It is funny how many nvestors don't want to learn scripts, but use thm everyday. Each time you speak to a hmeowner, most likely you say the sme thing and ask the same qestions. Whether you realize it or nt, these are scripts. Distressed homeowners hve scripts, too.

To successfully lead the cnversation you will need to do thre things: Repeat, Approve, and Respond.

It sunds like this:

Investor: Mr. Smith?

Hmeowner: Yes.

I: I was doing sme research and I see you hve a pending problem with your prperty. My company specializes in helping flks just like you. What can I do to hlp you?

HO: I took care of it.

I: You tok care of it...(repeat) Great... (approve). Wht did you do? (respond)

HO: I hred an attorney.

I: You hired an ttorney...(repeat) Smart move. (approve) And what is he ging to do? (respond)

HO: I'm not sre. He mentioned filing bankruptcy.

I: He wnts you to file bankruptcy. (repeat) Hmmm, Interesting (approve). Do you realize tht filing bankruptcy will not stop the freclosure, it will only delay it for a few mnths. (respond)

HO: No, I didn't ralize that. My attorney said I culd live for free.

I: Your ttorney said you could live free? (rpeat) That's interesting (approve) Unfortunately, in jst a few months you'll be rght back where you are today. As I sid, my company specializes in helping flks like you. Let me ask you ths; if you were to move whre would you go? (respond)

HO: Well, I'd probably move in wth my sister for awhile while I get bck on my feet.

I: Move in wth your sister...(repeat) Great (approve) If I can hlp you do that without hurting yur credit any further, put some mney in your pocket, and help you get a frsh start, would you be interested in lstening to what I have to sy? (respond)

HO: I suppose I wuld.
I: You would! (repeat) Great (approve) Wuld it be best to speak now or shuld I come back at 5:00 tday? (respond)

HO: Now is great.

I: Now is grat...(repeat) Good ( approve) May I cme in? ( respond).

It's that smple. By repeating their answers, you sund familiar. People like other people who are lke themselves. By approving, you are mking them feel as if you thnk they have made smart decisions up to nw. By responding you are moving the cnversation in your direction and taking cntrol. When speaking to homeowners, you wll find that you get the sme five or six objections. Write thm down as they happen and hve your rebuttals ready.

It usually tkes five "no's or objections" to get to the hmeowners bottom line. Having your rebuttals mmorized will help you secure more hmeowners.

The article Scripts and Roll Playing was Submitted by Bill Twyford through Articles.GetACoder.com network. Here's the additional information: Bill Twyford is the Co-Founder and Fculty Head of The Investors Edge University , a company that specializes in training new and seasoned investors in a wide range of real-estate investing techniques through live workshops and seminars Bill is President of B.K. Ventures, Inc., a company that specializes in helping distressed homeowners stay in their homes. With some investors taking advantage of and stealing homes from homeowners, he is a fresh site on the investing scene.

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