Editors Note: On February 1st we launched our Personal Coaching program for Mastering Lab Graduates with Mary Kay and Daryl White. We are all so blessed to have them join the Foreclosures.com Team! They have agreed to contribute to the Foreclosure Forecast e-zine with their new column “Coaches Corner”. Here’s your chance to take a Sneak Peak into their many gifts and talents…
When you’re sitting at home on the couch and the phone rings, you have no problem with answering, right? Well, that is not the case for the people who face problems involving their finances – especially if you’re trying to call someone who is behind on their house payments and faced with a Notice of Default or Trustee Sale.
When an owner in foreclosure’s phone rings – their skin crawls and they just want to run and hide. Wouldn’t you? This is an awful mess that they are in!
These homeowners with “phone phobia” can only be approached with great care and consideration. To begin any type of relationship with these clients you must first learn “the right approach”.
The phone techniques taught by Alexis in her home study and in her 3-Day Lab will only work when they are really put to use (exactly as she describes). In other words, nothing good will happen if you simplylook up phone numbers and call the owners first (skipping the vital step of talking to someone who knows the homeowner – like a neighbor or a relative.) (Read more about this HERE.)
Now don’t get me wrong. Those of you who want (and need) to contact the distressed homeowners are probably a bit phone shy too. We all are when we first try out our wings in this business.
We are so comfortable and safe in the Lab. We share our first phone experiences with Alexis’ guidance and the support of 13 other students. We critique each other and know that support is right there for the asking. Then we can get back on the phone, assured that we will have a better conversation with the next contact. Our confidence soars. The Lab is a wonderful experience, not to be missed!
Then we return home and things are a bit different. You “weed your leads” find your phone numbers – and then put your call list on the side of your desk. You decide that the laundry needs to be done, or the dog needs a walk. You sat at the computer for hours looking up numbers, so you deserve a break. Of course you do. I know this, because I’ve been there.
The truth is you MUST get on the phone immediately. I can’t emphasize the importance of this enough. I had to FORCE myself to pick up the phone and stumble through my first 50 calls on the Saturday following the Lab. Whew that deserved an even bigger break! So I didn’t call again until Sunday. But I made another 50 or so calls and soon realized that the only problem I had in making these phone calls was in ME – and not in the person I was calling!
Your self imposed anxiety and fear about making calls will only delay the JOY you’ll experience when you hear a homeowner say:
”Hey, thanks for calling and helping me out with my house situation. I’m so glad that problem is resolved.”
Thank you Alexander Graham Bell…Your invention of the telephone provided me with the opportunity to help others and, at the same time, become a smarter (and more successful) business person.
Plus, I no longer drive neighborhoods wasting hours of precious time. My time is spent wisely in my car on qualified appointments that I set up by phone first. I am no longer chasing homeowners who are rarely at home or not answering their door. Yes, I am following Alexis’ teachings EXACTLY. There are no short cuts or better ways. But after 20 years, I guess Alexis has tried it all! So don’t second guess her methods. THEY WORK!
Now, get that stack of phone numbers off your desk and CALL, CALL, CALL!
MK 
