In this episode, I’m answering a question from one of my listeners. He placed a simple Craigslist ad stating that his company was looking to lease houses on a long-term basis. He received a reply from a woman asking for information about his company – she wanted to know if he was reputable.
So, my listener now wants to know how to handle this, and in this episode I give the answer.
This situation has to do with positioning. If you have to justify who you are, your experience, and your years in the business, you’ve just lost the game. This means you’ve switched over to selling a service. You are not selling; you are buying. They are the ones who need to sell you on their house. You then must qualify them.
This is the position you must take and maintain as you talk to the seller. You stay in control of the conversation. If they ask about you and your experience, you turn the tables and ask more questions about their house.
It’s a simple, but important strategy to use.
Listen and Enjoy:
- How to establish and maintain your position as a buyer
- Great questions to ask
- How to pull away — let them know you don’t need their house because you have plenty of leads
- Refrain from chasing sellers; you will come off as desperate