Nathan Payne explains how to contact homeowners facing foreclosure or probate. Instead of blunt sales pitches, he says investors should acknowledge the hardship first—job loss, death, family conflict—before mentioning a purchase. Carl's prospect was frustrated by repeated calls asking only "Do you want to sell?"
I'm on my morning walk and I wanted to talk to you guys about how to talk to sellers that are in pre-foreclosure and probate. All right. Cause I had a call the other day with my team, the people I'm working with, and it was interesting. Carl, one of the clients I work with, he was telling me that he reached out to a lady that's in pre-foreclosure and she was letting him know that she was really upset that everybody but him, right? Cause I told him how to talk to people in pre-foreclosure. Everyone but him has just been calling and being like, do you want to sell? Do you want to sell? Do you want to sell? How insensitive is that to their feelings, right? They're going through a hard time. They're going through probably one of the hardest times. They're behind on their payments. We don't know what's going on in their lives that's causing them to be behind on their payments. Maybe someone passed away. Maybe they lost their job. Maybe they're having troubles with their families. And you just text them and think you're going to get a good response by just saying, hey, do you want to sell your house? So she was explaining to him, hey, I'm just really upset. And what I tell Carl and everybody else to do is say, hey, when you reach out to them, you're not reaching out to someone in pre-foreclosure to say, hey, do you want to sell your house? Again, you have to be empathetic to the situation.
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