Urgency is a Requirement
May 11, 2010 / /
Fred Weaver and Kevin Kauffman talk about how urgency is a must when negotiating short sales. The more urgent you are with the banks the more short sales you will close.
HOW TO CLOSE AT LEAST 3 DEALS IN THE NEXT 90 DAYS
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HOW TO CLOSE AT LEAST 3 DEALS IN YOUR NEXT 90 DAYS
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About the Authors
Kevin Kauffman & Fred Weaver
Kevin and Fred the founders of Group 46:10. Over the last 10 years Kevin and Fred, and their team have closed tens of millions in real estate all over the country and have created some of the best training for agents in the market. Kevin and Fred are also highly sought after teachers whose work has helped agents all over the country build their own next level real estate business.
Amen!!!
I agree Urgency is a requirement but TENACITY is how I work short sales day in and day out…I enjoy all your video blogs…great learning tools…Thank you..
Agree and if any of your files have buyers expecting the $8K tax credit – you better be more than urgent right now to get that deal closed. Otherwise, you may find yourself on the other side of a lawsuit, combing through your notes of when and how often you called the bank.
Couple things here…
1st, URGENCY is a mindset fellas. It’s in your belief system, or it’s not.
2ndly, @Shorty Sales… have to challenge you on this one. You are not responsible for someone’s tax credit opportunity. If it’s a concern, then get systems and get automated, and you can track that stuff easily, rather than ‘combing through notes’. That way, no one is overlooking your business but you. I know you meant well with that, but it sounded a bit ‘victim’ to be concerned about other peoples likelihood to sue.
Meanwhile, URGENCY works! Keep up the great videos guys!
Coach – perhaps I didn’t clarify my post well enough. My systems are automated and calls are made every 48 hours pushing files. The statement was in total agreement with your push for urgency and as a warning to pull those $8K files to the forefront and work them even harder for the sake of the buyer. I was speaking to agents who say “The bank didn’t call me back” These are the “victims” who aren’t doing the work.
Its good advice to tell agents to push files where the tax credit is an issue. Thankfully, all of mine are closing before June 20th because I called, escalated, pushed. The pressure from the buyers and their agents was enormous and I realized that for the buyer, this was an opportunity for them to get their dream house – sort of like the old days of real estate 🙂
Being in the legal field – truth is: If there is a reason to be sued and you are remotely responsible, you may have to defend yourself. Even if your files are clean – who needs the aggravation and can afford the time it takes to defend yourself?
Heard it said that in the next few years we will hear the advertisements “Have you been hurt by a short sale?” Lawyers need to make a living too and are always looking for ways to make money; E & O insurance is one of them. Serious business.
The word up was – stay on your files and work the tax credit ones even harder so that NOTHING can be laid at your feet for not making it happen. Tick tock…June 30th.
There are many agents who take a course or buy a system and poof – “I can do short sales” when we know its a lot more than that especially right now when a buyer’s hope and dreams are on the $8K tax credit.
I can’t wait for this tax credit gig to end.
Once again, a great motivator. I’m pressing it hard today. I need to get my SS Closed and get more in the pipeline!!