Powerful Door-Knocking Scripts and Strategies Student Version

PowerfulDoor-knockingScriptsand Strategies(forshortsalelistings) SSICCoaching.com [email protected]/Cell909-973-4011 Thanksforbeingontheca Thanksforbeingonthecallthismorning. llthismorning.I’mJacobSwodeck I’mJacobSwodeck,andI’llbey ,andI’llbeyour our trainerandcoachforthiste trainerandcoachforthisteleconference leconference.. Thiscallshouldtakeabout30min Thiscallshouldtakeabout30minutes.Please,p utes.Please,pleasehave leasehaveapenin apeninhand.Thiscall hand.Thiscall isnotbeingrecorded,andit isnotbeingrecorded,anditisuptoyoutofocus, isuptoyoutofocus,andtakegre andtakegreatnotes…quick atnotes…quickly. ly. TheShortSaleInnerCircleCoachin ShortSaleInnerCircleCoachingCompany(SSI gCompany(SSICCoaching.com) CCoaching.com),thenationsonly one-on-oneandgroupcoachi one-on-oneandgroupcoachingshortsalecoa ngshortsalecoachingprogram,b chingprogram,bringsthis ringsthis teleconferencetoyoutoday. SSICisahigh-impact,results-dri SSICisahigh-impact,results-drivencoachingp vencoachingprogram,andit’ rogram,andit’sguaranteed sguaranteedto to drasticallyimproveyourrea drasticallyimproveyourrealestateproduction lestateproductionwithmoreclosed withmoreclosedshortsalesoryour shortsalesoryour moneyback.We’llheara moneyback.We’llhearalittlemorea littlemoreaboutSSIClateron boutSSIClateronthecall. thecall. Fornow,let’sgetintosomedoorFornow,let’sgetintosomedoor-knockingscrip knockingscriptsandstrategie tsandstrategies! s! Firstly,Iwanteveryoneto Firstly,Iwanteveryonetothinkaboutsome thinkaboutsomething.Thismorn thing.Thismorning,morethan ing,morethan6.5 6.5 millionmortgagesare30+days millionmortgagesare30+dayslateintheU lateintheU.S.Therear .S.Therearemorepeop emorepeoplestruggling lestruggling withtheirmortgagetodaythan withtheirmortgagetodaythaneverinh everinhistory!Therei istory!Thereisnoshortageof snoshortageofshortsale shortsale opportunitiesinourareas! Therearesomeobstaclesthough.Suchas: • • • • •

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Peoplewanttostayinthe Peoplewanttostayintheirhouseforfre irhouseforfreefor2years efor2years Peoplearenolongera Peoplearenolongerasafraidofthe safraidofthebigbadNOD bigbadNOD People(ascrazyasitsounds) People(ascrazyasitsounds)stillbelievei stillbelieveinthemythofthe nthemythoftheloanmodsavior loanmodsavior PeoplethinkRealtorsonlyca PeoplethinkRealtorsonlycareaboutone reaboutonething…making thing…makingmoney money Peopleoftendon’tevenw Peopleoftendon’tevenwanttoconsidersh anttoconsidershortsellinguntilthe ortsellinguntiltheyhavebe yhavebeen en deniedaloanmodatleasttw deniedaloanmodatleasttwice,and/orthe ice,and/ortheyhaverece yhavereceivedaN.OT.S. ivedaN.OT.S. Mostpeopleareuninforme Mostpeopleareuninformedabouttheshort dabouttheshortsaleprocess(ta saleprocess(taxes,deficiency, xes,deficiency, credit,timeline,etc.)

WiththeDNC(donotcall)listsan WiththeDNC(donotcall)listsanddirectmailb ddirectmailbeingsaturate eingsaturatedwithjunk,man dwithjunk,many y timesthebestpathtoyourp timesthebestpathtoyourpotentialcustomers otentialcustomersistheirfrontp istheirfrontporch. orch. Strategy: •

