What NOT To Do On A Seller Call | Failed Seller Call
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- Опубліковано 21 вер 2024
- We cover a lot of success stories, but what about a failed seller call? Let’s talk about what NOT to do on a seller call. In this exclusive video of this four-way call, I speak with a realtor named Mark and we cover some of the basics of what steps to take and what steps to avoid!
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Pace is not a CPA, attorney, insurance, contractor, lender, or financial advisor. The content in these videos shall not be construed as tax, legal, insurance, construction, engineering, health & safety, electrical, financial advice, or other and may be outdated or inaccurate; it is your responsibility to verify all information yourself. This is a UA-cam video for entertainment purposes ONLY.
Jennifer sounded very aggressive, demeaning and argumentative.
This video made me $100,000 equity in my first subto deal today. Thanks Pace!
P.S : i am not part of your group. But wanted to acknowledge your contribution.
Wowza! This is great!
Gives me inspiration! I need to make my first deal but not able to invest in the mentorship program at the moment. Reading the book now
That woman did a HORRIBLE job communicating with the seller. If I was the seller, I would be more frustrated with her than the actual agent. There was ZERO rapport on that call
This was pretty much a dumpster fire 🔥 from the get go. Loved how pace eloquently calmed everyone down like a pro
Pace’s face at 18:33 says it all. With that tone you’ll never get anyone to sell to you
Bro I'm dying watching this right now. She's freaking out and Pace is dying inside😂😂
I still think Jenny did a great job on the call though. She explained her side pretty well. It's just that the call wasn't set up for success.
I just read this at the very moment it was happening!!!! LOL LOL
@@PaceMorby I totally disagree, Jenny was extremely combative and condescending. You handled that situation with poise and respect. And the reality is if Jenny knows she isn't willing to buy at $1.8m as you mentioned after the call then she should make that clear, and its obvious that the sellers know that and that's why they are requiring a little more commitment from Jenny and the currency they wanted, was her time by requesting a signed POF.
Jenny mad aggressive!!!
This is why Pace is where he is at in life. Calm, collective, respectful, informative. He literally answered every question perfectly. Gave information on a cash out and seller finance. Used real life examples. When it started to go south, he swept in and saved what could of been a shouting match.
Your amazing, and inthough I was good! 😂😂
Disagree. He didn’t answer the MOST important question. Why should I sell. I’ve got property taxes from 2009. Tons of equity. A basement loan. Cheapest money ever.
Pace cannot answer this question. Because nobody can. UNLESS there’s personal circumstances. Like relocation. Down sizing. Loss of a job etc…
@@mike2959it’s not his job to answer the question why do you want to sell. You ONLY talk to people who are ALREADY interested in selling. In the video, it’s the first guy Mark who didn’t do his due diligence to make sure the seller WANTS to sell. It’s not your job to make the seller sell anything.
Pace, I appreciate you guys sharing the raw "nakednes* of a call like this. Even though everyone's bagging on Jenny, we've all been her at one point or another where you get frustrated and speak your mind. You kept it very professional. You could tell you were thinking long term where this specific deal wasn't going to happen but you didn't want a pissed off seller to ruin other deals in the future. You brought calm and empathy just before it became a shouting match. You guys pushed really hard and these sellers were really smart and didn't let anything slide by. They stood up for themselves, held the first guy to what he'd said or led them to believe and they communicated their expectations and concerns pretty clearly. Square peg / round hole.
Damn Jenny needs to take a class in sales. I would’ve been annoyed af speaking to her 🤦♂️
I would have hung up
I think she did a good job though, explaining her side. The call was just set up incorrectly.
@@PaceMorby don't make excuses for her shytty attitude
@@PaceMorbyyou’re being a good partner having her back, but she made some big mistakes here. There was still a chance if her tone was different
Very helpful to hear a call like this that did not work out. I am glad Pace broke it down afterwards but in my mind the big mistake was not realizing this was not a motivated seller but rather an opportunistic one. If he can't get his price in CASH he is not doing the deal. That should have been ferreted out sooner (in my opinion).
