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every time I bought a course and I bought a lot and you know I've a TTP student you know Lauren you know the girl what's your name Lauren Hardy her student some you know funny enough there's another REI Empire uh coaching program I got sold on through Facebook and he just BS but you know yeah I'm glad you know I told myself never again after every single one but really this one I'm glad I bought and it's really like I said it's really something truly different that you got and if I had if yours would have been the first one I bought I don't know if I would have benefited because I might have it up you know and try to do my own thing for a while but that's what I've done my own thing for a while and know that it doesn't work right um yeah this is really um let's talk about let's talk about sales so yesterday we covered it's over our preferred methods for for lead generation really unpacking lead generation figuring out how to align a current time and money into the machine that is lead generation and so once you have some leads being generated it's all about sales it's all about having a meeting of Demands that's really what it is that's really what sales is is having a meeting of the minds and overcoming the wall of uncertainty because it doesn't matter how you frame it how you position it sales is about helping the other party overcome the walls of uncertainty sales is about overcoming the wall and certain period there's no ifs and buts about it I don't care you know uh what what you may think it's not about being manipulative it's about being able to understand what those hitting objections are so acquisition sales with sellers okay acquisition sales with sellers is about surfacing hidden objections and you want to bring the future to the president those are the key two things if you cannot do that it'll be really hard to actually actually get that acquisition Sale close with that said we got to build some trust right so how do you build trust well there's different ways self-deprecating humor is one way to build trust okay what do I mean by that well hey Susie how are you doing today oh I'm doing good how about you well my dog had a little bit of an accident you know this morning I don't know if you have any dogs but yeah you can say that you know I'm uh start a day not with the right with the right foot you know something like that and and it's not like you have to be manipulative around you know hey do you have a dog I also have a dog too it's just about self-deprecating makes people laugh and just brings the walls down and we're going to be talking more about that that was just an example kind of off the cuff so you got to build some trust so that you can actually get to the hidden objections if you're not if you're not doing that they'll be really hard to get that acquisition so close and you gotta be able to bring the future to the present because you're fighting you're fighting you're fighting against a lot of people right you're fighting again so I don't mean you know conflictive way but you know you're competing you're competing against agents you're competing against the neighbor that wants to buy the house you're competing about uh with the I guess the brother the sister the distant cousin that may buy the house you're competing against them deciding to rent the house or for sale by owner whatever it is if they're reaching out to you if we figured out that we have a lead that has interest has razor hand yes I am interested in actually right I am interested in actually getting a cash sale a cash out sale then you know it begs the question well if you don't sell the house or if you don't do this how do you feel about that we're going to talk about more about that but essentially I want to just share the Highlight here that it is important for everybody to know that an acquisition sales these are the main two things that I see that are the biggest problem on actually getting to an acquisition contract because if you fail to surface the hidden objection if you fail to bring the future to the present you know it's going to be hard now this this position sales is a little bit different yes there's Stills trust involved because nobody wants to be scammed but it's more of a B2B sale than anything else so the process and the flow is a little bit different because you have to a lot of times present logical logical numbers like hey these are the comps you have to present some facts because if you're doing wholesale right and you're selling essentially to other investors which you know is mostly what we do or you're selling on the market wholesale stuff like that there may be some emotion there but for the most part it has to make sense so you have to be able to present some numbers right and really the difference here is for the buyer's side fear of missing out via incentives okay so what do I mean by that having that dangling carrot so essentially in your disposition sales process you want to have that or process that incentivizes them to take action action you know in fear of missing out right so I'm just gonna you know go through a few case that is here this is from one of our recent members that implemented some of these you know principles he's already he's already to do one deal flow he started implementing the the sales process and these key things and you know you can see right here you all cannot believe the Velocity in which your program got so much traction we're on the verge of three agreements from implementing your script so this is from somebody that is not starting out and you know essentially made me very happy with that so he's in Cali and also I'm going to share with y'all a quick video of a but you know are you happy so far with what you've seen this is Jesse I really um every time I bought a course and I bought a lot and you know I've a TTP student you know Lauren you know the girl what's her name Lauren Hardy her students some you know the funny enough there's another REI Empire uh coaching program I got sold on through Facebook and he just BS but you know yeah I'm glad you know I told myself never again after every single one but really this one I'm glad I bought and it's really like I said it's really something truly different that you got and if I had if yours would