© Copyright 2010 Cortney Jones and Keith Young Module 3: Preparation: The Secret to Creating Your Own Luck!

© Copyright 2010 Cortney Jones and Keith Young

Module 3: Preparation: The Secret to

Creating Your Own Luck!

Module 3: Mastering Sellers in the Home


Module 3: Objectives

• Learn the pre-call process

• Reasons to do a pre-call

• How to prepare for a successful appointment

• What to bring to an appointment

• Checklists to help you prepare and have peace of mind

• Preparing mentally before the appointment

• Inner game of sales and negotiating



What is a Pre-Call

• Process you follow to prepare for a successful seller appointment

• Like a pilot going through his pre-flight check list

• Helps you have all the tools needed for a successful appointment

• Think of it as part of your success formula



Why do a Pre-Call

• Helps get you totally prepared to have a successful appointment

• Gives you peace of mind so you can focus on the seller

• Helps you have all the tools needed for a successful appointment

• Helps you remember everything you need to bring for your

appointment



Luck = Opportunity + Preparedness

“Luck is what happens when preparation meets opportunity.”

SenecaRoman dramatist, philosopher, & politician (5 BC - 65 AD)



Pre-Call Checklist• Property File• Paperwork checklist• Credibility kit and proof• Brief case checklist• Pre-call prep sheet• Action steps • Affirmations



Property File

• Property Information sheet• Comps and valuations—MLS, Site-X Data, Zillow, cyberhomes, RealQuest, foreclosures - RealtyTrac, Foreclosures.com• Tax assessor• Directions• Transaction cost sheet• Offers• Old MLS listings



Paperwork Checklist

• Purchase and Sales Agreement

• Option to Purchase Agreement

• Disclosures/CYA’s

• Addendum—subject to

• Authorization to Release

• Power of Attorney

• Installment Land ContractAlways have 2 sets of all paperwork



Briefcase Checklist• Property File

• Paperwork

• Credibility Kit

• Offers cheat sheet—for my eyes only

• 4 blue gel pens—working

• Calculator—sorry old school here

• Presentation book

• Laptop



PRE-CALL Prep Sheet

Instructions: Complete prior to the appointment, really think about each item.

7 Laws to carry to every appointment

1. Keep it Simple 4. Show and Then Tell 7. Ask Questions

2. Keep them saying Yes 5. Call them by Name3. Be Enthusiastic 6. Always Agree

Why are they selling?

What is their Distress Level?

What are their needs?

Find the Hot Buttons - Do not make a presentation without knowing and using the hot button.

Beware of making decisions for the Seller, your job is to present offers.

Their Likely Objections?

Their Likely Questions?

Your Exit Strategy?

Remember to find their problem and solve their problem

Need to Customize the Presentation?

CRITICAL: Write at least five benefits of your offer to the homeowner.Benefits are the key to showing the VALUE of our offer. Value sells!

1.

2.

3.

4.

5.

Affirm your positive thoughts:

They need me and my solution

I'm great at uncovering hot buttons and I easily and naturally use them to create more desire

I am a master at the 7 laws and I keep both parties engaged as I present and close.My presentations are so powerful that it is easy to close

I provide a great service to my clients, and close easily and confidently

I am the master at building rapportI provide great benefits that trigger emotions

I am tenacious in my close because I know they need me and my solution

Pre-Call Prep Sheet



Thought Process

• Proper mindset—become fearless investor

• Confident attitude—become a problem solver

• Go through thought process checklist

• Do you know the sellers reasons to sell? —if so what are

they

• What is their distress level

• What possible objections will come up

• Don’t pre-judge—what offer will they take

• Go over your offers and make sure you know them

• Do I need to customize anything in my presentation



Action Steps

• Drive the comps

• Drive by sellers house—takes pressure to find it

• Go over thought process again just before entering sellers house

• Imprint affirmations—have mine on cd



Affirmations:

• I am a dynamic presenter and hold the sellers attention on

every word

• I am great at finding and solving a sellers problem

• I am a great close and close over 50% of my deals

• I am great at uncovering hot buttons and use them to help

move the seller

toward a decision

• I am great at developing rapport and the sellers feel like they

have known me forever



Be Prepared

• The better prepared you are the better chance for a successful

appointment

• Do things that others will not to achieve success

• Success is an attitude

• This is part of the success process

Documents

© Copyright 2010 Cortney Jones and Keith Young Module 3: Preparation: The Secret to Creating Your Own Luck!