Of course he's opportunistic! He holds all the cards in this market! Not to mention if you're anything like me, you HATE the thought of having to pack up and move...absolutely loathe it! But he's right...interest rates like they are, what could they even replace it with? Leaving them with basically 2 not so great options: 1. Rent. Landlords and Rental companies aren't turning a blind eye to the interest rates. So they've upped their prices now. They know inflation is a real thing despite certain people trying to insist otherwise. 2. They could seller finance and try to get a deal where they stay in the home as renters there instead of leaving (maybe the better option of the two). Still not great because with the numbers like they are, Pace would have to charge a bit of a premium to both satisfy the debts as well as making a little money so as to not work for free.
When the home owner said that they were not thinking of selling I would have disqualified and moved on. No pain.
Exactly… not motivated. Move on…
🙌
Agreed!
He brought that up three times…
I see nothing wrong with the real estate agent passing along this lead. In my opinion it was Jenny who started pissing off the sellers by elevating the situation. It was the way her comments and tone of voice were delivered to the sellers where it pissed off the sellers.
If anything, the major learning point is how Pace calms down the situation. I love how he says we are all adults here trying to figure out if there is a deal, or not. Very calm.
Yes a good example of what not to be doing. Leaving ego and attitude outside of the meeting.
I think Jenny did a good job explaining her side. It's just that the call was set up incorrectly. The seller just didn't have motivation to sell.
@@PaceMorby Nope she did not. Imagine someone speaking to your wife like that. No GO You were chill and cool but man she came in and tanked it. If her goal was to win an argument she did OK but if she was trying build brand and be friendly F-
@@PaceMorbyshe was being overtly antagonistic.
Yea, she would frustrate me in this call. Talking like she's better, cutting them off, saying their property might be crap, treating them all just like another number. Even if I did end up wanting to sell, I wouldn't sell to her. Great on Pace in saving things before it went way off the deep end.
She's a witch, with a capital B
Facts
Yeah, hope that lady isn’t the one negotiating deals for the company lol
Hmm. In this scenario, she should have realized that this deal might no go through, but keep that relationship going. Instead she started throwing attitude and smart a$$ comments, and burned that bridge fast. Whew, keep that bigger picture in mind. If I was the seller, I would have snapped right back.
Edit: As I continued to listen, Pace did exactly what she should have done.
If you’re blessed enough to get Pace on a call with a seller, let Pace do his job. Don’t jump in the convo until Pace acknowledges you to do so. Its best to just listen and learn than to walk away with no deal and an upset seller.
Yikes. That was uncomfortable listening to.
Jenny was a little too aggressive and defensive, and the Seller was obviously annoyed.
Good job alleviating the tension in this conversation, Pace. 👍
Her Ego got in the way and took over 😂. They wanted an explanation and she couldn’t explain her position without moving the convo forward. When you’re in this business you have to understand that things will get thrown at you that you don’t prepare for but it is your job to keep cool and move everything forward…
I felt that the seller's arrogance finally got under Jenny's skin causing her to get a little over defensive. There definitely wasn't any motivation from the seller to sell causing me to wonder why there was even a phone call setup in the first place. Just my perspective on the deal, lot to learn from this one. Thank you all for sharing this with all of us. You guys will get the next one, I assume their not all going to be home runner's!! Have a great rest of your day and I think Jenny deserves a spa day with a good massage!!
I’m not saying she’s wrong…🙄😂
But definitely one of the reasons why you focus on sellers with motivation
Hey Les! Yeah. The call wasn't set up for success so a lot of missed expectations and misunderstanding on this one.
Shheeesh! The way you jumped in and calmed that crazy energy going on between the seller and Jenny was so dope and soo much skill 🫡
Thanks Wade!
