Step 3: Selling the Preforeclosure Owner on You!

Focus on your people skills to make successful deals!

In this article, I focus on Step 3 in the preforeclosure process--honing your people skills. Some owners of pre-foreclosure properties will be pleasant; others will be very negative because they don't enjoy being in the situation in which they've found themselves. That means you need to know how to effectively handle different personalities and their different needs.

This often means that you need to present yourself as a problem-solver. After all, no homeowners enjoy facing foreclosure and will definitely be looking for solutions to their predicaments. Although they may not realize it at first, you're the person who can provide the solution they need. So, it's up to you to show them the benefits of using your services. This calls for a combination of techniques that are easy to learn and apply. This chapter will show you how to convince homeowners of the benefits of accepting the solutions you offer them.

One of the key skills of every successful business person is the ability to create "rapport" with others. Rapport means "building a relationship of mutual understanding or trust and agreement between people." In other words, it's easier to convince homeowners to use your services when they like you. That's no secret, of course, but it's absolutely essential to build personal connections with homeowners whenever possible. And you can build these connections through the following effective techniques.