Convincing someone to do something for the first time is no walk in the park. They will ask a ton questions, lay down a bunch of what ifs and will sometimes go by the first thing that they see or hear that will dramatically alter their final decision.
Case in point: convincing someone to sell their house for cash can be quite tricky, especially if the person has little or no idea on how the process works. The idea is, for one, not for everybody; letting go of an investment is not any easy thing to do and will require to do a firm persuasion.
Show empathy. Homeowners who are looking to sell their property will most likely be undergoing life-changing decisions which prompted them to approach you and your company. They are looking at you because they know that you have an idea on how the business works, but you must first acknowledge the fact that their presence means something has come up and that they need all the help that they can get.
Explain the advantages. Contrary to traditional methods, selling a house for cash has its perks: faster transactions, minimal risks of falling through, zero costs and commissions, no need to pay extra for renovations, the list goes on. These things must be on top of your list if you want to help someone make one of the hardest decisions that they will make.
If you are a real estate investor, it’s also best to show proof of funds, especially your company’s ability to produce the amount of cash that you have agreed. This will ensure that you are building a trust and credibility with a potential customer considering that they are also questioning your capability and legitimacy of your company.
Offering a competitive price is also a factor that will show fairness. Research on the current market trend and from there, make a reasonable offer that can work both ways.
Be prepared to address their concerns with professionalism and transparency. Lay everything on the table, particularly those that are time-bound. Remember, some of them want a fast turnaround time with bomb-proof deals. It’s going to be a challenge, but at the end of the day, it’s all worth it.
Finally, if you’re not able to meet halfway, respect their decision. The transaction, after all, it up to them. Some sellers may need more time to assess their situation or find a new place to live or make other arrangements ahead of selling their properties. However, this will hone your skills and build rapport that can lead to future opportunities and referrals.