have been the first one I bought I don't know if I would have benefited because I might have just it up you know and try to do my own thing for a while but that's what I've done my own thing for a while and know that it doesn't work right um you know this is really um you know this is really a blessing for me for sure so anyways just wanted to share that with y'all because these these principles that I'm we're going to be covering today essentially have worked with other people for other people right and so just want y'all y'all's attention to make sure that you guys are are fully here so uh actually before we get to the Whiteboard and if you were in the last session I try to be very respectful of y'all's time and make this very knit and clean look at your I want you to go ahead and and review your acquisition sales process and your disposition sales process and go ahead and self-audit and self-check is your acquisition sales process inspiring trust right are you surfacing hitting objections right are you bringing the future to the present okay those are the main key things that I want you to go back on and review and how we're you're speaking with sellers right Acquisitions is mainly with sellers with off Market whatever with the disposition sales process I want you to go back and figure out okay how are you demonstrating trust notice that I say inspiring trust with Sellers and demonstrating trust with buyers because it's a different type of sale again b2c versus essentially B2B so demonstrating you demonstrate with the facts like hey you know maybe we're off like you know my bad maybe we're off a couple of grand here uh but here's my numbers and here's how we came up with them just don't tell me show me is with that said we want to make sure that we are going through these steps and testing okay we're testing and testing and testing so how do you bring the future to the present you know you want to go through reason you want to self-audit for you to build a business we're not trying to build a hustle we're not trying to build something that is just like you know a grind we're trying to build a business that you can actually then delegate to either local people or virtual assistants the idea is that you have a process okay that you have a process and so we're mainly talking about acquisition sales and disposition sales right biofoam we're not going to be able to cover property underwriting but essentially those are the key steps right there today I promise you if you at least go back to your operation and your sales process then you'll get you know a lot of a lot of value out of this okay if you're clear on this I promise you if you're clear that your job is to overcome that wall have them overcome that wall of uncertainty your closing ratios are going to go up okay nobody likes pressure sales tax ticks nobody likes to be sold people like to buy and although we're buying the seller's properties we are are essentially having them buy into US I've been through I used to buy in person for the longest time and I remember there's there was this one property that I arrived and I spent an hour and a half with this guy this guy was a Chevron engineer that lived in California and had this big big big house in Forest Cove which is northeast of of Houston flooded tapa area big mansion house this guy invited all the investors come through I spent an hour and a half with them that doesn't mean that you have to spend an hour and a half with every with every seller me starting out I told him if I you got to pay me to buy this house it was that bad because it was full of mold it was full of leaks uh vandalism they had taken out the copper I mean you can bring them you can breathe on this thing right and we you know I ended up massaging my numbers and we ended up you know making an offer and um he calls me back because I build the trust with them and again no manipulation tactics it's really the same process that we're discussing here but because we build a trust because essentially we Inspire that trust with them we were able to get the trusted and have him say listen your offer is like thirty thousand dollars below the other one and one ninja trick that you should put in your acquisition process okay well Mr seller if um if it's okay with you if it's okay with you you know without commitment you can scratch out the buyer's name I'd like to give you some feedback to see you know how how are offers truly compare because in an offer it's the only price it's terms and so he sent the other agreement no it was full of contingencies full of Clauses no proof of funds I don't recall if there was earnest money but you guys and gals these are things that will get you an additional at least you know one or two three four deals a year depending on your lead flow and it's by serving as a consultant okay by serving as a consultant okay and because he felt sure that we were going to close because we had the proof of funds because we spend that time and digesting like here's the pros and cons non-bias review that's that's the term I was looking for sometimes you'll get deals like that right because he wasn't really all about the money I mean obviously people usually want more money but he wanted that certainty so Mr seller how would you feel like that was a key question how would you feel if in a month from now this higher offer doesn't close are you going to be happy going back to California and having to deal with this and re-bed people or would you rather take less but go for the for sure route and here's why right here's how this Compares and here's the questions that maybe you want to ask and so by serving as a consultant a lot of times you can get you know sellers sellers coming back to you on the buyer's side what you want to do is and I spoke about this yesterday on the buyer side the dangling carrot the dangling carrot is the fact that Mr buyer we are your acquisition your marketing and acquisition arm and we'd like to rely on our buyers to to be our boots on the ground or get first dips if you close a deal with us right and it's smooth will get you on our first dips program and so by doing that when you have that conversation and you have to vet them you have to vet them with a non-tortious interference agreement we make them sign and non-turches interferes around meaning