How to Handle the Appointment- Meeting the Seller
After qualifying the seller lead, the next step is to go on an appointment to view the property and meet with the seller.
Items to bring to the appointment:
- Tape measure
- Pen, paper and clipboard
- Business card
- Camera or Smartphone
The more knowledge you have to evaluate the property, the better! Look like you know what you are talking about as much as possible. Walk through the house thoroughly; talk openly with the seller so they get a better idea of the actual work involved. Sellers almost always underestimate the amount of repairs and the cost to make the repairs. Casually bring items up, don’t beat the seller up in pointing out the repairs. If you see something small, don’t mention it, but take a picture of it, or touch it. This lets the seller know you caught it. Take your tape measure out and measure a deck to estimate the cost of repair, inspect the plumbing in cabinets to ensure that there is no water damage from leaks, look around the windows to ensure that there are no leaks, etc.
How Can I Help?
Build a rapport no matter the situation. Sellers will always choose a relatable person they like over some hotshot investor. You can do this by asking them questions, such as: Does your family have an emotional attachment to the property, what is your reason for selling? This is also useful when dealing with a distressed seller situation.
Here are some useful tips to consider when dealing with sellers:
- Pay attention to personal items (i.e. pictures) and attempt to get to know them better.
- Get on the sellers side, try to break the walls down.
- Try to match the seller- if they are a fast talker then talk a little faster than normal, or vise-a-versa.
- Be sensitive to the sellers needs and try to make the transaction as smooth as possible.
- No matter what, try and be as professional as possible!
Be Grateful for Each Appointment
When you meet the seller extend your hand out and look the person straight in the eye stating “Thank you for the opportunity…” It makes an impact. Be grateful for the business and the time that they are taking to meet with you. State something to the effect of, “I am excited to be here to see if we can work together.