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are you struggling to get deals into your pipeline and out the other side are you struggling with maybe only giving one deal per month and wondering why your pipeline is stagnant and you're not getting five plus deals per month well I made this video for you guys I hope that you like it I'm gonna show you how to get your sales pipeline velocity through the roof let's go ahead let's get over to the computer and let's jump into this guys alright guys so I just want to start off this video by saying thanks everyone who subscribed to the channel and helped me reach 1,000 subscribers guys I really appreciate it I've been on a grind for about a year now making these YouTube videos we just reached a thousand subscribers guys I appreciate all of you for actually trying to go hard for your whole selling dreams if this is your first time ever checking out the channel go ahead subscribe to the channel guys I make these videos all the time I'm just trying to help you out and provide as much of this whole selling content as possible to you all also guys this video is being sponsored by spa kuma guys so so you know I the reason why I'm rocking his clothing in this video and the reason why I support his movement is because this whole brand is around the thought of you know wearing of movement you don't want to just wear anything you want to wear movement you know you want to be more than just you know who you are you want to be a part of a movement you know so I love that so check out spa kuma com2 check out Williams clothing lines for kuma dot-com guys anyway I'm gonna show you how to get more deals in your pipeline I hope you ready I hope that you've got a notepad take some notes let's go here let's get into it guys alright so in this video guys I'm gonna show you how to increase the amount of deals in your pipeline and get more opportunities to profit right because that's what we all in this for we trying to get that bag right let's get to the bag let's get to the bag right so what is sales velocity so just before I even get to this definition I just want to kind of break it down like this you know a lot of people get stagnant you may get one deal and then all of a sudden you can't seem to get anything else into your pipeline you're wondering why why your pipeline is stagnant why are you only getting one deal per month or why is just not going as fast as you think that it can go okay so here's the actual definition that I got from the Google guys in sales velocity is the measurement of how fast you're making money that's what it's all about right it looks at how quickly leads are moving through your pipeline how much value new customers provide over a given period so each new sale that you did in should be providing you more and more income helping you live the life of your dreams getting you free from that job that you're working right now okay so sales velocity is extremely important there's like how fast are you making money is it taking you a long time excuse me guys I got like a little bit of a code here but is it taking you a long time to actually get these deals through your pipeline or are they flowing is it flowing like water are you you know getting in contact with them locking it up and and dishing it out to your buyers right away or are you taking a ton of time in between each step in the process okay let's get it so here's what we're gonna cover today we're gonna talk about micro commitments how to get your seller to make little miniature commitments to increase the chance that you'll actually get them to say yes next we're going to be talking about clear next steps your seller needs to know exactly what they need to do next to actually continue them through the sales pipeline essentially they need to know exactly what's expected of them risking rejection is what we're gonna talk about next like you've got to be willing to take risks guys then we're gonna talk about win probabilities not all of these properties actually have high when probabilities then we're going to talk about pattern disrupting disrupting your sellers pattern of thinking when it comes to salespeople then we're going to talk about overcoming objections and when to walk away guys so I hope that you pumped for this content all right so let's start off with micro commitments all right what are micro commitments right micro commitments is pretty much getting your seller to say yes throughout that phone call okay so so Dale care Dale Carnegie he talks about this principle called the yes yes method okay so it essentially says that like you want your seller saying yes as many times as possible anybody that says yes yes yes when they have to say no they start to feel cognitive dissonance okay they start to feel like a strange feeling inside of them like I want to say consistent humans have a desire to be consistent when they don't they get cognitive dissonance and they're more likely to actually do what you want them to do so they can stay consistent okay so like how you can do that little micro commitments are you looking the sales so that's buying yourself that next 15 seconds on the call you get them to say yesterday can I ask you a few more questions boom you get them to say yesterday so you're starting off the conversation by getting those many micro commitments and you want to continue that throughout the conversation by the end of that conversation you want your seller to be committing to a time to show you the property and so you can view the property okay so that's the main point of getting an appointment or even getting on the call with these sellers you want to be scheduling a time to go see the property you want to be moving with as much speed as possible speed is the key okay sales velocity is all about speed and all of these techniques that I'm going to talk about today are gonna increase how fast you're getting these deals through the pipeline so start the conversation by getting them to make micro commitments and get them to make a commitment at a time that you can see the property before you get off the call okay next you gotta have clear next steps your seller needs to know exactly what's gonna happen it can't be vague okay so don't allow for vague follow-ups sellers will always try to hit you with call me maybe scripts like yeah maybe give me a call next week and we'll see what's going on you need to you need to get them locked in okay like an appointment needs to be locked on both of you all's calendar it is not a clear next step unless that next step is actually scheduled on your calendar hand there's it needs to be a clear time date and objective for the next call follow-up or appointment you need to know exactly what's going to happen you need to be leading this conversation it's your job to move the cell ahead not the sellers so you have to make sure that you give a clear next step to them don't be afraid to ask for the next step neither people aren't