How to have a Successful Real Estate Sales Appointment

Focus on Helping People and the Real Estate Deals Will Follow

Sometimes I will come across real estate investors that are just starting out and they mention how they feel awkward in their appointments. They don’t want to feel pushy or inauthentic. There are many tactics that can help you become more comfortable in running your appointments that will leave you feeling confident, and in turn, close more deals.  

To combat these feelings, I always recommend that when you are in a meeting with a seller it is best to make sure you are focused on how you can help THEM. In sales, sometimes it is called focusing on the “pain point.”

Conversation tips for your real estate sales appointments

You are there to genuinely help someone who is probably in a difficult situation that they are desperate to get out. Show you are genuinely concerned about them and their situation and what they are looking to accomplish. You can start by asking some simple questions.

•      Why are they selling their house?
•      Do they need a quick close as I teach in my Unlimited Funding program?
•      Do they need cash right away?
•      If so, what for? Examples include a down payment on a new house or rental agreement.

Explain to them that you are trying to gather all of the information you need to see if you are a good fit for each other. Ask the questions conversationally, not like you are conducting a one-sided interview.

After you ask questions, run the numbers. If you feel that what you have to offer will benefit them, you need to be able to logically explain to them how you can help. I suggest having an outline to walk you through exactly what numbers to cover with the seller.

Tools to use in a real estate sales appointment

For instance, I offer a net equity worksheet that my students use as a tool, to walk you through the information to make sure you are making accurate calculations. In this phase, you can also show the seller how much it would cost them to do a traditional sale with a real estate agent. Not only is it more expensive, but the timeline is also much longer. If they need a quick close, this is probably not a great option. The quick close you can offer is.  

Practice gets close to perfect

Practicing is also important. The more natural your presentation is, the more likely your genuine willingness to help will shine through. Read through your scripts, practice conversations with friends and family, prepare answers for commonly asked questions and go on as many appointments as possible.

This business is all about helping people. If you keep that in mind, you will be successful in your appointments. If you keep the focus on helping people the deals will just naturally start to happen. Make sure with the deals you are doing that you are prioritizing as helping people first, above all.

To learn more about my methods for how to have a successful sales appointment and for valuable information like scripts that lay out what you need to say in a meeting, I encourage you to check out Foreclosure Investing Mastery.