Real Estate Marketing Tips - Part 3

William Bronchick: You can’t sit around and wait for the phone to ring. You have to make the phone ring that’s the point. You have to do things to get your phone ringing. Female: Well, you're going to have 50 calls coming in from those card, what might I am going to do with 50 telephone calls? William Bronchick: My goodness you might buy three houses. Female: I need a lot of time to go see them, to talk and find if they're going to what I want them to do. William Bronchick: The phone call will weed them right over the phone, you’ll get an idea. And out of 50 calls, half of them maybe just people shopping price and they may not be legitimate qualified people but all you need is one that’s the point. All you need is one and if you can make 10, $20,000 off a deal and $25,000 is marketing seems-- Female: Alright we have 50 calls, we’ve gotten rid of a half of them. How do you find --? Male: Well first that’s find that how you get rid of and don’t get rid of. You said the magic word, qualify. William Bronchick: Qualify. Male: And you have to ask the right questions. William Bronchick: Ask the right questions. Male: What are some of those right questions? William Bronchick: The question is that number one, why are you selling? How long they have to sell by? Would you willing -- be willing to work in creative terms? Would you be willing to discount the price? I mean just ask questions and listen to the answers. You use your ears more than your mouth. God gave us two ears and one mouth for a good reason, listen twice as much you speak. Don’t go out looking at houses, don’t go out doing information research on houses, don’t go looking at comparable sales to see what’s worth. Don’t do you anything; don’t even leave your house. And two you qualify the person over the phone to the point where they’re practically begging you to come over. And you’ll know it; people say, well who would sell me their house under those terms? Everyone ask that, you have got to be a dummy to do that. No, you don’t have to be a dummy, you should have a good pricing range. And when you get that person over the phone who is truly motivated, you’ll know it in there voice, you will know it in the things they say.