Pace being so calm and collected is so money 😂 absolute baller communicator
I like how Pace calms everything down.
Thanks!
Patience is what you won at the end. that's what Pace set himself apart from others. thank you Pace! only you shows win and fail, the truth, behind the call. appreciate your time, Pace!
That was a really good example of how calls can go wrong and right. I appreciate Jenny defending herself, it's really important to not allow yourself to be bullied when you're offering someone a gym bag full of cash for their house. Big ups to Pace for wrapping up that call positively. Great learning!
No she got all defensive No customer skillz
No negotiation skills from Jennifer.
She took it personal and got ego involved, it happens but your mentor is a part of this call too...
😄 She needs to calm down.
She was, she was just being matter of fact and so was the seller
She killed it
Yeah she was way too worked up, it was really hard to make it through that part, so cringe. She was getting so antagonistic and argumentative, even Pace was laughing at her. I would have been dead ass embarrassed to associate with her.
She knew her boundaries and made it clear. No BS, no time wasted, she’s a hammah! #ClosingDealsOrNext
@@imactuallyHimthowell maybe that's what works for her. They buy houses constantly so I'm sure she has her tactics down, maybe she's been burned before from commiting a number and didn't see the house in person.
Well definitely don’t antagonize your seller. 😬
Not going to lie, sometimes listening to these calls gives me anxiety 🤣. Can you imagine talking to Pace without knowing who he is prior?? You can hear the seller is sometimes pretty overwhelmed and intimidated. But Pace is the very best salesman ever.
I'm really nice to talk to though ✌😂
We’re deal finders not deal manufacturers! 💯🎉💯
💪🏼
This is very insightful! Pretty great to see you in action. Calm and straightforward, great work!
Thank you!!
BTW - This was a freaking gnarly situation. thanks, Pace, for sharing this with all of us; definitely many takeaways to learn from, here.
Glad you enjoyed it!
Everyone criticizing Jenny, go back to minute 37:40. I couldn’t help but think, I could use some lessons from her. Also, this video answers soooo many questions for people new to creative finance, etc! And finally, I’m continually blown away 🤯 by the ABUNDANCE OF GRACE GIVEN TO ALL, by Pace. Grace (undeserved favor) is something he gives, to even the worst knuckleheads 🤣🙄🤭😏 Thank you Pace, for all that you share!
37:40 is the end of the video... 🤣
Indeed… Pace raw! He one of them People!
I'm late hearing this and but the buyer allowed her frustration to come through unfortunately. Pace, you summarized the call and the feelings of each party very well.
Pace is great with layup and dunk with his words. Catch me up to speed line from pace is great to set up to get seller fully engaged
He was not interested in selling , I learn from you every day 🗣️🗣️
Pace, you're one of the people in this industry I look up to most. Your skills on this call how you deescalated this conversation is amazing to me. I really look up to you. Thank you. Oh yeah I'll by an iPhone soon.
That's the power of iPhones haha
@PaceMorby lol I heard you say once that you won't do a deal with an android user so that's motivating me to get an iPhone
I love your calm voice of reason, Pace. Well handled.
This was tough on so many levels and you handled it very well. 👏🏻
I’m new to REI… not declaring judgement either way… simply sounds like a situation where the cash buyer was brought into a deal where the seller wasn’t even necessarily selling and the seller was more knowledgeable than most. Great call to learn from!
"In Wholesale and some creative finance we can solve peoples PAIN.
In Seller Finance we can appeal to their GAIN"
YOU ARE SO DAMN GOOD AT THIS! Mark better be glad you were on the call.
I would have probably hung up on Jenny though. No need for elevated voices. I could feel the tongue lashing as nothing more than a listener..Gotta tone back as an investor. Yikes...Pace came through smooth as butter though lol
"my Prius gets me laid too" -- Couldnt agree with you more! I know Ive been out driving and looking at all these people in these high end cars or souped up cars thinking man...what a money pit (European cars) and Im moreso about whats reliable and total cost of ownership isnt crazy expensive. To each their own, but Im with you when it comes to cars.
