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.

Be natural, easy-going and friendly. Remember, when homeowners first talk with you, they may be suspicious due to their dealings with lenders and others, so their first inclination may be to tell you to take a hike. However, if you're friendly and natural from the start, it's more likely that you'll be able to overcome this barrier.

Homeowners feel more comfortable when they're dealing with someone who dresses in the same manner as they do. By the same token, they can feel very uncomfortable with a person who dresses unlike them. For example, if you show up in a fancy three-piece suit at a home where the homeowners are down-to-earth people wearing jeans and work boots, you've already put yourself at a disadvantage. You may remind them of lenders or other creditors, and the last thing they'll want to do is deal with you! So, always dress to the level of your customers.

Always treat homeowners facing foreclosure with respect. After all, they may feel that they haven't been treated well by the lender and others so a little heartfelt respect right from the start can go a long way toward creating a positive connection that may end up in a good deal for you.

Benefits are items that tell homeowners what you're going to do for them. In the case of foreclosures, benefits can be similar to the following:

>> Elimination of the stress of foreclosure

>> Relief of debt

>> Avoidance of the embarrassment of foreclosure

>> The opportunity to seek options other than foreclosure

Here's an example of how this might work either over the phone or in person.

"Mr. Thompson, my name is Ned Jones. I'm a private investor who specializes in properties like yours. I can offer you several options for avoiding foreclosure. They'll help you out of a stressful situation and assist in getting rid of debt. I'd love to talk to you about these options. How would you feel about discussing them with me?"

Notice that in a few short sentences you've introduced yourself, stated your purpose (help in avoiding foreclosure), offered benefits (reduce stress, get rid of debt), and asked for a commitment to discuss the options. This is a standard and very effective technique used by successful salespeople over the years. It gets the point quickly and efficiently. With a little practice of this technique, you can make it a natural part of your presentations to homeowners.

Once you're in a home, look for honest connections between the homeowners' lives and yours. For example, if the husband plays a sport (softball, golf, etc.) and you love the same sport, it can be a good icebreaker to talk about that sport. If he has sports trophies on a shelf, say something similar to, "I see you're into golf. What courses do you play? My favorite is Riverside." This forms a connection between you and him and can build the necessary trust to do a deal, if it's appropriate.

One important point to keep in mind--never lie about being involved in a sport or hobby. If the homeowner is very knowledgeable about such activities, he or she will want to talk about them more, and if they discover you're faking it, you'll be out the door fast with no deal.

As you already know, different people have different personalities. The main point to remember about personalities is that people tend to prefer to deal with individuals who are like them. Extroverts are people who are friendly and outgoing and "outward-directed:" i.e., they're comfortable with people and enjoy talking with them. So, when you're dealing with an extrovert, it pays to display the same kind of personality.

On the other hand, some homeowners are introverts; they're quiet and don't open up easily. They tend to prefer a low-key approach and may want to discuss things in a calm, objective manner. So, that approach may work well for you in that situation. Just remember not to overdo the matching of personalities. Keep it subtle; otherwise, homeowners may feel that you're being false simply in order to gain an advantage over them.

Simply put, "empathy" means the ability to put yourself in the homeowner's shoes and feel what they're feeling. To create empathy with homeowners, you need to get them to open up. The best way to do this is to use the technique of asking open questions.

Open questions are ones that encourage a person to open up and expand on a subject. Often, they begin with words like, "What," Why," "How," "In what way," or "Tell me more," etc. Salespeople often use this technique because it's so effective. Here are some examples:

>> How do you feel about your present situation?

>> In what ways can I help you?

>> What kind of options to foreclosure are you interested in?

>> Why are you interested in exploring alternatives to foreclosure?

>> Tell more me about your situation so I can understand it better.

Once you've created empathy, you can then ask closed questions to gather the specific information necessary to determine if the deal is a good one or not. A closed question is one that asks for a "Yes" or a "No" answer as in, "Does the home have any liens on it?"..."Are you ready to sign the agreement?"..."Do you understand how Chapter 11 works?"..." etc. Use closed questions once you've gotten beyond the initial conversation and built trust. They'll help you analyze the situation and decide if it's a good deal or not.

This can be the most important skill of all, right from the first contact through to the closing of the deal.

One reason for its importance is that homeowners don't expect you to really listen to them. So, when you do actually listen to their needs and problems, they're pleasantly surprised and more open to you. Listening builds rapport!

A second reason for practicing good listening skills is that it allows you to pick up clues and information as to what homeowners are thinking and how they're feeling. This permits you to offer them the best solutions to their foreclosure situation and enhances your chances for closing the deal. To become a great listener, follow these common-sense guidelines:

>> Focus on the person. Give your full attention to the homeowners and maintain eye contact with them (if appropriate for the culture). Don't let your eyes wander about. This can indicate boredom, impatience or lack of interest to homeowners, and turn them off to your deal.

>> Don't interrupt. Homeowners facing foreclosure often want to talk once you've broken the ice with them. They want someone to understand what they're going through-to simply listen. This can cause you to become impatient and want to interrupt. After all, time is money for you. However, unless the homeowner is a complete motormouth, it's usually best not to interrupt. By interrupting, you're letting them know that what they're saying isn't important, and that's not the sort of impression you want to make with someone who may provide you with a good deal. Besides, by letting them talk, you may be able to gain valuable information that can help you construct a good deal for both you and the homeowners. So, in most cases, let the homeowner finish before you begin to talk. Everyone appreciates having the chance to speak without being interrupted.

>> Use prompts. If you want homeowners to keep talking, nod your head while they're speaking or use verbal prompts like, "I see..."...Go on..."..."Tell me more," etc. The use of prompts not only keeps them talking, but, at the same time, tells them that you're listening closely and value what they're saying.

>> Use summaries. I'm sure you've had the experience of talking several minutes with people only to discover that they haven't really understood what you've said. This can happen with homeowners. One way to prevent this from happening is to use short summaries of what they've said at strategic intervals. This gives them the opportunity to either expand on what they've said or correct any misunderstandings on your part. A summary can be as simple as, "So, what I hear you saying is that you're not really sure how the process of selling your home to me really works. Is that a fair statement?" Summaries also have another great advantage; they can keep an overly talkative homeowner on track toward a deal!

You'll find that the basic skills discussed in this chapter will also come in handy during the negotiating phase (covered later in Step 7). As a matter of fact, they'll come in handy in all aspects of your business life. To increase your knowledge, I recommend that you get further education on selling skills and customer management. There are many good DVDs, CDs, audiotapes, and videotapes available for self-study. Or, if you prefer an instructor-led approach and have the time, there are also many good seminars, workshops and classes available. In short, my recommendation is-ALWAYS KEEP LEARNING! Go to www.Dodeals.com for more information.

Okay, let's assume you've done a good job of working with the homeowners and discovered the information you need to formulate a deal. This means it's time to take the next critical step-perform due diligence. That's the subject of the next chapter.