that they're not going to go around us even if we send them directly to the seller's house with the cell in there they're not going to have around us why because investors only care about the deal so if you understand that hey Mr buyer listen I need to get this sign that you're not going to go around us I need to get proof of funds and if a buyer is too lazy to provide you proof of funds if they are worried or concerned about signing this non-turches agreement you know file then these are questions that you really have to ponder on sometimes we may waive it for people that are licensed agents or that give us a good reason or come through referrals for whatever but you want to put some filtering because if not if you don't if you don't put yourself in a position of power with Buyers they're going to drag you along or you're going to get a lot of time wasters that may be host sellers that are not really qualified so we don't really even share our address of the properties nowadays with so much you know going around wholesalers and stuff like that we don't really share all the details until they have provided proof of funds or they're a licensed agents and they've signed our non-turchase interference agreement and what we want to do is we want to build relationships right now you know there's changes in the market nobody really knows you know how things may change from one day or the other but we want to build relationships so if we get a deal that we close with this person quite fast you know easily with the buyer then they're in our first dips list and we spoke about disposition sales you know you want you got to show your numbers you know where did you get your arv from at least give me some logic I mean tell me no more show me right that's what you gotta that's what you gotta figure out how did you come up with maybe a rehab range I don't like to give a full-blown rehab budget because I got people that hang doors themselves and I got Engineers that flip houses from their email inbox so they're gonna pay a lot more but bottom line is that you have to go ahead and make sure that you're providing logical sense okay fear of missing out yeah incentives is about saying you get first steps okay you got first steps all right that's the difference between the two all right that's the difference between the two and so you want to only talk with qualified buyers what does that mean your first if you get a deal obviously call real estate agents that have listed for Flippers do a flipper search in an Ari automator we we showed kind of what those pre-pooled down lists are there for but when you have the conversation with the buyer fomo is about listen here's how we work we get to qualified once once you close the deal with us you're gonna get our first dips list what does that mean my opposition guys get the property under contract right and the seller may or may not live in the property who do you think we call First to get it to the property and that buyer goes takes pictures for us takes videos for us and we'll tell them hey here's what we believe the rehab is or the condition of the home we share the information we're being 100 transparent we need you to go ahead and take pictures take videos from us here's our asking price send us the pictures and the videos back if we can make a deal awesome if it doesn't work out then you know we'll reassess but we need those pictures and videos and if it doesn't work on this one we'll work on the other one and it creates a symbiotic relationship where you're not trying to screw over your buyers and they're not trying to screw you you are the acquisition arm for that investor okay so that's how we're able I don't know if that makes sense let me know in the comments in the chat if this makes sense that you guys are building relationships with your buyers so that they can actually be your boots on the ground so that's you know we provide inventory that's that's what we do especially on the wholesale side so with that said but one thing that I wanted to share with everybody here here how you're supposed to talk with sellers a little bit you want to lead and there's a really good book by Sandler it says selling to homeowners I think it's pretty cheap and and Audible and obviously I'm a curator I'm taking stuff from different stuff and I'm implementing I see what works and I'm tweaking it they read you know all credit to to the Sandler training team around kind of this what this nurture phrase is right and so a lot of times you want to essentially respond with a nurture phrase right because it's usually an emotional cell acknowledging it and then leading with a question that reflects pain or pleasure so for example got it Mr seller I understand you want to sell in 30 days so if I understand correctly the house may need lots of repairs is that a fair statement okay well let me ask you a question what options have you looked into in case we're not able to offer a cash out sale today right so you see how I nurture how I acknowledge uh what they said so they feel heard okay and then you're are actually asking for permission to dig deeper a couple of these nurture phrases are got it I completely understand makes sense oh well really this is also that the other party in the other line feels that they are listened to that they are heard if you're just blabbing away you're losing this out right so the person that essentially talks the least and asks more questions is the person that is that is doing the selling okay this is called consultative selling you know acknowledging of understanding is reverbalize what they stated right essentially just make sure that you understand what they're saying and they know that you're hearing them so is that a first statement did I get that right does that make sense just want to make sure I understand correctly this is not only important for y'all but if you really want to build a business you need a sales process if now you're going to take every single call for the rest of your life so that's why you know you need to go ahead and make sure that you have a streamlined sales process and ask some of these questions okay so permission question leading to pain or pleasure and you know um people like to lie I'll just read this out to themselves because they do and others as a protection mechanism