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Scheduleyourdoor-knocking!Start Scheduleyourdoor-knocking!Startsmall–onceor small–onceortwiceawee twiceaweekfor1hour kfor1hour (youmaywantapartner (youmaywantapartner)Eventually,you’ll )Eventually,you’llwanttosetp wanttosetpersonalgoalssuch ersonalgoalssuch asnotstoppinguntilyou’veh asnotstoppinguntilyou’vehad20conversation ad20conversations. s. Prepareyourmaterials Prepareyourmaterials–Dependin –Dependingonwhethery gonwhetheryouarecanva ouarecanvassingafarm ssingafarm areaorgoingtoNODorNO areaorgoingtoNODorNOTSdoorsdirect,havi TSdoorsdirect,havingmaterials ngmaterialstoleavebeh toleavebehind ind isalwaysagoodidea.That isalwaysagoodidea.Thatway:iftheya way:iftheyaren’thome,you ren’thome,youhaveasmall haveasmallchance chance thatthey’llseeyourmateria thatthey’llseeyourmaterial,andifthey l,andiftheyarehome,they arehome,theyhavesomethin havesomethingto gto

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rememberyouby.(formySSI rememberyouby.(formySSICcoachingclients, Ccoachingclients,wewillhelp wewillhelpyouwithyour youwithyour handoutcontent) Tip:IfyouareworkingNO Tip:IfyouareworkingNOD’s,Irecommen D’s,IrecommendlatetermNO dlatetermNOD’s(5-6months D’s(5-6months late).Ialsorecommendusing late).Ialsorecommendusingforeclosureradar.com foreclosureradar.com(SeanO’Toole) (SeanO’Toole)–it’sthe –it’sthe mostaccurate,andtheyhave mostaccurate,andtheyhaveanewmap anewmappingfeature pingfeatureanditcosts$49a anditcosts$49a month.Sharethecostwithap month.Sharethecostwithapartneroryour artneroryouroffice. office. Whenworkingdefaults,Irecom Whenworkingdefaults,Irecommenddressingb menddressingbusinesscasual.Y usinesscasual.Youdon’t oudon’t wanttolooklikethebankortheIRS. SMILE!!!!Asunimportantasitm SMILE!!!!Asunimportantasitmayseem,itis ayseem,itismandatory.You mandatory.Youmustexude mustexude confidence,calm,andhope. Whenyougettothedoor,2firm Whenyougettothedoor,2firmknocks,thenturn knocks,thenturnyourbackan yourbackandslowlystart dslowlystart towalkaway.Ifnobodyan towalkaway.Ifnobodyanswers,2morefir swers,2morefirmknocks,wait20 mknocks,wait20secondsorso secondsorso withyourbackturned,thenle withyourbackturned,thenleaveyourmate aveyourmaterialsatthedoo rialsatthedoorandwalka randwalkaway. way.

Nowforsomesimplelead-inscripts.These5lead-inscriptswe .These5lead-inscriptswerecompiledfrom recompiledfrom mypersonalexperience mypersonalexperience,aswellasfr ,aswellasfromsomeofmytop omsomeofmytop-agentcolleag -agentcolleagueswhohave ueswhohave greatsuccessatthedoor!These greatsuccessatthedoor!Theseareonlya areonlyafewofthema fewofthemanyscriptsI’ve nyscriptsI’vecompiled compiled andperfected…  1.Justdroppingoffsomeinfo 1.JustdroppingoffsomeinfoIthoughtyouw Ithoughtyouwouldfindinterest ouldfindinteresting... ing...

Thisscriptworksbestwithfar Thisscriptworksbestwithfarmareacan mareacanvassing.Bedilig vassing.Bediligenttoprepa enttoprepareworthwhile reworthwhile materialsthatyourprospect materialsthatyourprospectwillapprecia willappreciate,value,an te,value,andholdonto. dholdonto. “Hi,I’m____________________with___ “Hi,I’m____________________with_____________________________. __________________________.Ijustwantedto Ijustwantedtoquickly quickly introducemyselftoyouasthea introducemyselftoyouastheareapre-for reapre-foreclosurespecia eclosurespecialistin_______________ listin______________________. _______. I’vejustputtogethersomei I’vejustputtogethersomeinformationabou nformationaboutourareatha tourareathatIthoughtyoumight tIthoughtyoumightfind find veryinteresting…”(Han veryinteresting…”(Handthemateria dthematerialtothemandwa ltothemandwaitafewse itafewseconds.Iftheydonot conds.Iftheydonot commentoraskaquestion,ma commentoraskaquestion,makemention kementionofthemateria ofthematerialyou’veprov lyou’veprovided…like, ided…like, “It’sanewsletteraboutthi “It’sanewsletteraboutthisarea,someg sarea,somegreatcouponsfor reatcouponsforyoutouse,somer youtouse,somerecently ecently soldhomeswithprices,andan soldhomeswithprices,andanarticleabouta articleaboutanewlawtha newlawthataffectsalmoste taffectsalmosteveryone veryone inthisneighborhood.Thatshouldge inthisneighborhood.Thatshouldgetaresponse taresponse.) .)

