| "> | | | | is the person who is on the mortgage title for the |
| Nine-tenths of a short sale flip involves getting a hold | | | | property! |
| of the seller. When you do, you'll have to make an | | | | After the preliminary introductions ask the |
| emotional connection with the homeowner to close | | | | homeowners if you can come inside for a few |
| that deal. You might just be able to make a connection | | | | moments of their time so you can explain how you |
| with the homeowner by approaching them at their | | | | can help them with their mortgage. Many investors |
| home. Before you approach the homeowner you'll | | | | new to investing in pre-foreclosures mistakenly think |
| want to make sure you look the part. | | | | that the deal is going to be made right on the porch. |
| Making a Good First Impressiono Don't wear | | | | In short sale marketing, that is not a good place to pitch |
| sunglasses or a hat. When the homeowner sees you | | | | your deal and it makes the homeowners feel like you |
| on the front porch you'd better look non-threatening. | | | | are nothing more than a slick salesperson. |
| Drop the sunglasses and the baseball cap and don't | | | | Getting to Know the Homeowner |
| hide your face. Afterall, you have nothing to hide.o | | | | It's very easy to start your conversation with the |
| Keep both hands in sight. You can carry a clipboard | | | | homeowner about kids, pets, or job and gradually steer |
| for your note making while speaking with the | | | | the conversation towards the topic of their |
| homeowner, it will keep your hands in plain sight and | | | | pre-foreclosure. This allows the homeowner to get to |
| add a professional touch to your appearance.o Don't | | | | know you as the person, rather than you as the |
| dress to intimidate. In looking for a short sale flip you | | | | investor. In fact avoid using the term 'foreclosure' in |
| approach the homeowner in something business | | | | discussion with the homeowner, or implying in any way |
| casual. Not a suit. Also try dressing in colors like blue, | | | | that the pre-foreclosure is the homeowner's fault. |
| green, brown or pink as studies show they encourage | | | | Marketing for that short sale flip demands that the |
| trust and promote likeability.o Take off the Rolex. | | | | homeowner trust you. The homeowner can't trust you |
| Remove your jewelry except for the wedding ring and | | | | if he or she doesn't feel like you are on their side. It's |
| drive a lower cost vehicle. The homeowner doesn't | | | | better to say that you noticed in your research that |
| want to be reminded that you will make a lot of | | | | they were having problems with their property or that |
| money off the properties found on pre-foreclosure | | | | the bank was about to foreclose on the property. |
| lists. | | | | When the homeowner likes you, trusts you, and |
| Knocking on the Door | | | | knows you relatively well you'll know it. Only then is the |
| You'll have to be brave and knock on that | | | | time right to start the real discussion about helping the |
| homeowner's front door to make a direct connection. | | | | homeowners out of their pre-foreclosure. Door |
| It's just like a cold call except you'll be talking face to | | | | knocking in person can be tricky. Any slip up when you |
| face. | | | | make those initial introductions can ruin a potential deal. |
| Prepare a script | | | | In door knocking for that short sale flip, make sure the |
| The first thing you say is very important to the short | | | | homeowner likes you, knows you, and trusts you. Until |
| sale flip. Many investors make the mistake of winging | | | | then, closing the short sale deal is secondary. When |
| their first introduction without a script and that never | | | | you know you've established a rapport and connection |
| goes well. | | | | with the homeowner, only then should you make your |
| Plan what you'll say to the homeowner and know your | | | | move and try to get the homeowner to enter a short |
| foreclosure investing inside and out. You'll want to | | | | sale deal with you. |
| make sure you are speaking with the right person, that | | | | |