JL here and I just wanted to tell you a pretty funny story that I experienced last week while I was attempting to snatch up more deals. There are some serious lessons that you can learn from this 1 simple blog post,  so pay close attention because this is what it’s really like in the trenches when cold calling motivated sellers.

My partner Chuck and I were doing a special training call for some of the students in our New Breed VIP community and we allowed them to listen in live as we contact motivated sellers.

They got a chance to listen to how we speak to sellers, the type of questions we ask and even the answers we give. Then when the call ends, they listen to Chuck and I analyze the call and move on to the next. We learned this from our mentor TC and Chuck thought this would be great for us to do so that as we work this biz we could help others at the same time.

I agreed and we did it.

This was live, raw, and uncut.

Nothing was scripted at all.

In fact for a lot of the calls, we had to leave voice mails because people weren’t home yet. lol If I was scripting this session, I’d at least make sure people were home. Chuck started talking trash and calling me the “expert” on leaving voice mails because I had to leave so many. lol

Here is what I typically say:

“Hi This is JL, I was calling about the property you advertised online that was for sale…If it’s  still available, give me a call back and I might have an interest. My number is XXX-XXX-XXXX Again that number is XXX-XXX-XXXX. Talk to you soon!”

Isn’t that easy? Don’t make this stuff complicated.

Sometimes I’ll even tell them I’m an investor. I definitely tell them when I get them on the phone.

I know a lot of new investors have a problem with that and I used to feel the same way. However, what I have found is that when you are open and transparent with  people, most do not have an issue with you being an investor.

FACT: If they’re really “motivated” then they won’t care!

So any way, we started getting towards the end of our list of calls to make and I called the next seller:

———————–BEGINNING OF CALL——————————

Ring Ring Ring…..

Seller: Hello?

JL: Hi is Dean available?

Dean (Seller): Yes, this is Dean…

JL: Hey Dean, this is JL, I was calling about a property you
had advertised for sale…Is it still available?

Dean (sharp ANGRY tone): DO YOU NORMALLY CALL PEOPLE AT 7 O’CLOCK AT NIGHT??

JL (quick and confident tone): Absolutely!

Then I switched my tone…

JL (confused tone): Why? Is that too late for you????

Dean (sharp ANGRY tone): YES IT IS!

JL (relaxed tone): Ok, Have a good night…

Dean ( a little less Angry Tone): Good night!

———————–END OF CALL——————————

Then I said….

Are you FREAKING KIDDING me???

We all just start laughing our butt off!

Then I said sarcastically…”Maybe it is too late… Surely people are in bed at this time!”

We continued to laugh a bit…

7 O’ clock is not too late to contact motivated sellers about buying their home. Most people are at work from 9-5 anyway, so to the people that think 7 is too late, my response is simply “Give Me A Break!”

Do you really think I’m going to be making all my calls at 7 O’clock in the morning??

Now the real question you might be asking is:

When is JL going to call this guy back?

I mean…Will I call him the next day at 5pm?? 6 pm?

Here is my answer:

NEVER!

This guy will never get a call back from me. I don’t care how much money there is to be made. He will never ever hear from me ever again.

He is NOT a real MOTIVATED SELLER.

QUICK LESSON: How To Deal With Angry Un Motivated Seller Leads

Answer: I do not waste my time with Unmotivated Sellers! Do not deal with them!

Maybe he was going through tough times… Who knows!

However, when you get on the phone…

If you GIVE RESPECT, then you DESERVE RESPECT!

A real motivated seller would have either taken my call (which they usually do) or would have asked me if I could call back at a better time.

The reason I pointed out the tones in my earlier conversation is because you have to pay close attention to how things are being said on a call.  Our mentor TC constantly reminds us: “It’s NOT WHAT you say that Sellers pay attention to, BUT HOW you say what you say that makes the difference”

If you don’t sound confident… If you don’t truly believe in your ability to bring people a solution to their problems, then they will hear it in your tone and will either eat you alive, bang the phone in your ear, or simply say “not interested!”

However, the same goes for them. You have to listen to how they respond to you as well.

If Dean would have said in a calm tone: “Hey this isn’t a good time for me to talk right now, could you call back tomorrow. Earlier than 7 O’clock would be much better.”

I would have said, “Not a problem Dean! I’ll contact you tomorrow at a more convenient time! Have a good night!”

Then I would have kept my word and probably called him at like 5 or 6pm the next day.
I understand the concept of respecting someone’s time, but I don’t deal with disrespect…Period!

I hope you see my point.

Another thing that I want to quickly point out is something that my partner Chuck always says: “A Seller’s attitude on the initial call is a reflection of how that seller will be when doing the deal”

If they have a bad or demanding attitude during the initial call and some how you still end up getting the deal, then get ready to experience a bad and demanding attitude all the way to the closing table…

If you even make it to the table!

Understand that you choose your own path when it comes to this business. Don’t be afraid to walk away from deals that either don’t make sense or are simply not worth your time.

There are plenty…and I mean PLENTY of deals out there for you to do.

Why ponder over one that will give you stress?

Have a good Sunday and GO COWBOYS! Yeah I said it! (half confident tone. lol)

To your Success,

J. Lamar Ferren
“New Breed” Investor

Ps. Oh and in case you didn’t know… We continued making calls until about 9pm! No one else
complained about the time. We even have to follow up on some potential deals…

PPs. How would you respond? Leave a comment below!

Photo by: Filomena Scalise