Transcription
About 40% of my deals come from a relative, friend, or neighbor that connects me with a homeowner in foreclosure. Most investors don't even think about this as part of their marketing. But it's some of the most powerful and leveraged marketing that you can do. Because when someone's in distress, they stop answering calls. They stop answering the door. They don't respond to your texts. But if you reach out to their aunt, brother, sister, son, daughter, those people are still answering their phone. Those people may answer texts. They may answer the door. So instead of fighting through a locked door, I reach out to those who already have the key. And today, I'm going to show you exactly how to do that, what to say, how to handle objections, and how this simple skill can unlock deals that 99% of investors miss.
So, as you might know, when a seller goes into foreclosure, embarrassment sets in fast. This is a really difficult time in their life and oftentimes they're going to end up being like an ostrich sticking their head in the sand. They're going to stop communicating. They avoid anyone that asks questions. They don't want to answer the door. They don't answer their texts. And while there's tons of value of continuing to follow up with those people, a lot of times are trying to break that door down to be able to speak to these sellers, all the while I'm just walking right around the wall to talk to the people that can connect me. We're talking about aunts, cousins, good family, friends, whoever it might be that has an in with this seller.
Let me give you an example. A while back, I found a house that was in foreclosure. House was completely vacant. It was in my hometown. It is the type of house that you have to have. You think about it, even when you eat and you sleep, it's just like, I need this house. But I had tried everything to get a hold of this homeowner. I had called, texted, emailed, directed, door knocked. Anything that you can imagine, I had tried. I had tried to talk to relatives from phone numbers that I've skiptraced, anything. The guy was a ghost. So, I gave it one last ditch effort and I went ahead and looked him up on social media and we happened to have a mutual friend. This mutual friend was from my church. They were a family friend. I knew them very well. I reached out to them, kind of explained the situation with the seller. They were really kind of reluctant to give me any information, but I used the script that I'm about to explain to you here in just a second, and they broke through. They ended up getting me on a three-way call with this seller. The seller answered right away, met with me at the house the next day. He signed on the spot, and I ended up assigning this house for an $80,000 profit. Guys, these are the deals that make or break a business. They're the type of deals that get you off the income roller coaster and get you regular deals.
So, let's go through the script on how to connect with family, friends, relatives. Let's get it. All right. Again, this is the niche acquisition script for contacting relatives or family or friends. This can work through text. This can work through a call. This can work for a door knock. It doesn't matter. But this is what can help you break through with these relatives. Okay? So again, use this after you have tried to get in contact with the homeowner. We don't want to air their dirty laundry for no reason, but if you can't get a hold of them or the house is vacant or you can just identify that there's some distress, we go ahead and go into the script. Okay.
So let's go through this. So again, we're going to start off very simple. "Hey, hey, is this relative's name?" They say yes. "Who is this?" And you're simply going to say, "Hey, relative's name. My name is Michael. Uh, I know this is out of the blue. And honestly, I hate to reach out that like this, but I've been trying to connect with homeowner's name. And I've tried to reach out to them in all kinds of ways so I could share some options on how I could get the foreclosure for their home stopped. And I haven't been able to get a hold of them. You were honestly kind of my my last hope in connecting with them so I hope so I can go over options before it's too late. Would you be open to helping me reach them?"
Okay, so again, if you want to paraphrase that, completely fine, but you're kind of introducing yourself, identifying the situation. I'm putting the elephant in the room. I am saying that there is a foreclosure. I want them to know that there is some urgency and that you want to get a hold of them. You've tried, but you weren't able to. Now, they're going to have one of two options. They're going to be open to you. They're going to be open to talking to you, or they're going to have some objections.
Now, let's assume that they are open to talking to you, and they say something like, "Uh, yeah, I'd be happy to help you reach out." Okay, you're going to say something to the effect of, "Hey, I appreciate you hearing me out. The last number I have for them is 123-456-7890. You're putting a number out there. Is this correct or do you have a better one?" Instead of just saying, "Hey, look, um, I'm looking for their phone number. Do you have one?" That's kind of passive. It doesn't show as much authority. Instead, say, "Hey, here's the number I have on file. Is that correct, or do you have a better one?" Then they're going to go ahead and open up their phone. They'll say either yes, that's the phone number I have, or actually, this is their their new number. So go ahead and take that down.
Now, while someone is in the mood to help you, they're really receptive to that. We need to take advantage of that. So instead of just saying, "Hey, thanks for the phone number," and move on. We want to go one layer deeper because again, they don't trust you as the investor, the homeowner doesn't, but they do trust their family, friend, or relative. So, let's go ahead and see what we should say. Now, they give you the phone number and you're going to say something to the effect of, "Hey, perfect. Thank you. Since it's sometimes easier when it comes through someone they trust, would you be open to doing a quick three-way call with us right now? That way it's not just me reaching out cold." Now, many times they will go ahead and do that and you can go ahead and get contact with that relative sooner than later and it comes through a trusted, trusted source. Okay? If they agree to a three-way call, go ahead and do it then. "Great. This will only take a minute. Let's get them on together."