going to see you as being pushy they're gonna see you as a true professional that's what professionals do they move the sale ahead if you afraid to ask for the next step so to get the viewing or to give them the price or whatever it may be that you're trying to do then you're setting yourself up for a disaster or if you allowing your seller to dictate what's gonna happen on these calls and when you all will talk next or what's gonna happen then you're setting yourself up for disaster you need to maintain control and give the seller clear next steps okay let's keep it moving risking rejection guys this is super super important okay so not every deal is a deal just you have to know that not every deal it is a deal you've got to be willing to walk away from some of these deals don't be thirsty for come on okay don't just be thirst if you try to get a quick come up because that's not how this game works okay when you get thirsty you get desperate when you get desperate you get terrible deals your numbers are all off you all over the place okay here's another thing don't be afraid to give the offer like sometimes you believe that hey I'm really gonna offend this person and da-da-da-da-da don't be afraid to get the offer you don't know their situation don't determine for them that what you're offering isn't not enough for them you will will risk offending people sometimes but who cares at the end of the day it's your job to get these properties for the lowest price possible don't offer way too much either and just because you don't want to hurt somebody's feelings okay this is business this is not personal don't be falling in love with people's situations and what's going on falling in love with the property and stuff like that none of stuff matters okay so don't be afraid to tell people no don't be afraid to to walk away from deals don't be afraid to give people lowball offers this is super important okay win probabilities guys I want you all to understand how important when probabilities are I had like a little diagram created I'm gonna try to add that in to this video right here alright guys so real quick these are low difficulty properties with a high profit potential as you see like on the x-axis we've got difficulty and profit going this way so you've got a high difficulty high profit potential I work with these then you got a low difficulty low profit potential and you know why not right and then you got a high difficulty low profit potential places and I've got a big ol X to this and you know why so low difficulty high profit low difficulty low profit high difficulty high profit all of these three are golden guys don't mess with this one now that you've seen that little diagram you understand that how the wind probabilities kind of work okay so don't work with those high difficulty low profit leads they will waste your time and time is your most valuable asset so don't waste time with those leads okay try to stick to the other three quadrants for the best success you want to be working with low difficulty high profit potential people more than any other group of people but it's not always going to be that easy most people are kind of gonna fall in the middle okay don't wish your times on properties that probably won't close that's super important not all of these properties have a high wind probability so if this person is telling you yeah my water bill is thirty thousand dollars I got fifty thousand dollars worth the taxes you look online you see that the property max value is only worth like a hundred thousand you'll time on this property you waste in time stop wasting time on properties that aren't gonna go anywhere stop wasting time with these high difficulty sellers who property is not even worth a lot of money like don't don't take a month out of your time with this person that's just trying to talk to you any type of way do you any type of way just you can make like hopefully a thousand dollars don't be thirsty like I said before for come up you're gonna get yourself into a lot of problems so and like I said don't be afraid to walk away okay you got to work on properties to have high wind probabilities that's what ultra high achievers do keep that in mind okay so and one of the things another one of the things that ultra high performers do as well is that they disrupt the sellers pattern of thinking so they act differently they aren't just like everybody else saying and doing the same thing like most people do they're different don't be like everybody else you got to stand out from the competition okay say things that they don't expect for you to say like if they actually call them back next week be like honestly John I most likely be tied up next week I'll probably be working with some other sellers honestly so like if you are really interested in selling then why don't we do this Friday at 2:00 p.m. you know we are all trained to have a watchful eye towards salespeople so you've got to stand out you want to disrupt their pattern of thinking you wanna you say something like that they're gonna be like oh man this this person is different like they they bought to walk away and all of us want what we cannot have so don't just make the opportunity to work with you just some open-ended thing don't ever do that never give this other two opportunities just be like oh yeah I'll call you next month doubt it out and I'll be like hey look most likely I'll be working with some other people by then so if you're interested like we need to do this now or however you want to work that you understand what I'm saying but disrupt their patterns be different like if everybody else is starting out the same way their conversations the same way be different like hey what's going on John you know just be different like disrupt their pattern disrupt the way that they see you don't be a salesperson be uniquely you okay let's keep it moving overcoming objections guys this is so important right here you gotta be prepared like you're a professional you know that you're gonna get these same objections and for a single day the best thing that you can do for yourself and your business and your sanity here is to prepare yourself with your rebuttals pretty much you need to be ready to come with your comeback so they like ya you don't call me next week boom you hit them with the you know I'm probably gonna be tired up next week while we do Friday or you know whatever it may be like how did you get my phone number oh well you know I use a service online that gives me the phone numbers of addresses that I'm interested in whatever it is have your rebuttals have your objections written down and have prepared remarks ready for them so when they come you're not just stuck in fight or flight situation and you freeze up you don't want that you want to be smooth seamless you want to be the professional here okay write down what people are most likely to come with objections and have your rebuttals ready practice them beforehand