When I get ready to meet with a seller I'm obsessive-compulsive. Why? Because this is such a high dollar transaction business. If I was going door to door selling encyclopedias and making a $150 profit I might not focus so obsessively on the meeting. But since each meeting can yield anywhere from $5,000 to $30,000 depending on the deal, I take these meetings very seriously.
When I'm getting dressed I make sure that I look good. Are there any stains on my khaki's? Is my shirt ironed or is it all wrinkled? Your image is everything and when a seller sees you for the first time, you don't want to look disheveled or look like a bum. Also, and this is one of my biggest pet peeves–if you're ever going to be even one minute late to a seller's house, call them and let them know. This courtesy call can be the difference between a deal and no deal.
Make sure you're enthusiastic too. People like to work with people who are enthusiastic and believe in their services. Use lots of “ly” words such as “certainly”, “absolutely”. And, if this is your first time ever meeting with a seller and you're scared out of your whits, don't show it–fake it until you make it. Act like you've closed one thousand deals before.
So what do you do if it's your first meeting with a seller and they ask you a question you don't know the answer to? Well, you tell them it's a great question and that you're not 100% sure of the answer, but that you know your partner could answer it. Then you tell them you'll find out the answer as soon as you leave and you'll give them a call back that night.
Whatever you do, don't be ashamed if you don't know the answers to seller's questions. Just write down the question and have your partner give you the answer–Seller's will actually appreciate this honesty and it will make them more comfortable in dealing with you.
A few more quick things. Before you leave your house, double check that you have all the necessary paperwork you need–contracts, testimonials, comps, special reports. And then check again. Lastly, SMILE. When you first meet with the sellers smile a lot. Smiling is very powerful.