Appointment Setting (019)
Appointment Setting (019)
Transcript:
Steve Butala: Steve and Jill, here.
Jill DeWit: Hello.
Steve Butala: Welcome to the House Academy Show, entertaining real estate investment talk. I’m Steven Jack Butala.
Jill DeWit: And I’m Jill DeWit, broadcasting from sunny southern California.
Steve Butala: Today, Jill and I talk about appointment setting.
Jill DeWit: Not like your dentist. Not like your doctor. This show’s all about when to do appointments around your business. No sorry.
Steve Butala: Here is my synopsis of appointment setting.
Jill DeWit: Right.
Steve Butala: The same thing that motivates a person to set an appointment with you, to come on over to see if they are going to buy their house, is the exact same reason that anyone sets an appointment or walks into a check cashing business. So if you walk into a check cashing business and you hand over your check the vast majority of not everyone on this call is not going to do that. That’s not our socioeconomic thing. They want their money right now. If somebody handed you their check and they said okay in three days I will let you know how much money I am going to get, they would walk right out.
Jill DeWit: I like that. Could you imagine if – that’s true they walked in and it’s like –
Steve Butala: Yeah
Jill DeWit: Yeah come back in three days.
Steve Butala: And I will let you know how much I am going to give you.
Jill DeWit: Yeah. I might change my mind especially when you come back and I am like sorry did I say 10%, I’m keeping 20%.
Steve Butala: Or you walk back in three days and they say, Who are you?
Jill DeWit: That’s awful, what check?
Steve Butala: Before we get into it lets take a question posted by one of our members on the houseacademy.com online community. Its free.
Jill DeWit: That’s a classic example of you and I off in the corner like in a boring party cracking up –
Steve Butala: Like what are they talking about?
Jill DeWit: With light beers in our hand, cause that’s all they have and we are still having fun.
Steve Butala: Yeah.
Jill DeWit: All right John asked how do you know what properties have mortgages on them.
Steve Butala: Excellent question. Until recently, you didn’t. You had to guess. In fact, if you are going to send out, we have been sending out offers to owners for almost 20 years. More than that actually, but until recently; you just kind of like swung hard and hoped for the best. That’s how I play golf.
Jill DeWit: Yes.
Steve Butala: You would send everybody an offer and it would come back and then you have to find out [inaudible 00:02:16], so recently with DataTree you can very simply weed out which properties have mortgages and which ones don’t, and not only just positive or negative or true or false, how much the mortgages are and what percentage of the current principle as a percentage of the current value. So you know, we send out anything below 70% loan to value: They tend to get a letter from us.
Jill DeWit: Right
Steve Butala: There is another model for just sending out mortgage less property, which we also utilize but its not really for this show. It’s a great question, a great simple question, very hard, this is one of the reasons I can’t stand “driving for dollars” and stuff. Its like you don’t know anything about this property.
Jill DeWit: True, what the situation is, they could have just bought it –
Steve Butala: So silly.
Jill DeWit: You really are not even dealing with the owner of the property, which is the bank kind of thing.
Steve Butala: It’s another reason why I cannot stand people who just go buy lists. I just read on our community online somebody was asking.
Jill DeWit: Really?
Steve Butala: Somebody was just asking that. I am not ready to join the group. I need a place to buy some cheap lists.
Jill DeWit: Oh no.
Steve Butala: I need owner and address that’s it –
Jill DeWit: Sorry.
Steve Butala: And I’m like man, this is just not how you do this
Jill DeWit: Not doing it right. Save up your –
Steve Butala: You are going to waste some much money on mail.
Jill DeWit: Wait and do it right.
Steve Butala: Yep.
Jill DeWit: When I used to do our calls I used to do a lot of inbound sales calls to join Land Academy and I would tell them if they are in this position, it is not the right time. Hey do nothing. You should, even like right now listening to House Academy, be a fly on the wall. Get into our online community for free. See what our members are doing. Listen to the show. You should be doing this for six months to a year sometimes. If that what it takes to get you to save up and be in the right place, you can jump in and do this right. We are not going anywhere. That’s the best way to do this.
Steve Butala: Totally.
Jill DeWit: Thank you.
Steve Butala: I just decided that because you and I can’t get this straight yet between Land Academy and the House Academy show, we should just call it Hand Academy.
Jill DeWit: Hand Academy?
Steve Butala: On both shows.
Jill DeWit: That’s good. House/Hand Academy.
Steve Butala: House/Hand Academy and then we don’t have to worry about it.
Jill DeWit: Like the [inaudible 00:04:23] Buet family of companies. If you really think about it, you know what that is. Uh-huh. Very cool [inaudible 00:04:28]
Steve Butala: Today’s topic: Appointment setting. This is why you are listening. This is another one of those, just like yesterday, ultra simple, two word concept, that I think in my silly little antidote about check cashing is so overlooked, yet so important. Go ahead Jill I know you have a lot of notes.
