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Real Estate Training â€" Get More Short Sales

Author : Jessie Stone


In providing real estate training, I've been asked many times by agents, "How do I get short sale listings?" Right now, I'm only going to focus on, perhaps, the easiest way there is to get short sale listings.

The answer is working your database of people you know for distressed home owner referrals. Since your database knows you it's much easier for those in your database to trust you enough to refer distressed homeowners to you. The people in your database already have relationships with those they know that are behind on their mortgages. They've done that work for you already. Doing this is more effective than other methods of getting short sale leads because you end up contacting fewer people before you get a short sale listing.

How can this be? When you contact a distressed homeowner directly, they automatically have a thick wall around them that you have to break down before they will even start to listen to your message, no matter how beneficial your message is.

First, seek distressed homeowner referrals from your past short sale clients, even if you haven't contacted them in a while. Second, since there are so many distressed homeowners make sure a good portion of the content you're sending to your database is related to struggling homeowners. This can be information on foreclosure prevention seminars, tax and legal ramifications of foreclosure and short sales, bits and pieces of the foreclosure and/or short sale process, and what ever else you can think of.

Focus your info on one part at a time and keep it brief. This way you'll always have useful content to send your database over time. Always guide the reader to spread this info around to who needs it. Your goal is to relate that you are the source of relief for distressed homeowners. Make sure they understand that you have the answers to their questions. Also, make sure to share with them if you're pre-foreclosure or short sale certified. Do this by saying something like, "Did you know I have a Pre-foreclosure Specialist Certification? The reason I'm telling you is so you know who to refer your friends and family to if they're struggling to pay their mortgage. I counsel homeowners with accurate information so they can make the best choice."

You'll first convey that you will help them avoid foreclosure and not just sell their house. Most distressed homeowners don't want to sell their home as a solution to their problem and if you want people to refer others to you they also need to know that you're not going to tell others, right off the bat, to sell their home. If you've given good info, the distressed homeowner will usually make the decision to sell their home on their own without persuasion from you.

Your database needs to understand that you know how to properly counsel homeowners in pre-foreclosure. Doing these things will educate and prepare your database to give you referrals of distressed homeowners. You'll have more appointments, get more listings, and help more people. In another article I'll share real estate training on the appointment with homeowners struggling to pay their mortgage.


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Mike Pollak is a real estate agent trainer who has taught many agents successful business principles. He regularly contributes articles designed for real estate agents success. Find more free real estate training on how to get consistent results and continually improve your agent business.

Article Source:
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Tags:   real estate training, short sale leads, how to get short sale, real estate classes, real estate courses

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Submitted : 2011-06-26    Word Count : 769    Times Viewed: 427