Even if the agent didn't do his job correctly. They way Jenny was talking to the seller, just didn't sit right with me. But, even know there was alot of mistakes on the agent side and the cash buyers side, there was a ton of stuff to learn from. Pace was as smooth as he always is, when he pitched the creative finance options.
Very informative. Nice way to step back and regroup.
Ive learned here literally tone is everything and how it has everything on making or breaking a deal!
Agree on it all. Some agents are also good at negotiating. Agents must be educated based on an investor standpoint.
Thank you so much Pace and Jenny. You did great and I really appreciate this example to learn from.
I felt there was a lot of confusion on who should be taking charge and lead of the call. From the point of view of the seller the whole reason to have an agent is to have an intermediary who talks to the buyer. But when the buyer and agent are on the phone who should Shaun expect to lead the conversation. On the view of the agent he brings in Jenny who brings in Pace so the agent doesnt know to look to Jenny or Pace for the lead. Pace comes in as a support to Jenny but is probably wanting Jenny to lead since it is her potential deal. And Jenny might have a similar problem as Shaun where she doesn't know if she should look to the agent but also doesn't know if she should just let Pace take the reigns.
This reminds me of the meme of the three Spidermans all pointing their fingers at each other.
Overall, I really just appreciate the call because as Pace said there was no bad intent from any of the parties involved, the call was just simply not set up for success. But we can all learn from it.
pace talks so eloquently
Thank you!!
I get a ton of value when shown what not to do. Would love to see other examples of what not to do especially with value prospecting and devising contract terms. Thanks so much!
I have seen tons of Pace videos and never sow him so happy and smiling
18:11-18:18
18:31- 18:41
18:49-18:55
Pace's facial expressions are so funny to watch. 😆
22:08 - 22:22
@@jarrodfrankum
😅
Yikes, 😮 great conflict negotiator Pace!!! 🙌
Layers of learning. From calm, well spoken and patient to breaking down why the call was able to get off track. Expectations being key. TU Pace!
This was an incredible call and it showed me that I can truly do this and become successful in real estate. I've worked in a call center or done sales over the phone for years and I see the vision now. Thank you for sharing this call Pace. Much appreciated and I'll see you at the top!
I feel like Pace with my personality and me just starting to learn I would perfer not to work with Realtors and just work directly with the seller .
That call was quiet a big fire And I think it probably would have helped to speak to people individually before the three-way or four-way call...
Top notch communicator 🔥 the best learning experiences are through calls like this. Thanks for sharing.
That's what happens when there is no pain for the seller, Jenny to me was trying to be the last person to be right and passed as very aggressive, when de escalation was needed. We don't need to be right all the time, sometimes, taking a step back and acknowledging mistakes goes a long way. That's what Pace did successfully. NO DEAL THERE
😂😂 was cringing and laughing the entire time.. very good education experience. Pace you funny man haha
A Seller Financing GENIUS. God Bless your time here on Earth...
What. A. Pro. This is a master class example. Well done.
It is so extremely helpful that you share these phone calls, thank you!!
You are so welcome!
Pace is the greatest communicator I have ever watched I need to reach this level
Takes LOTS of practice and patience man...
Pace is a fucking pro!!! You gotta listen to the seller.
I was having the same facial expressions you were just listening to this unfruitful conversion. Clearly not a very motivated seller.
The Agent was probably shaking in his boots through all this 🤣
Great call pace! Im glad I was able to hear this call it all makes a lot of sense! Can't wait to join the community!
Great teaching moment Pace. Lots of education to be learned here in this video.
Leeshawn. Glad it was helpful!
This is gold! 😂 a little funny but great way to handle a frustrated seller
You that man Pace!
Why do wholesalers have so much pride? If youre in this business, lose the pride and be a kind human being.
