CHAPTER 8
FACE-TO-FACE WITH OPPORTUNITY
You are now ready to meet the owner of your prospective purchase face-to-face. If the primary outcome of your first phone call was to establish credibility, your goal now is to create trust between the two parties. Trust means far more than exchanging nondisclosure agreements. It also involves establishing a rapport between buyer and seller, which is always better accomplished in person. So this encounter comes at a crucial point in the developing relationship between you and your prospect. It’s like a first date, and you want to put your best foot forward.
In this chapter, we begin by considering the logistics of the first visit—who should go, what to send beforehand, and how to give the owner the role ...
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