2.Buyersforyourhouse

Thisscriptworksgreatina Thisscriptworksgreatinanareawhe nareawhereyouora reyouoracolleagueofyours colleagueofyoursalreadyhasa alreadyhasa listingintheneighborhoodwith listingintheneighborhoodwithanoffer/s( anoffer/s(oractivity).Doororactivity).Door-knock1-200 knock1-200 surroundinghomesandsaythefollowing… “Hi,I’m____________________with___ “Hi,I’m____________________with_____________________________. __________________________.I(ormycompa I(ormycompany)havea ny)havea homeforsale,itisashortsale homeforsale,itisashortsale,closebywitha ,closebywithanabundance nabundanceofbuyersfori ofbuyersforit(probably t(probably duetotheamazinglylowinte duetotheamazinglylowinterestrates).Do restrates).Doyouhaveany youhaveanyinterestat interestatall,orknowof all,orknowof anyonearoundherethat anyonearoundherethathasanyinte hasanyinterestatallin restatallinsellinghisorhe sellinghisorherhomenowor rhomenoworin in thenearfuture?”(Ifthe thenearfuture?”(Iftheysayno,orn ysayno,ornotreally,youshouldsa otreally,youshouldsay,“Ohyoumustb y,“Ohyoumustbeone eone oftheluckyoneswhohaspai oftheluckyoneswhohaspaidyourhouseoffa dyourhouseoffalready,orpaid lready,orpaidall-cashupfron all-cashupfront?”t?”Smiling…Thatshouldopenthem Smiling…Thatshouldopenthemuptopossiblydiscu uptopossiblydiscussingtheirloan ssingtheirloansituationif situationif

thereisone.Iftheysay,“ thereisone.Iftheysay,“No,Ihave2 No,Ihave2loanslikeev loanslikeeveryoneelse eryoneelsearoundhere” aroundhere”,I’d ,I’d respondbysaying,“WellI’ respondbysaying,“WellI’mgladeveryth mgladeverythingisfinew ingisfinewithyourhome.M ithyourhome.Mostpeople ostpeople I’mtalkingtoaretrying I’mtalkingtoaretryingtoeithermodify toeithermodifytheirloanorsom theirloanorsomehowavoidfore ehowavoidforeclosure. closure. ThatiswhatIspecializein ThatiswhatIspecializein.”Thense .”Thenseeifyoucan eifyoucangetarespon getaresponseagain… seagain…

3.TheInvitation

Whenyou,oracolleagueofy Whenyou,oracolleagueofyourshasagood ourshasagoodshortsalelistinginamarketablearea, scheduleanopenhouse(eve scheduleanopenhouse(evenifyou’ren nifyou’renotan“open otan“openhousekind-of-a housekind-of-an-agent”) n-agent”)Itis Itis likesettingupshopinthe likesettingupshopinthemiddleofyourfa middleofyourfarm.It’sgreat rm.It’sgreatnamebran namebranding/exposure, ding/exposure, plusitisagreatexcuseto plusitisagreatexcusetoknockonabun knockonabunchofdoors…toinvite chofdoors…toinvitethemtoyourop themtoyouropen en houseevent!Whengoingout, houseevent!Whengoingout,haveaflyer haveaflyerwiththeopen withtheopenhouseinforma houseinformation,and tion,and moreimportantly,information moreimportantly,informationaboutyourself! aboutyourself! “Hi,I’m_________________________with “Hi,I’m_________________________with_________________________ _____________________________.Sorrytobothe ____.Sorrytobotheryou.I ryou.I justwantedtoquicklyinvite justwantedtoquicklyinviteyoutomyopen youtomyopenhouseeventI houseeventI’mholdingat ’mholdingat __________________(handthemflyer) __________________(handthemflyer)thisweekend. thisweekend.Itisashortsa Itisashortsale,whichiswhat le,whichiswhatI I specializein,anditispr specializein,anditispricedtomovequi icedtomovequickly.Pleasef ckly.Pleasefeelfreetole eelfreetoletanyoneyou tanyoneyou knowthatmaywanttomove knowthatmaywanttomoveintothisare intothisareaaboutthise aaboutthisevent,andalso,p vent,andalso,please lease considertellinganyoneyouk considertellinganyoneyouknowwhomayb nowwhomaybestrugglingwith estrugglingwiththeirmortgage theirmortgageabout about myservicesandme.Ihav myservicesandme.Ihaveahighsuccess eahighsuccessrateandple rateandplentyofexper ntyofexperiencewith iencewith distressedproperties.”(See distressedproperties.”(Seeifthatgetsa ifthatgetsaresponse.I response.Ifnot,resorttoask fnot,resorttoaskingthem,“Do ingthem,“Do youknowanyonewhowants youknowanyonewhowantstomoveintothis tomoveintothisgreatarea greatarea,orwhomayne ,orwhomayneedtotalk edtotalk aboutselling?”)

