Chris Prefontaine coaches on winning over skeptical sellers by showing BBB accreditation and Creative Financing Real Estate Association membership upfront. Keep first calls under 3-4 minutes if there's no interest, 10-13 minutes if there is. Record your calls for critique to spot confidence gaps.
Chapters
If someone comes out of the woodwork and they're a first-time buyer, you're going to be okay with them buying your house. But you want to check all this stuff on me? Go to my BBB. I'm accredited. I'm also accredited with the Creative Financing Real Estate Association. If that's not good enough, I don't know what would be. But you check that out. That's how I would say it. In your words.
Chris, I sent you something to talk to a couple today. But however, that brings up a point. All of a sudden, the last 2 weeks, I'm running into it more and more. I'm wondering if others are, where our sellers are extremely cautious of what we're offering, what we're asking. Like the last gentleman, I literally hung up the phone right before high 6, and he says, well, text me your name, your company address, your company name, your website. Anybody that you may work with, I'll do research and I'll get back to you by November.
Are you with the BBB?
Yes, I am. And I'm accredited and I've used that and it goes out on everything.
Okay. Who was asking me for references? Somebody was. And I said, oh, Dave Alban, just say, here's my BBB link. Feel free to research anything you want.
Okay.
Number one. Number two, my gut goes to 2 things, you guys, for Annette's question, because I just again dealt with this with Dave Albin this week. Usually you might get an occasional wacko that doesn't no matter what, but usually they're asking that because they have lack of confidence in the call. Did you record it? Yeah. Send that call. That's my next question.
Unfortunately, that was again on my cell phone. Okay.
You got to, especially in President's Club, You guys, yeah, you're going to record these calls in there because you're, you're hitting stride now. And how to get that more efficient is to get some more call critiques in because you're there, you, you know, you're cranking appointments, you're cranking takings. Let's get some more critiques in because it's easy for us to hypothesize. But if we hear the call, we're going to go, oh, it was easy. You did this. Yeah. I don't remember the last person to ask me that.
Me either.
It's been a, it's been a long time.
And all of a sudden now I'm getting it. More and more. So there, I need to definitely send in call critiques.
Yeah, because you know what the common denominator is here?
It's me.
Yeah.
And the call.
Yeah. Yeah. Okay, so let's get those critiques. That's the quickest answer we can give you.
Okay. Thank you.
I noticed, because I've been busy, noticed with the President's Club, the calls went down a little bit for call critiques. So not your calls dialing, everybody's dialing, but, but call critiques. So we gotta It's one of the biggest things nobody wants to do. And trust me, we don't want to do it either, but it's going to help you the most.
Well, and some of mine, um, I think I, I try to explain it, especially when they're asking about the research and things like that, that I go too long. So like my call earlier, 18 minutes, and I'm thinking, oh my gosh, Chris would be like, just shut up.
So already something in my head. Let's get you to stick you on your computer. I know your activity. You're doing a lot of activity, but I don't want you spinning wheels either.
Right.
So you're going to spin wheels if you do that.
Okay.
I could eat the call for Debbie today. It was 7 minutes and it brought great joy to my heart because she's like 20, 20. Like, it's just crazy. You don't do that and you don't need to be justifying anything you're doing. If you want to buy their house, then you need to ask some questions. That's it.
Okay.
Saying don't be personable, I'm not saying that. You gotta, you know, because Derek's great at that. I'm not saying don't be personable. I'm not saying be old. I'm just saying get to where you need to get to with that.
I'm finding it harder, and I look forward to hearing Derek speak because he's in the same area in the Midwest.
Yeah.
These people, rather than me tell a story, These people want to tell a story about every single thing in their house, and I'm doing the best I can to cut them off. And then when we hit back, that's when they're like, well—
You get the critiques over, I'll help you do that.
I'll do that. Okay.
Because Derek got his— Derek got his 6th taken in September, just for context for everybody.
Wow.
His 6th. So he's setting the pace. He's done it. He's done it for 20 years. And yes, you will be Invaluable at QLS, his talk.
Okay. Because I need to get back to my 7 appointments a week.
You will. Just this critique, I'm telling you right now, you'll spin less wheels. And I know your schedule and you're trying to juggle a lot. This will help you tremendously.
Okay, I'll get him in.
Go through the painful exercise of doing that and put a sticky on your computer. If, if no interest, less than 3 minutes or 4, whatever. And if interest, 10 to 13 is a lot.
Okay. Okay. Thank you.
Not sure where to get started? Go to smartrealestatecoach.com/getgoing for free books, strategy calls, and a whole bunch more. We're going to help you get going the wicked smart way. We've been after this for over a decade doing exactly that. Chris, you joked in the past. Do you ask all your buyers like, I don't know that it is appropriate in that context. I think it's appropriate if you can, if you can say it nicely. You guys talking about sellout? So wait a minute. If someone comes out of the woodwork and they're a first-time buyer, you're going to be okay with them buying your house, but you want to check all the stuff on me? Go to my BBB. I'm accredited. I'm also accredited with the Creative Financing Real Estate Association. If that's not good enough, I don't know what would be. But you check that out. That's how I would say it. In your words.
