This would be a typical scenario that has been my experience over and over and so I thought I would share so that it will be easier for you and you will see how simple it is to get an appointment.

First I would set up a google voice number or one person that will answer that phone because the line must be answered when it rings.

UPDATE:  Since REIBlackBook.com has rolled out the VoiceTouch system we have had a jump in call volume with the "FREE 24 HOUR RECORDED INFO" on our advertising.   The caller can press 0# to speak with someone live at anytime, so make sure you setup your CALL FORWARDING to a number that will be answered live!  If you need more than 1 phone to ring, then setup a google voice # and forward to that number from the VoiceTouch system!

You will not always be able to answer the phone, I know that. In that case, record a simple voice message explaining the times you will return calls so that sellers will know exactly when they can expect your calls.

Please do not state that you will return the call as soon as you can because they will expect a call in half an hour.

Instead say something like this:

“Hi thank you for calling, and my apologies for not being able to come to the phone right now, your call is very important to me. If you would please leave me a quick message with your name and number and the best time to call you back would be really appreciated. I will be returning all calls from 11am to noon.  Feel free to send me a quick text message at this number if its urgent.  Talk to you soon.”

With this message you ask them kindly to let you know if there is only a certain time that they will be available to answer the phone and you can stop playing phone tag..(ask me how I know..geez)

You gotta return every call.

This is our typical response with incoming seller calls

((remember…LISTEN/…LISTEN….Listen)))

“Hi thank you for calling Skyline Properties, this is Ruben. Hope you have just a little bit of time. May I get your name and phone number in case we get disconnected?

"How did you hear about us?"

"May I get the address of your property?”

“Great, Can you tell me a little bit about the house? What is the current condition of the property?”

This is where you shut up and listen. Listening is the key, they will tell you everything you need to know and take extensive notes, everything that sellers says, write it down.

“Does it need any repairs?

"What do you think is a ball park figure to make those repairs?”

"Would you have a number in mind that you would like to Net at closing?”

This is almost like them making the first offer, they may be asking less than you would offer...whoever makes the first offer is the one that is gonna give up the profit.

“ Thanks for your time Mr.seller (always by first name), listen I don’t like making blind offers meaning I don’t like making an offer without seeing the property, is there someone or yourself that could give me access to the house so I can go and take pictures for my contractor or have him come with me? Or is there a lockbox on the house? “

I only say this last paragraph if it sounds like they might be even a little motivated to sell. Or I should say,  NEED TO SELL.  Only you will get the gut feeling of where the conversation is going, but from my experience a vacant abandoned house will motivate just about anyone. This is it, there is no secret ingredient, just take the call and listen. Everything else will play itself out.

For sellers that you don't get appointments with, use the Distressed Seller Autoresponders. These are already provided for you FREE in REI BlackBook My Client Genie.

We recommend you READ the auto-responders, and modify them as necessary to fit your business.  REIBlackBook.com has extensive training on setting up auto-responders.

HOT TIP:  Create a "private" landing page and utilize it as your own personal web form so that you can easily capture the lead information and have all of the automation triggers once you submit the web form!  Your VA's or anyone talking with sellers can easily use this form as they are interviewing sellers!