what you sow. |
| homeowners need to see that you are successful to | | | | |