•

Break:Thenext2scriptsar Break:Thenext2scriptsarecentereda ecenteredaroundlate-ter roundlate-termNODleads(5mNODleads(5-6 6 monthsafterNODisfiled).

4.Loanmodsupport

Thisapproachrequiressome Thisapproachrequiressome,orlotsofsavvy. ,orlotsofsavvy.Youmustundersta YoumustunderstandHAMP,the ndHAMP,theloan loan modprocess,howlossmitigationwork modprocess,howloss mitigationworks,andbewillin s,andbewillingtodoalittlele gtodoalittleleg-work. g-work. Theseareclientswhomyou TheseareclientswhomyouwillhaveEARN willhaveEARNEDtheirbusine EDtheirbusiness.AsImenti ss.AsImentioned oned earlier,manypeoplew earlier,manypeoplewanttotrytosa anttotrytosavetheirhome vetheirhomeunderthepr underthepremisethatthe emisethatthe Obamaplanwillsavethe Obamaplanwillsavethembygivingt mbygivingthemahugep hemahugeprinciplereducti rinciplereduction,anda1% on,anda1% interestrateforlife.#n interestrateforlife.#notSo,ifyoucan’ otSo,ifyoucan’tbeatem’,j tbeatem’,joinem.Help oinem.Helppeople people attempt to to savetheirhomes.Beana savetheirhomes.Beanadvocate,aliai dvocate,aliaisontothebank sontothebank.Ifyouearn .Ifyouearntheirtrust,you theirtrust,you canlaterbecometheirvoi canlaterbecometheirvoiceofreason,a ceofreason,andeventually ndeventuallytheirlistinga theirlistingagent. gent. “Hi,I’m_______________________with “Hi,I’m_______________________with___________________________ ___________________________.Yourhomeisi .Yourhomeisinmy nmy professionalterritoryandI professionalterritoryandIamcommittedtohe amcommittedtohelpingevery lpingeverydefaultedhomeow defaultedhomeownerin nerin myareasavetheirhome myareasavetheirhome,andavoidfore ,andavoidforeclosureatnocostt closureatnocosttothem.Nogimm othem.Nogimmicks,no icks,no stringsattached.Doyouhave stringsattached.Doyouhaveaplaninp aplaninplacetosave lacetosaveyourhome?” yourhome?” Waitforananswer.Ifi Waitforananswer.Ifitis,“yes,we tis,“yes,wearetryingfor aretryingforaloanmod”,y aloanmod”,yourresponseshould ourresponseshould be,“Thatisgoodtohear. be,“Thatisgoodtohear.Somanyofyour Somanyofyourneighborsare neighborsaresimplydoingnot simplydoingnothingto hingto

