The call from hell. I have gotten hundreds of calls over properties that I don't even own. I can't get rid of these callers. I now just block each number.
Yeah....talk to people. Dont sell people. Dont read a script to explain something. "Its real easy actually. We can see the square footage of the house, comoare it with vaalues of surrounding homes and if i can ask a few questions about the condition, then can send over an offer shortly after. May i ask a few more questions?"
This works to certain people. Some people can see right thru this and dont like it. Others, who are a little guilable or very nice would like this. You need to figure out which one your talking to. Takes hundreds and thousands of calls to figure it out.
This man knows his stuff. Don’t deviate or recreate the wheel. Stick to this script. Don’t get caught up in the specifics because you’ll just forget what to say, and sound crazy over the phone to either the realtor or agent you’re talking to. Give them a vague description on your underwriting process, as simple as “we compare the areas retail value to our renovation budget, and that’s how we develop our offer, sound fair enough” or something along those lines similar to this guy! Also remember, tonality is everything. I’ll be honest with you. People overlook this, and they sound either robotic, scared, or pissed off. Always keep in mind, no matter who you’re speaking with, sound like somebody you would want to go out and have a beer with- smile when you talk even if it’s over the phone. It doesn’t mean be a pushover, but always have a upbeat tone, even if you are conveying something negative. I use ACTIVE LISTENING using the five C’s when speaking: -Curious ( 🤔 hmmm tell me more) -Concerned ( 😮 Ohh really hmm) -Challenging (Why do high?) -Cheerful (😊Let’s do this) -Confused (Oh I was under the impression that…) Be quick when you explain your business strategy, remember the one asking questions has control of the conversation. Don’t have them interview you, but do not be rude. Quickly answer effectively, and circle back in intelligence gathering. Ask them questions using the five C’s above). When asking questions, you cannot skip this to negotiating. You need to ask questions. Questions will differ from property to property, but overall framework goes like this (and the narrator of this video can correct me if I’m wrong). also the sentences below do not use the same wording, use the active listening skills above like a combination lock 1) Motivation (the home looks awesome. I wonder why they are selling in the first place? Or why don’t they just fix it up themselves and resell it at retail?) 2) Timeline (if we were to come to an agreement today, how quickly would they like to close?) 3) Condition (I looked at a few of the photos, but I’m trying to wrap my arms around the full renovation needed, can you tell me about the roof, utilities, and structure? Or would I have to just walk the property?) 4) Price (now, you have it listed for X amount, how flexible are you with that price point? Is there any flexibility there?) Then POSITION: Position = “so I pay all cash, I usually can close within 15 to 20 business days, and if we can get this at a price that works” Usually, depending on their personality, the seller or agent will say something along the lines of “well the price is the price” or “what’s your?” If they are pressing you on giving an offer, don’t be afraid. You can use lines such as : - i’m afraid we are so far far apart, I don’t want you hanging up on me” -well, given I could pay pay all cash close quickly, wave most contingencies that most buyers need, will be looking at anywhere between (lower range) Use range only. So let’s say your max allowable offer on the property is $250,000 and they are pressing you to give that offer. Say something along the lines of “well do to X Y and Z along with 1,2,3, and the fact that I can pay all cash, and close very quickly I’m looking anywhere between $230-$240,000. I can probably go a little bit higher but will have to see the full condition.” If they say “no way” Say this: I hear what you’re saying… oh I forgot, since I am unrepresented, and if your client excepts my verbal offer, I can have you write up the formal offer. That way I can pay you 2% on the buyer side at closing. That way if your client does choose my low offer, you’ll get both sides of the commission. That’s not worth a shot?)
💯📞 A skill people are not learning and capitalizing on. I cannot stress it enough how important this skill is !!! Cold calling works and it will 10X your lead flow. Sad that people in business don’t do this.
My boss is highly successful in this space (im not gonna drop names but he is up there) one thing he advises on is a very neutral tone from start to finish. I think the wording here is perfect here, the message was clear and concise.
I would just say “lets cutt the bs and get straight to business” and tell her straight up what she wants to hear which is how much money she’s gonna make off the sell
@@theericcline yes I do lmao and surprisingly enough most of most of them are emotionally attached to the property which is cool some of them just want want money well all of them do the real thing is to let them throw and offer and you tell them the run around I’ve made 1.2 million just off of wholesale deals and it’s been less than a year humbling speaking you just gotta kick the door down and go straight to the point as long as the numbers are right everyone wins
I’m honestly not impressed, this seems fake and over the top. Yeah I’m sure you’ll get some people just by numbers but there’s no relationship or trust built. This is how people think of salesman and women, unfortunately.
Sales and communication in general is heavily affected by tonality, meaning not only what you say but how you say things. I say “hey!” And “I’m glad you asked” all the time but more conversationally like a genuine statement. Because I’ve engrained it In to being a genuine response. His tonality is as if he’s speaking to a child and ends up sounding really salesy, that doesn’t go well in my industry but for some theyve been successful that way and so why would they change it? Either way what’s important here is how he broke it down into an easily understandable process and progressed the call.
I would end this call in seconds. He speaks just like any typical salesman out there. Same tone , sames lines. This was probably working 50 years ago but only idiots would fall for this.
Its just too fake..... tone is fake , 'that's a great question Christie' ' Does that make sense to you? ' Ughh so patronising and salesy...why is this put up as guidance?
But it works.....everyone has their own unique selling style. I was in sales for 10 years and have heard people use faker tones than this and raked in the dollars, its all about the bottom line.
