I hope by me writing this, i can HELP some of the "newbies" out there that may be having trouble trying to determine who's "REALLY MOTIVATED" and who's just NOT MOTIVATED enough to sell to us(REI's). Now, when your first starting out your probably going to want to pursue every "Prospect" that you get, but if your Marketing and Advertising is working CORRECTLY, then theirs going to be a time when you just can't pursue every single "Prospect", because your business is growing and time becomes more of an issue. This will HELP you "Sift" through who's a "LEAD" and who's just a "Prospect", so you can maximize your time with MOTIVATED SELLER's that REALLY NEED your services.
Remember that when you are in the 1st intial conversation with the seller, at this point you are NOT trying to sell your service to them. The 1st purpose of the phone call is to "PRE-QUALIFY" the seller. You want to seperate "LEADS" from "Pospects". They are ALL "LEADS" coming in, but you want to seperate the "Tire Kickers" from the "REAL MOTIVATED" sellers. The PRE-QUALIFICATION process should take no more than 5-10 minutes. You are looking for the answer to 2 questions: #1 Are they TRULEY MOTIVATED? #2 Are the numbers going to work? Your going to have to build some RAPPORT, so you can ask what their "PAIN" is: Why is it that their looking to sell RIGHT NOW? And also, How soon do they NEED to move out? Other indications as to how MOTIVATED the seller is, is when you start asking personal questions, like: How much do they owe?(mortgages, liens, etc) Then you start throwing out some "LOW BALL" prices, if they just laugh at you and act as if they dont even want to continue, then that seller is NOT REALLY MOTIVATED. As you explain why your offer came in so low and why you needed the information from earlier, and they act like they want to continue or they say "Lets move on" then, My Friend, you have yourself a MOTIVATED SELLER. Hope this HELPS some, SULLY.
YOUR HERO, SULLY