Notice of Defaults, Scripts and dialogs to help people in need!
KEVIN JONES Real Estate & Loans 818-955-7653
Life & Career Management 805-474-7040
NOTICE OF DEFAULTS, People in need and how to help them!
These techniques will work for Agents, brokers and Investors alike, just remember this one thing, these people are just that, people like you and I and they need our help!
Have you ever thought about prospecting Notice of Defaults? Now is the time to prospect anything and everything to do with foreclosures! There are so many people that need help from great people like you and I!
How do I reach them? How do I make contact with them? What do I say to them?What are my chances?
Number one way to reach them is through a list from your Title Company, all of this is public record and easily obtained with their assistance! They will set you up with a basic software reader and usually send you an automated email with the cotnent that you must then go through and contact the client.
Do I call, do I write, do I go out and knock on their door?
Yes! All of them! If the phone number is there, call them, calling is by far the most productive method of contacting prospects! But make sure they are not on the Do Not Call List to protect yourself and your Broker! Then go out and knock on their door. When is the best time? As soon as possible, there will be a general profile that most people are home after 5:30 pm during the week and the weekends.. If you go to the house a couple of times after 530 pm and no answer, try during the day or on the weekend.
Another form of contacting them is mailing them letters or post cards. Generate a ten week system, ten boxes of generic letters and postcards, make a 3X5 card on each prospect and mark off week one through ten as you send a new mailer! This will keep your name in front of them so that they will remember your name!
So they answer the door … what do I say? The easiest thing to do is one be nice, but firm, always ask the questions. Once you make a statement the conversation is over! You need to get them talking and get them on a roll so they will open up to you … you that are a perfect stranger to them … they need to be able to trust you with a very embarassing time in their life! Remember, they are losing their home and most peoples home is their castle!
Some of the questions that could be asked would be:
If I had a great solution to your problem would you be open to the opportunity?
What if I knew how to get you out of this mess, would you be interested?
Where will you go once the bank takes back the house?
What caused your financial hardship?
Are you familar with the Foreclosure rules, regualtions and laws?
Are you aware of the recourse that the lender has against you after a foreclosure?
Do you know how damaging it is to your credit report after a foreclosure?
Do you know how much your credit score will drop after a foreclosure?
What money are you going to have?
What if I could show you how to get money quickly from your home?
Are you sure you can’t refinance your home?
How much time do you think you have left?
Has the bank made you an offer to renegotiate your loan?
Do you have more than one loan on the property?
How much do you think your property is worth?
When did you buy this property?
What type of loan do you currently have?
When was the last time you made a payment?
If there was a way I could help you, would you be interested?
Wouldn’t it be great to walk away with some money than none at all?
If you could sell the property, it will help your credit, wouldn’t you agree?
Did you know it will be hard to buy a home for four years after a foreclosure in todays market?
Wouldn’t it be nice to be able to buy next year if you wanted to?
There are just a few basic questions to get you started, they will need to be tailored to your personality and your approach so that you can get your foot in the door! The key is if you are honestly and truly focused on helping them, you will succeed! One thing people in sales tend to forget about is the person you are selling to! They are not a number, they are not a dollar sign, they are a human being just like you and I, they have their own needs, wants and desires! So go out there and give them a great service, not only will you capture more business, but you will capture them for life!
This has been brought to you by Kevin Jones from KEVIN JONES Real Estate & Loans 818-955-7653, Kevin has been a licensed real estate agent since 1991 and has helped thousands throughout his career, if you have a question about real estate or loans, feel free to call day or night, if no answer, leave a message and he will get back to you on the next business day!
If you are interested in Life and Career Management, please see our site at www.LifeAndCareerManagement.com for more information!
Interested in Self Help, Check out this great book by Kevin Jones www.ItsAllAboutYOU-theBook.com
I am curious, about the real estate agents now that were telling all the customers years ago …..BUY BUY the market will keep going– Hurry –hurry give an offer more than its worth, Burbank (or anywhere else) is undervalued?
There are no buyers now.
All this marketing is a nice package but the person who paid $200,000 more is not going to sell his home unless he puts it below market value now.
So while your marketing is nice all the post cards, blogs, pics and ads will not do justice. the issue in Today’s market is price!!
Sell low or don’t sell!
Thank you Jackson for your comment, there are a lot of buyers today, everyone should know there are “Cycles” the market is usually either going up or down, we went through 9 years of growth (up cycle) now we are in the correction phase (down cycle) which will be determined by many variables, the economy, foreclosures, loan rates (ability to purchase), buyer confidence, need to own (tax write off, etc). Regarding the selling below market value, in any market, the buyers determine the value in which they are willing to pay. The equity we have had over the past few years was a “False Equity” especially more so in some markets that were increasing as much as 40% each year! Thank you again for your comments.
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