Jill DeWit: So, appointment setting what is this talking about? This is the seller calls you back or you get a sign off her back in the mail, whichever it is, or email; and you now need to get this ball rolling, and you need to get that first appointment to meet with them and start this purchase process.
Jill DeWit: So what you want to do is (a) do it right then and there. Every time that you are talking to them or leaving a meeting with them you should be planning the next step. So lets just say they called you back and said you know what, my wife and I got your offer three weeks ago, we have been sleeping on it, talking to the kids, nobody wants the house. We are ready to do this, and we do want to start the process. And they usually don’t know what it is too. They will ask you what is the next step. You say, you know what thank you very much, when can I come over? I need to get eyes on the house. We need to schedule the inspection and get the purchase agreement from you; and then there you are right there setting that appointment. And why you are at that appointment doing what you need to do, as you are leaving, you need to be setting the next appointment or a follow-up call or whatever it is, you always have to leave them with the next step. So, that’s my thing number one.
Jill DeWit: (2) Appointment setting: Don’t let too much time pass. Don’t say well they got the inspector coming on a week from Friday, so I’ll get with you the Wednesday after that. That’s way too long.
Steve Butala: Right.
Jill DeWit: You cannot operate like that. This should be another topic on another show that we will do in the future is how to get a good house inspector, and you know it only takes a few, and you figure out who the right guy is, and he loves you too and knows how you operate.
Steve Butala: Yeah, exactly.
Jill DeWit: And he knows that when you call you are going to want it within three days man, like 72 hours I have to have this done kind of thing. Time kills deals. We talk about that a lot. So anyway, don’t let too much time pass.
Jill DeWit: (3) Don’t miss any of these appointments by the way too. Be real careful, make sure when you say I am going to call you on Tuesday. It’s not the day you happen to be on an airplane because you are going to London that day and there is no way you can get to a phone. Be realistic. Look at your phone and make it accurate, put it in your calendar and follow through.
Jill DeWit: And, finally, when its appropriate, if there is a little bit of time, say the quickest you can get your inspector is on Friday and you are meeting them on Monday and you have called everybody of the three that use and if that’s the best that you can do, then I would like you to also do reminders. Like, hey just a reminder do it on Wednesday. I confirmed the inspector. He is going to be there at 9:00 a.m. on Friday. Then Thursday afternoon, one more time, just like, hey just a reminder, he is coming tomorrow. If anything comes up, let me know. I will be available tonight. Just a little something so they know you are there because you are working for them and with them. You want this to go smoothly and easy for them. That’s really it too.
Jill DeWit: I’ll finish on this. The whole point of what we are doing here is we are building trust, having communication with them-
Steve Butala: Establishing trust.
Jill DeWit: We want them to buy from us, and we want to make this easy for them. Never talk over their head, make this hard, just should be very easy, the inspector is coming, you know and the day and the time and if it’s a little old and she is going to be there alone, I want you to be there with them too by the way. Make it that you can show up. You make this whole thing easy for them, so they want to sell to you.
Steve Butala: I mean there is nothing I can add to that.
Jill DeWit: Thank you.
Steve Butala: I just think time is so critical.
Jill DeWit: It is.
Steve Butala: We have other members who I do consulting calls with and the real successful ones, the appointment gets set that day.
Jill DeWit: Yeah.
Steve Butala: They block out from 3:00 or 4:00 on in their schedule every single day in anticipation for at least two appointments. So it is imperative; and if its not you and your not on the market, you are a little-bit more advanced and you’ve got somebody representing you, with boots on the ground in that local environment, they need to be available for that.
Jill DeWit: Right.
Steve Butala: Completely available. Its imperative.
Jill DeWit: Exactly.
Steve Butala: If you let even one day go by-
Jill DeWit: Their going to pick up the phone.
Steve Butala: Things could change, yeah.
Jill DeWit: Once they are warmed up to the thought that they are going to sell their house, if you are not on it, they are going to start shopping and going you know what, I just say that sign on the corner, I’m going to call that guy.
Steve Butala: Exactly Jill. Hey we know your time is valuable. Thanks for spending some of it with us today. Join us next time for the episode called: Age is no Barrier for a House Investment.
Jill DeWit: This oughta be good and we answer your questions posted on our online community at houseacademy.com. It is free.
Steve Butala: You are not alone in your real estate ambition. I wrote that title for me.
Jill DeWit: For you or for me?
Steve Butala: For me.
Jill DeWit: Okay, good.
Steve Butala: Age is no barrier.
Jill DeWit: Thank you. I appreciate that.
Steve Butala: Meaning old people can do this and young people. We have people in their early 20s and we have people in their 80s in our group.
Jill DeWit: That’s true. That will be fun to talk about. Wherever you are listening or wherever you are watching, please subscribe and rate us there.
Steve & Jill: We are Steve and Jill.
Steve Butala: Information
Jill DeWit: And inspiration
Steve Butala: To buy undervalued property.
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