Wow, this lady was beyond unprofessional. If I was the seller I would’ve hung up on the phone call but like always pace to save the day
Great call! Learning learning 👍🏽
Pace’s reaction to the cash buyer 🤣🤣🤣
Pace is UNREAL...✨️
Masterful de-escalation by Pace haha, epic
Thanks Daniel!
This playback was amazing. The false expectation the realtor created left a mess for the cash buyer or the seller financed purchase options. The black swan in that deal was both Mark and the sellers wife.
Pace. I’m really excited to join my first meeting with you this Saturday. I learned quite a bit on this call on the breakdown and structure of one of your deals. I was in the mortgage industry from 2004 to 200eight and left to take a more secure job but always Loved real estate. I’ve been preaching to people for years. There’s a better way to purchase properties that you articulated so so so so well. I appreciate that. I look forward to talking to you this Saturday.
Pace is soo eloquent ❤
Love it ✌️
Thank you bro!
This deal may or may not have worked out, but hearing how to make it better was worth it
I was beginning to wonder what caused this to fail, then by gosh, it happened lol.
Jenny just went full “You’re an idiot, but I’m still interested give me a chance”
That went South with a song and dance 💃
🤠
dam this dude has some serious skills and a very great attitude about handling all those personalities on the call wow Im just blown away
@PaceMorby this seller might want to get into your program. 😊
Man it is so easy to agree with you it must be a joy being in your mentorship
Would be happy to have you join us! Make sure there's a slot available in your city first. Check here! go.subto.com/pace-yt
Fork up $7500 bro. Unless it's gone up since I joined and never used it
“I’m good at speaking to people…” “I’m good at this , I’m good at that..” geesh…. This guy
The owner wasn't motivated to sell. He obviously was willing to sell for more than it's worth
Mark is the one who messed up here. Jenny…customer service/Sales 101 … never get confrontational with a client. EVER! It’s never ok and It never works out well.
Great save Pace!
She seems good at this
Pace you are awesome just the best! Thank you so much for showing us how it is done, I’m learning so much from you😃🤗
"Rather go to the seller.." "Why are you on the phone with a seller who's not motivated?"
"STOP CHASING DEALS!"
"CALL OUT THE BLACK SWAN!" 🔥🔥🔥
Jenny made a big mistake that no one noticed. She mentioned 1.5 to 1.6 then when seller said Mark said 1.8 she said well I have to walk thru the property. If the seller heard every detail he would have said then how can you offer 1.5 to 1.6 without walking thru then she mentioned 1.4 later which was beautiful I feel everything was good. Also did Jenny tell Mark to tell the seller I can get him 1.8 cash or 2 mil creatively ?
Great call Pace. Thanks man !!!!
Any time!
i love that 70% down with my investor pro while the seller carries the 30%!
i'm a realtor and I want to learn how to do this to help my sellers -be the unicorn!
Yesss! Squad up in the free FB group to get started paceapproves.com/freefb-ytc
I would have just said if we provide the POF and are willing to buy at 1.8 are you willing to sign a LOI to sell at $1.8? If the answer is no then why would you even proceed? I would have said then..., if you ever are interested please don't forget us.
Under what condition of the house would the cash buyer be willing to pay 1.8M? The seller said Zillow/market value was around 1.5M so my guess is there is under almost no condition that she would pay 1.8M unless it had money in the walls. So I’m completely on the homeowners side in this scenario. Sell was brought in to the call under false pretenses.
This is the cash buyers fault in my opinion not marks. He didn’t come up with that 1.8M number. The cash buyer literally said she suggested that number. So under what condition of the property would she pay 1.8M? No condition.
Pace saved that deal if there is still any. Jenny was being very provocative.
Hahaha so don’t argue with the seller? Got it!
Kudos to you. Jenny NEEDS to chill bro!
I am learning each day
Definitely an experience having a call !