Bill Twyford on Real Estate Negotiation Techniques
Copyrighted © 2008-
Page 9

When I was a real estate agent with Coldwell Banker, I would spend probably four, five hours a day just cold calling people and it made no difference what they said, but my script was hi, my name is Bill with Coldwell Banker. When do you plan on moving? How long have you lived at this address? Where’d you move from? So my questions are you going to be go000000000ne in three to six months or just starting in three to six months? Oh, we’ve got to set you an appointment so I can get you what you want in the time you want it. Won’t that be great? Which is best for you seven or eight?

And it made no difference what they said back because I was going to the next question. When do you plan on moving? Never. Never. Great. How long you lived at this address? And I would just go right down the list. You find out sometimes, when you get to question six and if you were to move where would you go next? And they say California. California? That’s great. And when would that be? And they say well, we’re thinking about moving there in six months. So you went from a no to a yes just by going through the questions.

See, most people in this business take that no and they stop. Hi, my name is Bill. I noticed you’re in foreclosure. I’m here to help you. What can I do to help? No, I’ve already taken care of it. Okay. Thanks. By the way here’s my card if you need me and they leave. That’s not door knocking. That’s just wasting your time. See, you have to have a script to follow and you have to get past the preprogrammed no’s....