Notice of Default filings and Short sale listings precede the actual foreclosure notice that leads to a foreclosed home & a bank owned home.
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Heading & categories are listed below for Notice of Defaults scripts.
• Each heading represents a page of the script and it has 5 or 6 "one-liners" that can be simply read
aloud to a prospect.
• There are 12 pages of Lead-off scripts and 48 pages of color-coded script with with approximately 300 individual lines of dialogue. (total of 60 pages)
• Just determine when to: ... TALK ... and when to LISTEN ... and when to SELL then pick a heading.
GREEN pages means you are Talking … about Money, Time, & Requesting an Appointment.
1. DISCUSS NEEDS, You are asking if there is a NEED for your services?.
2. WANT, Do they WANT the services of a real estate agent
3. MONEY ISSUES Request an appointment to discuss the money issues they face.
4. MONEY, Will they and can they pay a commission?
5. TIME ISSUES Talk about how much time they have to sell the property and most likely ask for a "Short sale."
6. TIME BEST TIME, When is the best TIME to meet and ask for an APPOINTMENT.
7. DECISION Have they made a DECISION about who the choose as their real estate agent.
8. POTENTIAL Asking questions to qualify the prospect and gauge the POTENTIAL for doing business.
9. CLOSES Ask for the listing.
10. COMMITMENT TO SELL Get some sort of committment to co-operate if they give you the listing.
11. OVERCOME RELUCTANCE Dialogue that puts their mind at ease
12. SYMPATHIZE Show compassion. Dialogue that shows that you understand what they are going through
RED pages contain Questions that must be answered & Objections that must be responded to.
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1. I’M NOT INTERESTED ... The RED HEADINGS are in the form of ... "What They Say To You"
2. I DON’T NEED ANY HELP
3. I DON’T KNOW IF I WANT AN AGENT
4. WHY DO YOU KEEP CALLING ME?
5. DROP OFF INFORMATION & I’LL LOOK AT IT
6. TELL ME OVER THE PHONE - SEND INFO.
7. I’LL DECLARE BANKRUPTCY
8. IT ISN’T FAIR - I DON’T WANT TO MOVE
9. I WON’T SIGN ANYTHING, MY WORD IS MY BOND
10. I DON’T WANT TO TALK ABOUT IT
11. WHY DO YOU WANT TO KNOW SO MUCH?
12. YOU’RE ASKING A LOT OF QUESTIONS
13. I HAVE PLENTY OF TIME
14. WAIT FOR SOMETHING TO CHANGE
15. WE’LL WAIT AND SEE
16. DENIAL - I DON’T AGREE WITH THE FORECLOSURE
17. I CAN’T DECIDE
18. OUR LAWYER WILL ADVISE US
19. I CAN’T AFFORD TO PAY A COMMISSION
20. IF YOU’LL NEGOTIATE YOUR COMMISSION ... I’LL TALK TO YOU
21. I’M GOING TO REFINANCE
22. I DON’T WANT TO LOSE MONEY
23. I DON’T HAVE ENOUGH EQUITY TO SELL
24. I WANT TO THINK ABOUT ITI haven’t made a decision
YELLOW pages the traditional Selling Language and reasons to do business & facts about your product and company. ==================================================================
They are the "Sell & Tell" pages and you must fill in the information in the appropriate places.
1. 30 SECOND COMMERCIAL with Foreclosure Information
2. NOTICE OF DEFAULT FACTS
3. COUNTDOWN TO THE FORCLOSUE amount of time left
4. WE’LL DISCUSS, FORCLOSURE PROCESS
5. AFFILIATIONS - GUARANTEES - REFERENCES
6. 3 REASONS TO CHOOSE ME
7. AGENT SERVICES regarding NOTICE Of DEFAULTS
8. COMPANY SERVICES & RESOURCES
9. THINGS A BROKER / AGENT CAN DO
10. REASONS TO CHOOSE MY COMPANY
11. MARKETING PLAN for Notice Of Default
12. LISTING PRESENTATION brief phone version for Notice Of Default
• "IF YOU DON'T MAKE THE CALL" ...someone else will! .... and you won't get
the chance to help the prospect by listing the home.
• If Notice of Default filings, Short Sale listings, and foreclosures comprise 30 to 50%
of your market and you don't call them, .... you're ignoring a sizable portion of business leads.
• When Notice of Default filings & Foreclosure notice & Short Sales are at an all time high,
you should go after whatever is "currently hot" in your marketplace.
Prospecting Notice of Defaults and the homes in foreclosure chould be the lifeblood of real estate agents. A certain number of Notice of Defaults and short sales and bank foreclosures may find their way to you through other marketing methods ... but a vast number remain in the hands of the competition.
1. If you lack the capacity to reach the homeowner who receives a Notice of Default or who may
be elgible for Short Sale mortgage reduction. If you don't call on them you will remain
on the sidelines while others get their business.
2. You are held hostage by not establishing yourself as capable of prospecting the Notice of Default
filings and Short sales and eventually the foreclosures.
3. Prospecting by calling Notice of Default notices & Short Sales and Foreclosure notices are not
like "cold calling." Thus the "Do not call" directory may not apply.
4. Calling on Notice of Default notices and Short sale listings and Foreclosure notices are
considered highly "targeted" prospects.