Now, if they say, "I can't, I don't really have time for that right now. I need to do it later." You can say something to the effect of, "Hey, no problem at all. When do you think you'll be able to connect with them? I'll set a reminder to follow up with you after. Okay."
Now, they very well may be open to giving you the phone number, but they don't really want to get on a three-way call. They may feel kind of awkward about that. If they go ahead and say no to that, don't push them any further. They've already given you the path to the golden goose. So, you're going to say something to the effect of, "Hey, totally fine. Thank you for confirming that number. I'll reach out respectfully and just share a couple of options that might help and politely end the call."
Now, this is how we hope the conversation goes: that they just kind of roll over. They say, "Yeah, that's my family or friend. Let's go ahead and go through the process." They confirm the phone number. You have a three-way call. Or you don't. Either way, you've gotten a phone number, something to move forward with.
Now, the vast majority of the time, they're going to have some objections. So, let's see what that looks like. Next.
Now, the first objection they're going to have is if you go through your opening line, "Hey, relative, my name is Michael. Uh, sorry for reaching out to you out of the blue, etc., etc. Are you open to helping me reach out to them?" And sometimes they're going to say yes, but most of the time they're going to say something to the effect of, "Yeah, I do know Charlie. Uh, he's kind of going through this. Here's what I'll do. I'll give them a call. Once I get a hold of them, I'll reach back out to you." Now, I know you guys and I know how you operate. Most of you are going to lean away from resistance and you're going to say, "Oh, that'll be great if you reach out to Charlie. Um, I look forward to hearing back." That is a big no-no. Again, you have the opportunity now. Lean into resistance. So, instead of saying that, say something to the effect of this: "Hey, I completely get it. I respect that you want to protect them and most people honestly feel the same way. But if you were in their shoes, maybe you were overwhelmed and no one could get in contact with you, uh, that would help. Wouldn't you want one of your family members to trust to at least open the door for an opportunity to fix things without delays since the sale is coming up so quickly? Even just confirming a phone number can make all the difference."
So, you're appealing to their emotions here. You are not immediately trying to get a phone number and push through. You're trying to get them to internalize their family member is going through a lot. They might be overwhelmed. They might be lost. They don't know what to do. If you were in their shoes, wouldn't it make sense to do this? So, you're appealing to the heart and the emotions. And this gets people starting to think a little bit differently.
Now, if they soften and they say something to the fact of, "Well, I can go ahead and confirm a number." You're going to go back up here. You're going to go back up here to section two. When they give you the affirmative, you say, "Hey, this is the number I have. Can you confirm that or do you have something different?" And you're going to go down the path the same way that you did. Once you have the phone number, then you're going to ask for a three-way call. And then you end the conversation as we've discussed before. Okay?
Now, let's go back down here. They don't always after our handler go ahead and submit to what we're going to do. Oftentimes, they're still going to object. "Hey, you seem nice enough and I appreciate that, but I haven't talked to them a while. It just feels kind of awkward to reach out this way and I definitely don't want to go behind their back and give their number without their permission." Again, this is the time where you usually just say, "Hey, I get it. Let's talk another time." No, we're going to go and take another pass. We're going to lean into resistance and do everything we can to monetize this opportunity when we have them on the phone. Okay?
So, if they still object, we're going to go to a little bit of a third-party story. So, we're going to say something to the effect of, "Hey, totally understand and I appreciate that you care enough to make the call and at least help me get a hold of them. Uh, the only reason I push for a quick connection now is because I've seen how easily time slips by. I mean, actually, just a few weeks ago, I spoke with a brother who told me kind of the same things that you're saying. I'll call him and get back to you. He meant well, honestly, but he got busy and a week or so went by and by the time he reached back out, the sale date had already passed. The house was gone. He told me, 'I thought that they had more time. I wish they had connected. I wish I had connected you with them when you had first called.' I don't want that to be the situation here for Charlie. Even just confirming a phone number can make all the difference."
So again, if the first time we went back to them and we were trying to appeal to their emotions didn't work, this time we're giving it even more visual. And if it helps, it even helps more to try to appeal the story to their situation. So maybe they're the brother or the mother or the father or the aunt. Try to appeal the story that we're discussing to their situation, their relationship to the homeowner. So again, this time you'll see that I tried to appeal to them. "Hey, I spoke with a brother last week." Make this very matter-of-fact. And if you have a third-party story that's actually true, it makes you sound so much better because you actually have conviction in the story. Now, if you don't have a story, you can use something like I've given you or come up with something that's generic that can get you through to the next level.
Now, if they soften after the story, we're going to go back the same way that we've done before. If they give you a phone number, we're going back up here to section two and again confirming that phone number and trying for the third-party call. If not, we go ahead and politely move on.