have someone help you with it you want to be a professional be empathetic understand that they're trying to get as much money as they can for their property and you have to understand them more than that if it was you you would want to get the most amount of money as well so understand that they're gonna come with objections you know they're gonna say hey I want more money but but don't get overly emotional and start getting aggressive with people and cursing people out and doing all this extra stuff okay so expect those objections and just redirect them back to the original reason why you called okay so this is super super important be the professional be ready like I said don't get overly emotional people get all upset at sellers and be damn they're cursing them out on the phone just because they don't want to sell them the properly damn relax calm down it's not your property all right so let's continue guys lastly you've got to know when to walk away okay so you can say yes to every person that wants to sell you their place that's just a fact most properties are crap honestly and a lot of these people they know that and they're still going to be trying to get the the retail prices for these destroyed properties keep that in mind you cannot say yes don't be thirsty the temptation may be there especially when you just get started wholesaling to say yes to anybody that's willing you to sell you their property I think that that's a big reason why a lot of whole sellers fail off the bat is because they they don't really know how to analyze properties and run numbers and in there there's taking the the sellers word for you know what's the value of the property what the repairs are and things of that nature instead of doing their own due diligence okay so you got to know when to walk away don't be like they're trying to high-pressure sales you into buying their piece of crap property for overly ridiculous price like I said the temptation may be there but you got to walk away when there's a low wind probability or you know when when the price is not right or you're dealing with aggressive unmotivated sellers you gotta know when to walk away okay as one of my mentors told me before don't fall in love with the property fall in love with the numbers and to me that always had a big impact on how I looked at things when it came to these deals so keep that in mind guys that's some sage advice from one of my men sources do not fall in love with the property fall in love with the numbers that's all that matters that's all the buyer care about when you're in these deals you're acting on behalf of the buyer that's why it's always important to have your buyer first and and make these deals flow smoothly so a brief recap of everything that we talked about right here today increasing your sales velocity is extremely important that's the process that's pretty much like how many deals are you getting and how fast are they going through your pipeline okay and hit some ways to actually do that is by using micro commitments giving clear next steps to the sellers be willing being willing to risk rejection and only trying to focus on properties with high wind probabilities also disrupting the normal patterns that sellers are used to you've got to be novel inside of there Brian and we'd like to work with novel things we like things that are interesting difference not normal okay so you and you also want to practice and prepare for overcoming those objections when you know that they're going to come anyway come prepare be prepared in advance and know when to walk away guys okay so I just kind of want to break it down like you want to be moving fast ya'll don't end up in a situation where your pipeline is getting stagnant you're moving really slowly you're not getting any deals actually through the pipeline and you're not analyzing properties you're letting them get stale you letting other wholesalers put your properties under contract you've got to be diligent you've got to be assertive and really try to go out and get these deals don't put yourself in a situation when somebody else is beating you out to the punch see I'm out here in Chicago it's competitive out here you got to be moving fast if you're not moving fast you're not gonna be making money okay so keep that in mind like move fast here's a general rule of thumb if you're driving four dollars 72 hours from the time that you find the property so you talk to the seller you go see the property and you put the property in the contract those four things happen in 72 hours if you're calling a list 48 hours two days guys two days that's what you've got 48 hours from the time that you speak to the seller to the time that you want to put it on the contract you want to be scheduling a viewing to see the property the following day and you want to be giving your offer within the next 24 hours after that okay so keep that in mind guys like move fast this stuff does not take that long it does not take that long to to get the information needed so reach out to these sellers try to put the property under contract and start shooting it out to buyers this should really take you no more than three or four days depending on the seller's schedule you want to schedule that time to view the property and then you want to bring contracts there with you so you could potentially get it signed on the spot as long as all of the numbers make sense based off your analysis that you do the same day that you talk to the seller so talk to the seller do analysis come to the appointment with a contractor ready move fast if you want to make money okay so that's a big reason why a lot of whole sellers aren't getting money or aren't getting as much money as they know that they can all of us know hey look man I could be out here getting so much money have you gotten some deals or even one deal it's like you know the potential in this and maybe you're getting a little stagnant so I hope that this video helps you I hope that this video comes as a blessing I hope that you start to take action immediately after watching this video anyway if you like this video definitely hit that like button guys if this video provided you value I would really appreciate it if you could provide me some value by hitting that like button it really helps the channel a lot and it helps other people be able to view content like this so they can start to you know get their whole selling business to the next level just like you you new to the channel and you've never seen this content before you don't even know who I am I'm at Hayes the wholesale coach now I'm here to help you guys get these wholesale deals I'm like actual wholesale deals not hotel deals wholesale deals I'm showing you all from point A to point Z how to actually get these deals closed check out the rest of the videos on my channel guys subscribe to the channel if you're brand new once again thanks for us a 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