Trust and credibility with the particle homeowner are the most important factors to getting a deal done. The hard part is cold calling a homeowner in the process of foreclosure and establishing that trust.

We have documents that can help build credibility with the homeowner but do you use them? Most locators simply go to the door bang on it, use their opening line and get out of there. Asking the correct questions and listening may get you more time with the owners of the property. More time will establish enough of a connection to begin the process of purchasing their home.
This article will go through some of the steps you should take to know more about your leads and help you close some sales and the documents and reading you may want to do before arriving at the home and handouts that you should use to build credibility..

1) Read the Notes Before going to the Home

First read the file folder of each house you are going to visit. The first note you will see usually is a cut and paste of the data gathered by the town. It will tell you when the homeowner purchased the home, how long they have lived their, the size and style of the home. It is better to know more about the subject than less-so take the time to read before you get to the house.
Assessment and Sales Report Location & Ownership Information Address: 22 Marion St, Holbrook, MA 02343-1812 Map Ref.: M:34 L:220-00-0 Zoning: R3 Owner 1: Beverly I Luscap Owner Address: 22 Marion St,Holbrook, MA 02343-1812 Property Information Use: 1-Family Residence Style: Ranch Levels: 1 Lot Size: 0.22 Acres (9600 sqft.) Year Built: 1955 Total Area: 2412 sqft. Total Rooms: 8 Living Area: 2252 sqft. Bedrooms: 4 First Floor Area: 0 sqft. Full Baths: 3 Addl Floor Area: 0 sqft. Half Baths: 0 Attic Area: 0 sqft. Roof Type: Gable Finished Basement: 0 sqft. Heat Type: Forced Hot Water Basement: 0 sqft. Fuel Type: Oil Basement Type: Exterior: Wood Side/Shingles Attached Garage: 0 Foundation: Other Garage: 0 Air Conditioned: No Fireplaces: 1 Condition: Average/Good Assessment Information Last Sale Date: 9/13/1995 Last Sale Price: $0 Last Sale Book: 11039 Last Sale Page: 210 Map Ref.: M:34 L:220-00-0 Tax Rate (Res): 11.48 Land Value: $131,200 Tax Rate (Comm): 22.48 Building Value: $230,200 Tax Rate (Ind): 22.48 Misc Improvements: $0 Fiscal Year: 2006 Total Value: $361,400 Estimated Tax: $4,148.87 The information in the Public Record is set forth verbatim as received by MLS PIN from third parties, without verification or change. MLS PIN is not responsible for the accuracy or completeness of this information.

2) Read the documents attached to the Folder if any.

Read the documents that are posted on the property There will be bankruptcy documents, indexes, on market or last marketed documents all which will help you define the subject.

3) Become Competent in the rights and obligations of the homeowner

You will need to know the homeowners pamphlet in order to help the homeowner come to the conclusion that their best option is to sell the property. Tell them you will go through it with them no obligation and cost. While you go through the pamphlet listen to the option they really want and then give them the documents they need to know about.

4) Become competent about the Refinance option

Know how to differentiate us from the Rescue Fraud game and use the memo we have to quell their concern about our option.

Know how a homeowner who wants to save a house can be ripped off and sent to bankruptcy
These documents and reading the file before going out to the house will help you understand the homeowner and allow you to close more sales. Review and try to build as much credibility and trust. Happy Hunting.

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