Now, this is a very common objection path. And if they fight you again after you have appealed to the emotions once, you have given a third-party story, they're being a little contrarian. Okay? You're going to try one more time. Okay. "Hey, totally fair. I completely understand. When do you think you'll be able to speak to the homeowner?" You're trying to get them to open up on when they're going to do that. The relative says, "Well, I'm actually supposed to talk to them Sunday afternoon after church, during the Chiefs game. I'll talk to them then." Okay. Then you're going to follow up with something like, "Hey, perfect. Since the sale date is coming up quickly, how about I give you a call back after the Chiefs game there? Um, in case they had questions or needed clarity on any of their options." You go ahead and set that follow-up time. You go ahead and set that follow-up time, then actually follow up with them at the appropriate time. So again, we've thought through the objection once, twice, and even the third time we're trying to book a meeting from a meeting. If you have the opportunity, you must take it.
Now, the most common objection is going to be this one here. Something to the effect of, "Hey, I'd rather talk to them myself. Well, let me give them a call and I'll get back to you." Study this handler system. This can definitely help. But there's also going to be some other ancillary objections they may use as well. So, you've gone used your handler. They're going to say something to the effect of, "Hey, you seem nice enough, right? And Charlie is my family friend, but I just can't do this. There's so much pain in the family and you know, I I just can't I can't do it." Hey, we're going to try again and say, "I completely understand and I'm not even wanting to step in the middle of things, but sometimes not getting involved hurts the situation and them even more. I'll never forget an aunt I spoke to. She told me the same thing. 'I love them, but I don't want to get involved. That's their problem to figure out.' She thought she was protecting the relationship by staying out of it. And a few weeks later, she called me back in tears. I remember it vividly. The home had gone to foreclosure, and she said, 'I thought giving them space was the best way to love them, but now I'll always wonder if I could have saved them from losing everything again.'" And that even broke my heart. It's why I believe that even a small nudge, even just confirming a phone number, can make all the difference because sometimes not getting involved is what causes the most regret.
Again, we are appealing to emotions, the human heart. Someone has a hard heart about the situation. They don't want to get involved. But again, if you can get them in the feels, get them thinking about it, getting them realizing that this is really going to affect their family, friend, or relative, it can change everything. If they soften, we're going to go the same path that we have up top. But if they still object, "Hey, look, I I get it. I understand. I just can't get involved." Then we're going to follow up one more time. "Hey, totally fair. I I completely understand. I know this is an unreasonable request anyway. Um, but when when do you think you'll be able to speak to them again?" Again, you're hoping that they answer. "Well, I'm hoping to see them then. This is the next time I'm going to speak to them." And then you're going to say something to the effect of, "Hey, perfect. Since the sale date is coming up quickly, how about I give you a quick call right after they after this time that you're going to speak with them, just in case they had questions or needed clarity on their options."
This time, let's go from the angle that you're speaking to a neighbor or something. So, you said your opening line that, you know, it would help to get a phone number or anything, right? And they say, "You know what, they're fine. I I just don't think they need help. I know them. They're my neighbor. They'll be fine." Hey, and you're going to use a third-party story that tries to appeal to their emotions. So, "Hey, look, I I get it. You're the neighbor. You don't want to get involved. And honestly, I'd probably feel the same way. But a while back, I talked to a neighbor of a homeowner, a town over, and they said the same thing that they're fine. They don't need help. They thought everything was under control. Um, and they were going to reach out to them, but life got busy and by the time they circled back, the sale date had already passed. House was gone. And they told me, 'I wish I had just connected you right away.' And I don't want you to end up feeling that regret." That's why I push for a quick connection. Even just confirming a phone number can make all the difference.
If they soften, you're of course going to try to get that phone number confirmed, get a third-party call. But if they object, "Hey, completely understand that you don't want to get in the middle here. Um, do you have any idea when you're going to speak to them next?" Hopefully, they give you a time and then you're going to set a bam fam, book a meeting from a meeting to discuss with them what they say after that meeting.
Now, there are a few more objections to this particular situation when you're speaking with family, friends, or relatives. You'll see on the document down below that there's a few more. If you would like the full objection script with the extra couple of objections, click on the link down below. Go ahead and download this resource. And I want you to study this. Really internalize it. Know how you're going to say your initial handler. Know how to handle these different objections and take them down the affirmative path or the path where they have some objections.
Guys, like I said at the beginning of the video, these type of deals represent 40% of my niche list deals. This is not a small amount. This is significant. So, please click the link down below, download this tool, use it with yourself or your team. That way when the opportunity arises, you are ready and you're able to help these sellers and get connection with the homeowner that needs your assistance.
And if you want to sharpen your axe in a lot of different ways, we have the niche community down in the link below. You can talk to a member of my team and they would be more than happy to help you. We have all the different scripts that you can need. Daily updated foreclosure data and shortly new data, six or seven more lists. And we have the niche CRM that can take that data and automatically market. That way you can have more opportunities, more conversations, and make more impact in your community. Thank you for watching. I hope this was helpful. I'll see you on the next one.