When you go to an appointment that you’ve made with a seller and if that house fits your criteria and the numbers look good then your aim is to get their signature on the Purchase and Sale Agreement (PSA). Some people think it is challenging to get that signature, but I’ve gotten enough of them to know that it’s not as tough as people think. When you follow the strategies in our Foreclosure Investing Mastery course and crunch the numbers to see if it’s a good deal you’ll be well on your way to getting that purchase and sale agreement signed every time..
Now, in our Foreclosure Investing Mastery course, I go over the strategy for getting a signature in detail in DVD 5. This is something you’ll want to check out again before you go meet a seller at their home.
Here are some things I cover in that DVD:
- Build rapport – take time to let the seller show you the home and build rapport. It’s essential that the seller knows you really care about them and their situation..
- Go over credibility kit – The seller will want to know you’re credible, so be sure to take time to go over your credibility kit that’s included in the Foreclosure Investing Mastery Course.
- Discuss their situation – Take time to review their situation and explain to them that you’ve got the best solution to their current housing problem. Let the know why your solution beats that of any realtor or other option they may be thinking of.
- Educate the seller – Here’s where you sit and educate the seller on the process. Rely on the script that I provide in the course, trusting that my strategies and process works as it has for other successful students.
- Agree on move out and closing dates
- Negotiate – Get those numbers to their very lowest
- Agree – Agree on everything before you take that Purchase and Sale Agreement (PSA) out.
- Explain PSA – Go over the PSA in detail.
- Get signature – All that’s left is for them to sign.
It’s important that you remember to get them to agree to the deal before you get the PSA out. If you get that out beforehand you may end up scaring them off. It takes time to build rapport and explain what your company does. You need to go over the entire process from A to Z. Don’t rush through it. If they have questions answer them in a way that is respectful (there are no stupid questions). If you don’t know something tell them the truth but also tell them you’ll find out the answer.
Getting a signature on the PSA is what you’re after, but you’re also after building rapport with the seller too. You really are coming to their rescue and keeping them from having to foreclose on their home. Sell them this, but also sell them professionalism, empathy, and hope. Connect with them and understand that as you go through the entire process they’ll come to trust you and want to do business with you.