okay so by asking open-ended questions we start digging into motivating factors and decision making factors that will help us customize the offer and close okay so let me ask you a question Mr seller what if pain is not solved right write that down let me ask you a question seller what if pain is not solved what other options have you looked into I'm curious if we're able to help you get past pain Point why would that help you achieve okay just by implementing these right and I'll copy and paste this on the day two worksheet you guys should be able to get a little bit better of a response all right from your sellers and buyers and I don't think you know I don't think that it is that you need to manipulate people but if you don't have these basics down down your conversion rates you know will suffer you know will suffer for sure and it's these little tweaks now this works better for vetted contacts with intent if you are essentially you said okay I'm gonna be doing free outbound prospecting Outreach you have to be it's not these don't work is the do you have to be a little bit more intentful and aggressive towards the conversation right you got to make those calls try to get those offers out it's you have to be a little more aggressive on the offer making when we are talking with inbound seller leads you know they already problem where they're searching for you you're essentially doing consultative selling where you're saying okay I'm helping you qualify for a cash out sale is it's me and you against our funding Department all right it's me and you I guess our Foreigner department and so the idea is the more information that I can get and the better of understanding that we have and that higher chance likelihood that I can get your cash out L approved very similar to a mortgage right so let's say you wanted to get a mortgage what do they have to do they have you fill out these 10 pages of application however they are send me the pay stuff send me your check statements send me all that stuff you know they almost ask you your underwear size well they're doing that and they're going to make money out of lending you money right it's a similar approach with inbound seller leads right ideally you're not seeming too pushy especially with lay down leads which is a key point that I just remember we essentially classify okay we essentially classify leads into four into four buckets so let me get out of this thing so essentially so we got wackos you know these are people that not even Jesus Christ can help them like they're above retail they're crazy um it doesn't make sense it doesn't even make sense for retail listing and the sooner you understand and you can differentiate a a suspect from a prospect the better that is right so those are wackos then you've got retail seller leads that they have essentially no urgency their house is in showroom condition they don't have timeline they don't mind the showings there's no inconvenience so our motivated sellers are really all about choosing time and convenience over money right then there's the gray area what I call uneducated uneducated sellers okay so on educated sellers they just don't understand the market they don't understand the cost involved or they want to pretend that their house is worth as if it were in showroom condition but when you drive your net cash offer against what they would net and they see that it's a pretty much fair margin they may Buckle right it's not I'm not guaranteeing that every one of them may Buckle but if they have true pain and they have a true timeline and it's only a couple of grand difference when it's Apples to Apples they may Buckle so what we try to do with uneducated sellers is let's say they don't take you know they're they're not coming out to to a number that makes sense so they're not a lay down leader we'll talk about lay down leads here but let's say that their house does need some repair they do have a timeline and they do have a reason as to why they want to sell okay then your goal is to Define with them not against them with them shoulder shoulder and say Hey you know it seems like your your net worth realistic scenario Mr seller is that you may you may net 100K after commissions after repairs after closing costs after holding period okay it sounds like you made net 100K our cash out sale that I think I can get approved with our funding Department it seems that it would be 85 000 is that fifteen thousand dollars worth to you or not oh how did you come up with that then you start pulling up the lowest sold comps now Mr seller I'm not saying this is what your house is worth I'm not even saying this or offer but looking at these lows so looking at these sold comps they're similar size similar bedroom this one sold for 115 but they pay agent so we don't know how much they paid on actual repairs so that's how we treat uneducated sellers the idea is to bring it down to a level bring it down to a level that is our cash out sale number of what we think we're going to be able to get approved with our funding department and what what their net worth realistic scenario is and providing some logical around it because Mr seller do you want an offer do you want to close right that's another question that you should ask do you want an offer or do you actually want to close because I could put a million dollars on a piece of paper that doesn't mean that I'll actually close so these are little things that you want to do and say as you're speaking with these uneducated sellers so figure out if there's a meeting of the lines without a meeting of the minds it'll be really difficult another piece is let me know in the comments here if somebody has been ghosted if you've been ghosted after submitting an offer let me know in the chat let me know somewhere here if you've been ghosted from after submitting an offer like you submitted an offer they don't don't you don't hear back from them whatever whatever right what's happening a lot of times is you are making the offer a little bit too soon or there's no takeaway so what we do is let's say that they're saying okay I'm ready this makes sense okay this makes sense I'm ready to move forward to submit this to the fun department and you're on the phone because we're trying to you know acquisition guys they get the seller signature first then