Which Is Better For Seller Meetings: Face-to-Face or Over The Phone?

Phone vs Face-to-Face

One of the biggest debates I constantly have with myself is whether I should meet face-to-face with sellers or whether I can just talk with them over the phone to do a deal? I've done deals both ways and personally, I haven't seen a huge difference in the outcome.

Gurus: You Should Meet Face To Face

Most of the gurus and people that have been doing deals forever will tell you that you should always meet with the motivated sellers face-to-face. They argue that when you meet with the sellers it's easier to build rapport and to get the deal done. In theory, I actually agree with them. Communication experts say about 70-80% of all communication is non-verbal. You're able to pick up on more of these non-verbal cues when you meet with the sellers face to face.

I Simply Hate Driving

That being said, I hate having to schedule appointments with the owners and taking them away from their day. I hate driving to people's properties to meet up with them and sitting in traffic. I hate "dressing up" to meet with sellers. I hate pointing out problems with the properties that the owners already know about. I hate taking them to their kitchen to sit down and talk about everything. I seriously just hate it. I find it to be the biggest waste of time and a test of my patience.

Doing Things My Way

I primarily work with sellers over the phone due to the fact that I strongly dislike doing all of the stuff I've mentioned above (especially driving!). Is it the most effective tactic? Probably not, but it is what I prefer to do. Since this is my business, I am going to do things my way. If the seller and I are able to come to an agreement over the phone then I might go to the property but 9 times out of 10, I don't go. Only after we have the property under contract do I send an assistant over to the property to take pictures and do a video tour of the property. Many times, I will actually ask the owners/sellers to do this for me too to save myself even more time.

The Conversation With Sellers

There is a very formulaic process I go through when I speak with sellers on the phone:

• Introduce myself
• Make sure I have their undivided attention
• This includes making sure I caught them at an OK time and that they are free to talk
• Confirm pre-screening details
• This is especially true for understanding their reason for selling and condition of the house 
• Discuss alternatives
• Listing with realtor, selling themselves, refinancing, renting, bankruptcy, foreclosure, short sale, etc.
• Discuss our potential solutions to their problems
• I construct solutions based on what the sellers tell me they like/dislike about the other options 
• Make offers
• Sometimes I'll do this in the actual conversation, but usually it's a day or two afterwards depending on my schedule

It's Probably All A Wash

Doing deals solely over the phone may not be the most effective strategy but it is what works for me. I am probably missing out on deals that I could get if I met with people face to face but I figure what I "lose" in conversions to deals from face to face meetings, I make up for in additional conversations with sellers so it's probably a wash.

Do What You're Comfortable With

Ultimately, you have to do what you're comfortable with. If you like meeting with people face-to-face or view it as a necessity, then you should meet with people face to face! If you prefer to talk on the phone, then talk on the phone. Under either scenario, the important part is to get out there and make it happen!

Tell me in the comments below...

Are you a phone person or do you prefer to meet face-to-face with sellers?