This question falls more into the ‘salesmanship’ arena, which we do not teach. The methods you use to approach a previous owner will come to be customized by you and you will learn by doing. You will try, succeed or fail, learn and move on to the next. There is most definitely no ONE answer to how to handle this part. Over time you will get a feel for what to say to who by what they are saying to you.
There are some people who will receive a letter from you and be 100% in. They will call you and be ready for action. Then there are others who will have 20 questions before continuing and then others who will assume it is a scam the moment they hear your voice.
When we first began, our objective was to perform the actions of obtaining the good records of surplus and providing them to established asset recovery companies. We know how much work is involved in researching each record so we thought our service was a great time saver.
However, it soon became apparent that we needed to offer more in the way of training.
We do provide some information about the business part of it in the way of the forms needed for your clients, etc but Florida Overbids is mainly for training on “how to find and research the surplus records”.
We DO have 2 sample letters in our resources section that will give you ideas.
Something incredible happened recently that I want to share.
My adult son’s best friend was visiting and he asked me what work I do. I briefly explained the tax deed surplus recovery business and how I provide records to asset recovery businesses. He said his mother received a letter with something about that and that she called the number on the letter. She said she felt it may be a scam but really needed the money so she decided to call.
Knowing that there are so many types of unclaimed money floating around and the chances of her letter being about tax deed surplus were slim, I asked him if she’d be willing to let me have a look at the letter.
A week later, he brought the initial contact letter as well as a follow-up letter after her phone call to them and all documents needing to be signed and notarized. I quickly recognized this to be about tax deed surplus so I looked up the case online and sure enough, there was almost $30k to be claimed and the auction had happened in 2016 (today is 9/6/2018).
I was able to let her know it was NOT a scam and that she should follow through with it.
The point is that this letter worked!
Here is a redacted version of that initial contact letter. Anything in red is specific to this lady’s claim, so we left it out of the letter.