Over the past several weeks I’ve been attempting to network with Realtors who have short sale listings so an investor I know can make offers on them. I haven’t had any problems finding such Sales Agents, but I have been running into road blocks each and every time.
It’s a numbers game right?
From talking with other investors, I know this method of finding leads works. What am I doing wrong here? Everyone always says it’s a numbers game, so if I keep going with what I’ve been doing I will eventually find a desperate enough Realtor to trust in what I’m offering. This is true, but I don’t believe this is my problem as I can sense some level of interest in the Realtors I’ve talked with so far. If you are any kind of salesman, that is a good indicator of what the problem is.
No Call Back
A few times I’ve gotten to the point in the conversation with the Agent where they would need to ask the Seller, Seller’s Lawyer or whomever a question, so they would want to call me back later. No problem I would tell them, thinking I’ve made some progress and peaked their interest. Not so much, as they have rarely called back. Good sign that a blow-off was afoot.
Just Not Interested
After my initial inquiry with an agent I wouldn’t get a call back or response. This one is odd to me, because why wouldn’t a Realtor with a Short Sale listing be willing to relinquish the hard work that goes into dealing with the banks and still keep their commission? Beats me, but the reason is obvious.
What I have Learned
It’s all about creating a connection, building trust and explaining the value of your “service” simply and clearly. I am in no way a good sales person, so I’m not going to explain how to do the above things. I will tell you though that it takes practice. I’ve talked to a couple successful investors about this topic and I plan on talking to some more as well to help me.
Making a connection is important because it opens up conversation and will encourage both parties to share more information. With out a connection, trust cannot be established.
Building trust is the next step and will open up the gates to a great relationship. Just think about what you tell people who you trust and then imagine what a Realtor will share with you when they trust you and your abilities? Good stuff! The Best Stuff!….Snapple…oh sorry, that’s a tv commercial.
Again, I’m not sure how to do all of this in the world of Real Estate but I will learn by practicing.
If you have any tips I’d love to hear them
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