PROFESSIONAL HOME BUYERS: BACK TO THE HEART JASON GROTE
In The Seller’s Shoes: They are in a situation where
3.
Your
Professional
E-mail
Response
–
they need help and they are looking to you, the
Though a phone call is the preferred method
home buyer, for a quick and informative response.
of communication, not everyone will want to
The initial expectation of your performance is being
talk on the phone initially so you must take the
set in their mind as to how and when you will
opportunity to build a relationship with the
respond. The auto-responder allows them to wait
potential seller through an engaging e-mail
patiently for your phone call or email. By responding
response. Just like a phone conversation, you
as promised, trust and confidence are built because
want to ask questions.
their expectation was met. As we will discover later,
engage you and share their situation with you.
these are the keys to buying their home.
The more they tell you, the stronger the
relationship being built.
Get the seller to
Formulate your e-
Let Them Hear Your Voice – In my website
mails professionally. When I receive an e-mail
form, I make the phone number a required field.
without a salutation or without a name, it
I suggest that at the minimum, you make this
makes me feel unimportant to them.
field available. Why? E-mail conversations are
thought is, “Wow, they are so busy that they
great
a
could only type this short, cryptic e-mail to
relationship of some kind. You need to make a
me.” This is not the thought you want going
connection with your lead, a person with a
through your potential seller’s head as they
need that you can fulfill. A phone conversation
are seeking to engage you in a real estate
is more personal than an e-mail but not as
transaction. Remember, for many, the selling
much as a face-to-face conversation. This is
or buying of a house is the single largest
where you begin to build a relationship, don’t
financial transaction they will make their entire
miss this opportunity by hiding behind an email!
2.
life!
for
people
In The Seller’s Shoes:
that
already
have
In a world of crazy-
In The Seller’s Shoes:
My
It is about meeting the
busyness, a phone call tells the seller that you are
seller where they are comfortable. If they prefer e-
serious about what you do and that you care
mail, go with email. Be flexible as you begin
enough about their situation to take the time and
working with your leads. Don’t put every potential
have a phone conversation. In the next articles I
seller in a box and force your methods upon them.
will discuss how to win the seller over the phone.
Compose
Only 10% of my leads would prefer to have an at-
friendliness. He who wants to make friends must
length e-mail conversation.
show himself as friendly!
convert these.
I typically do not
your
e-mails
with
respect
and