I sign in right after a review and when we don't drag sellers if we don't you know if we underwrite it and it doesn't make sense but my acquisition guys are sales people and the best acquisition people are sales people and so they do have yeah absolutely everybody's been ghosted for sure they do have the directive of hey here's how you analyze properties here's here's how you uh essentially get to the number that makes sense to us if you're off a little bit go on a contractor we'll review it and we'll give feedback so a lot of times when the seller says hey I'm ready send it over and then when you're waiting on the signature they say um no I gotta I gotta think about it I gotta I gotta read it that that's when you're supposed to go ahead and void it they're going to shop you around you should avoid that kind of say hey I completely understand you want to take your time I'll just go ahead and avoid this because we do have limited funds in our funding Department our escrow department and I don't want to submit this I can't really submit this until you're committed to actually moving forward to this but I understand you need your time now let me ask you what do you need to think about because if not they're going to take that paper they're going to shop you around but by voiding it all right by voiding it there's at least a little bit of take away and obviously I'm talking about electronic signature or maybe you can put like some sort of you know expiration date there does that make sense does that is that any helpful to you guys because I mean this is this is essentially what we do and this is essentially the process that that we use obviously there's a lot more details to it but wackos you know I don't want to get my acquisition team frustrated with trying to convert wackos that's what the auto follow-up automate you know we're going to talk to systems tomorrow you know wakos are wackos we we need to be able to understand and we we still talk through them and we take through the process but we caught that's a wacko all right retails our lease so house is perfect condition they don't mind showings they don't have a press deadline they want retail market then hey your best bet is is listing it now if there's some repair some timeline this is when you gotta use the lowest comps and we're prompting and asking questions and really driving it down really driving it down to the Net versus versus your cash offer and their net worth realistic scenario we tell them hey you may do better than this this is your it's your net realistic worst case scenario you may do better than this but I recommend budgeting because nobody really knows how much this Meg drive on if you start rehab tomorrow do you have a good contractor that will update stuff like that I mean contractor is not a nightmare people in case you didn't know right so on educated Sellers and then layouts so lay downs lay down leads lay down leads you actually want to hesitate you don't if you get a call and and I wish I had the video I'll I'll plug it I'll plug it I'll plug it in the homework sheet so you guys can listen to it this was a recording of a lay down lead in the Texas uh freeze storm that I locked up for third I think that was a 30-something K assignment but but online I digress a lay down lead you want to hesitate so if you are on the phone with the seller and you know they have a timeline they got distressed they want to sell it needs repairs the number that they're giving you that would be their least acceptable you know number in the sequence you know that that we do there's probably that's the the price probably two to three times in different ways to kind of get that then you want to hesitate you must you don't want to say okay let me get that let me get that over I think we can do it let's do it you want to say really okay well I'm not sure miss seller I'm not sure if I can get this uh approved today but if I can is that something that you're willing and able to move forward with today right and so they already inclined if you if you get too aggressive if you your tonality right if you're essentially they they can breathe it if if you get too excited about the number that they just gave you and you do not hesitate you will screw that sale up you will because this is phone sales for those of you guys that are that are local or have some local operation you know as I shared earlier I used to have a local operation you don't really necessarily want to waste your driving time especially with gas prices as they are going to every seller appointment you want to get at least some sort of Baseline level negotiation established over the phone and then go for that additional 10 20 or send like a local agent that you have a partnership with to do that additional 10 you know 20 to get them to the number all right um there's really not a reason why you should be going and I mean unless you're up for it but you know if you actually want to build a house by machine which is what we're after here something that is pumping deal flow lean and mean then you have to be time efficient that is really just non-negotiable so we spoke about wackos talk about retail Center leads we spoke about uneducated Sellers and we spoke about lay downs all right so with that said figure out if you have these if not go ahead and and start incorporating these okay scripts are just scripts I mean they help but having these principles in bed I hope everybody took notes go back to your process look at your acquisition sales process look at your disposition sales process you got you know you have some hints here on all these uh sub Market cheat sheets that are downloadable you have the links there as well to kind of guide you through that you know one key difference that I you know I mentioned but I'll reiterate it again going after Outreach outbound is different than inbound without reaching outbound you have to put volume they already showed some intent because I I told you guys go after you know these type of lists these type of free resources they should have some sort of intent but you have to be a little bit more aggressive with inbound is where you can kind of lay back and hesitate a little bit more so with that said appreciate y'all let me know later on maybe send me a DM if you've got any questions love y'all [Music]