Regarding the homeowner who has received a Notice of Default notice, for every 100 calls you make, approximately ....
1. 20 will refuse help no matter what you say.
2. 50 will list with a real estate agent that they perceive as familiar with the Foreclosure process.
3. 30 will choose to let the home go into forclosure and thus become a bank owned home.
Obtaining listings from Notice of Default notices and Foreclosures notices and Short Sales listing are a function of not only making more calls, but of getting more listings from the prospects you do call on.
Listings that result from prospecting Notice of Default filings and prospecting short sale listings and Bank foreclosures will not come to you, ..... "you" must go to them.
• You have to find a way to contact the prospect who has received a Notice of Default notice which
subsecquently may result in a Short Sale listing and then go back to the bank and thus become a
foreclosured home,
• If you don't prospect Notice of Default filings and Short sale listings and Foreclosure notices,
you get stagnant and lose your edge. Inevitably your listing inventory and sales will go
down the longer you are away from prospecting Notice of Default filings and Short sale listings.
• If you don't at least call the Notice of Default filing and the resulting Short Sale, you can't
possibly get the listing.
_______ "It goes without saying that if you're out of prospects, .... you're out of business." _______
Prospecting the Notice of Defaults filings and Short Sale mortgage modifications will keep you in business during these tough times. It's an expensive proposition to depend on passive methods to reach Notice of Default filings and the resulting Short Sale loan reduction.
Someone must talk to a prospect who receives a Notice of Default to get the business of a homeowner who has received a foreclosure notice. You must offer foreclosure assistance you must offer Short sale loan modification to be credible.
The closer you are to being that "someone" offering foreclosure assistance and short sale assistance, the more valuable you become. If you are responsible for obtaining new business then everyone else owes you a debt of gratitude.
• The wheels of industry will turn with us or without us.
• You must be on the racetrack to compete and win especially when giving Notice of Default
assistance and Short Sale assistance and giving foreclosure assistance.
• You won’t get all the business but you’ll get your share as long as you try.
At present, in 2011, Notice of Defaults and foreclosure notices and Short Sale assistance are the lifeblood of salespeople. Right now, is the most important activity for getting listings in the United States is following the Notice Of Default filings and Foreclosure notices which result in the Short Sale listing.
Success rule number one in prospecting bank foreclosures and prospecting Short Sales and prospecting Notice of Defaults is to meet the prospect "in person." It goes without saying that you must meet the prospect in order for a person to do business with you.
There's no substitute for getting out and meeting people that receive a Notice of Default filing that result in a Short Sale listing. It’s easy to fall into the trap of putting things off, thinking that you can make up for lost time by just making more calls tomorrow.
Remember, “Today is that tomorrow that you were going to do so much about yesterday.” When you call on a Notice of Defaul listing or a Foreclosure listing and are told that your competitor just got their business, you’ll realize how important it is to be persistent.
• Salespeople should know how many calls are "normal" to get a new Notice of Default filing or
home in foreclosure notice to meet with you.
• Real estate agents may experience a lengthy lead time for getting the prospects present
home sold and an equally long time to find another. From there it's a matter of establishing a
ratio of how many calls it takes to make sales presentation. The ratio of prospects who list
with you can then be established.
The majority of salesperson’s give-up at some point, usually sooner rather then later when it comes to calling on a home in foreclosure or a home with a Notice of Default.
Everything including homes in foreclosure depends on a Real estate sales person prospecting by making contact by telephone contact or in person. It’s a basic assumption in real estate prospecting that all real estate agents want more sales. We’re all in the business of selling something.
• A Real estate brokers business won't exist without someone attempting to reach a new potential
prospect who has received a Notice of Default.
• Going back a step, you can generally trace the origins of every current customer and account to someone prospecting the homeowner.
The revenues from prospecting pays everyone's salary and provides their entire livelihood. Only those who don’t have to prospect for a living have a hard time understanding why you should invest in a product such as a foreclosure script and Notice of Default script and an Expired listing script that will increase production.
Yor're future job security is a stake. Everyone would like to take it easy and coast once in awhile. That's just not possible with a Notice of Default or a bank foreclosure that has a life expectancy of 90 days.
• Hard is it may sound, prospecting "now" will provide your business with customers in the future.
• Your future job security rests on the prospecting you do today.
• Going without a foreclosure script or Expired listing script may put you out of the running.
The Notice of Default soon becomes a foreclosure home and eventually a bank owned home. And the foreclosure notice of today will be bank owned home in three to six months.
Every business has a different period of time that prospects turns into customers. It may be sooner or later, but the time will come when any gap in prospecting will show up because Notice of Default and foreclosures are occurring dailey. The Notice Of Default listing will result in a Short Sale listing that subsequently results in a foreclosure listing.
Notice of Default homes and Short Sales homes and bank owned homes are not going to go away anytime soon. Foreclosure help and Short Sale assistance is needed now!.
A savy real estate business will always need salespeople who prospect using Notice of Default scripts and Foreclosure scripts.
Now that Notice of Default home listings and bank owned homes are so important, salespeople are in a position to help more than ever.
• In regards to the "no call" list that has been widely touted as applicable to real estate agents...
• The prospects have done business with real estate agents before and a business relationship
has been established.