savetheirhome.Howare savetheirhome.Howarethingsgoingwit thingsgoingwithyourlender… hyourlender…ifyoudon’tmind ifyoudon’tmindme me asking?”Nomatterwha asking?”Nomatterwhattheiranswe ttheiransweris,youcanalw ris,youcanalwayssay,“Ye ayssay,“Yeahthatsounds ahthatsounds rd aboutright.AserviceIoffe aboutright.AserviceIofferforfreei rforfreeistogain3 stogain3 partyauthorizationfromyouto speakwithyourlender,an speakwithyourlender,andcontactthemtog dcontactthemtogetanswerson etanswersontheprogressof theprogressofyour your loanmod.Manytimes,itisj loanmod.Manytimes,itisjustsittingonsome ustsittingonsomeone’sdeskwhile one’sdeskwhiletheforeclosure theforeclosure clockisticking.Wouldyoulikeme clockisticking.Wouldyoulikemetogetinthe togetinthereandsee reandseewhatIcanfi whatIcanfindout?Many ndout?Many timesthey(yourlender)will timesthey(yourlender)willshootstraightwitha shootstraightwithaRealtor.And Realtor.AndIknowthep Iknowtheprocess, rocess, andtheirlingo.Icanusually andtheirlingo.Icanusuallyfindoutwhere findoutwhereyoureallysta youreallystandprettyquick ndprettyquickly.” ly.” Iftheysay“no”toyourini Iftheysay“no”toyourinitialquestion,y tialquestion,youshouldknowhowto oushouldknowhowtoanswerthat answerthat one…”Well,doyouwanttostay one…”Well,doyouwanttostayinthisprope inthispropertywithsuchan rtywithsuchanegativeeq egativeequityposition uityposition inadownturningmarket, inadownturningmarket,orhaveyoucon orhaveyouconsideredshortsellin sideredshortsellingandgetting gandgettingafresh afresh startin2years?”From startin2years?”Fromthere,youtake there,youtakethemdownthe themdownthepathofthewi pathofthewisdomofashort sdomofashort sale(especiallyafterthe sale(especiallyafterthepassingofSB458i passingofSB458inCalifornia) nCalifornia) 

5.Gottimeforsomegoodnews?

Thisisastraightforward,Mik Thisisastraightforward,MikeFerry-lik eFerry-like,strongeye e,strongeyecontactapproa contactapproachthatworks chthatworks well,whenyoubegintounde well,whenyoubegintounderstandthatittru rstandthatittrulyisanumbe lyisanumbersgame.Your rsgame.Yourhandout handout needstobetimely,andtothepoint! “Hi,I’m_____________________with__ “Hi,I’m_____________________with____________________________. __________________________.Isnowagoodti Isnowagoodtimeto meto quicklytellyouaboutthe2mostr quicklytellyouaboutthe2mostrecentadvanc ecentadvancesinforeclosure esinforeclosureandshortsales andshortsalesthat that benefitmillionsofhomeowne benefitmillionsofhomeowners,includingyourself rs,includingyourself?” ?” Iftheysayno,quicklyrespon Iftheysayno,quicklyrespondbysaying,“ dbysaying,“thankyouforyou thankyouforyourhonest,please rhonest,pleaseread read theliteratureIhavepr theliteratureIhavepreparedsome eparedsometimesoon.Based timesoon.Basedonyoursituation, onyoursituation,itiscritical itiscritical information.Mycellphone information.Mycellphonenumberison numberisontheliterature theliteratureaswell.Iwould aswell.Iwouldlovetohave lovetohave aconversationwithyouabout aconversationwithyouaboutyourtrueoption yourtrueoptionssometime.”Tha ssometime.”Thatmayprovoke tmayprovokea a responsethatopensthedoor responsethatopensthedoorforconversation. forconversation.Iftheiransw Iftheiranswerisyes,then erisyes,thenyou you shouldquicklysay,“great!Well, shouldquicklysay,“great!Well,firstly,Gov.Brownjust firstly,Gov.BrownjustsignedSB458onJuly signedSB458onJuly15 15th whichcompletelyprotectshomeown whichcompletelyprotectshomeownersfromeve ersfromeverbeingcollecte rbeingcollecteduponaftera duponaftera shortsaleontheshortageorde shortsaleontheshortageordeficiency.This ficiency.Thisishugenewsfor ishugenewsforyou!Andsecon you!Andsecondly, dly, theU.S.Treasuryrecentlyla theU.S.Treasuryrecentlylaunchedaprogr unchedaprogramcalledHAFA amcalledHAFA(the (the HomeAffordable ForeclosureAlternative)thatpayshomeownersseve )thatpayshomeownersseveralthousanddollars ralthousanddollarsin in relocationassistancetoshortsale relocationassistancetoshortsaletheirprima theirprimaryresidence ryresidence.Thesetwofa .Thesetwofactsalone ctsalone havemadeshortsellingahom havemadeshortsellingahomeamuchbet eamuchbetteroptionthan teroptionthanitwasinthe itwasinthepast!What past!What isstoppingyoufromshortselling isstoppingyoufromshortsellingthisproperty? thisproperty?”Thenyou ”Thenyoucantakeit cantakeitfromthere. fromthere. It’sbasicobjectionovercoming It’sbasicobjectionovercomingconversation… conversation…

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