Keep it simple like Eric people. First: Introduce yourself and your business. Let them talk. Second: “I’m calling in regards to your property on 123 Main Street, is it still available?” …Let them answer. More than likely, they’ll give you a unenthusiastic “ umm yeah” Side note: if they are in a bad mood and giving you attitude right from the rip, stay composed and say something along the lines of “look it sounds like it’s a bad time, how about I call you back sometime soon enough” do you want to kind of sort of them out on their bullshit. Third: (after they tell you that it’s still available) Great Great… Now the reason for my call, as I said I’m a investor/contractor in the area and looking for our final project for the year- and came across your property.. (Let them talk after you say the word “property“. Don’t follow up with that let them talk.) Seller: umm ok You: So, what can you tell me about it? -Condition -Motivation -Timeline -Price {Ask him questions regarding the above bullet points. For example “Price” you would say “so what price are you looking for” If they say a price, that’s way too high, I notice a lot of wholesalers just give up after that kind of rush the call. Instead say: Let’s say you need the seller at $100,000 the ARV is $250,000 and it needs $80,000 in Renovations. Let’s say the seller wants $150,000. Seller: I want $150,000 You: Ok Great, may I ask, how did you get that number? Just curious? (more than likely they got it from Zillow or redfin, etc. or somebody told him that) You: (Deflect from beating them down to $100k.). Ok so if my notes are correct, you need $150,000? (let them say yes.) You: ok great , I’m looking at a home similar to yours it just sold for $245,000 on abc one street- (comp 1). They did a great job with the interior new kitchen new flooring. Wow they even got new windows (start looking for things they done by simply looking at the photos). They did a great job! Especially love what they did with the cabinetry. Anyway, they got 245,000 for that house but they did everything. I’m thinking we can possibly get close for your home, but of course we would have to renovate, let me ask you. (deflect to something they told you about the distress. if I would pay all cash to you close within 15 business days, no inspection. No due diligence etc, would you take $90,000 cash? (Don’t say anything) Seller: No way too low You: OK maybe $90,000 is too low for you at this time. You still want to sell your home quickly though right? Seller: Yes You: (don’t mention the price again ) Great, we do all the paperwork for you, you don’t have to do anything just sit back and collect the money foster 100% transparency, and have our own closing attorneys that can walk everyone through this. Some fair enough? Seller: that’s great, but I’m still not going to accept 90,000. You: understood- well then at $150,000. I am definitely not the buyer for you, as a real estate investor and business owner it is my responsibility to to my staff that I buy property that allows me to keep the lights on, I’m sure you can agree with that? This is called a “negative sale” don’t be afraid to do it AKA “ the Takeaway”. Seller: ok so you can’t do $150,000? So what number can you do other than $90,000? You: We strive for 100% transparency in this business, and that being said, I feel that me and you are so far apart on what we’re looking for in price that I do not want to upset you or insult you in anyway, so I would rather just keep that to myself. Seller: (confused) Ok? You: I’ll tell you what, investors like myself are like ice cream. There’s different flavors everywhere. Fortunately, I conduct business with, meet, and our colleagues with all of those other flavors. Would you mind if we can execute a non-risk option contract for 10 days, for $150,000, this way since I have access to all of these flavors of ice cream, I can shop your price around to all these investors. I actually have three investor meetings this week where 1500 investors in this area will be attending. I can shop this around and see if any of them would be interested in buying your home at that high of a price. Fair enough? Seller: Really? So you won’t buy it you’re going to see if any of other colleagues may be interested? You: That’s right to be totally transparent. I may make a couple of thousand dollars on it just for referring the property over to them, but I’m not getting rich here. I just have the access to those investors, you seem like an awesome person to deal with, I want to try to help you on this, fair enough? Note: option contract and CBRE transactions, but you can also utilize them in any type of transactions. It is a contract that just gives you simple equitable interest from a purchase and sales agreement. Just means that you are not obligated to buy the property but you have settled on a price at $150,000 with the seller and that you may, but are not obligated to buy it. Then then make your other calls, but keep this one to the side. Have them sign a two page option contract (talk to your attorney for drawing one up) basically just gives you the right to shop it around to other investors. The trick is to call the seller and report what people have been saying. So you’re not the bad guy telling her that her number is way too high. All of these investors the market is telling her price is too high. Creating a third-party. And no, I am not advocating lying to people or misleading people but you really don’t have to go to a 1500 attendee investor meet up. As a matter fact, you don’t even have that option around at all. Simply just call her back within 2 to 3 days with a concerned, but hopeful tone. Tell her that you went to meet and every investor you showed the option to gave you a price lower than your initial price. But you’ll have more meetings next week and you’re sure to find someone The second time you’re gonna tell them that you got an offer lower than your initial offer again, but another $10,000 more than where you need them at. This is breaking down their spirits so you’ll say something like “seller. All I could find was one guy who gave me an offer of $70,000 and another guy offered me $110,000. I didn’t even bother following up with them. Seller: jeeze crazy well keep trying and let me know if you hear anything You: I will… After three or four days, don’t call let them call you back. If for some reason, they don’t call you back wait five days and then follow up, more than likely they relying on you to get that price now lol When they call you, you want to tell them that you are having no luck finding a buyer for $150,000 tell them all you’ve been getting is anywhere between 60 and $80,000 and the two highest ones at $110,000.already moved on to another property. (telling them that that highest offer has “moved on” to another property is key). The seller is getting emotionally drained from this news every time where their patients start to run out. However, they are not running out on you. You are in the safe place because you are on their side. You want to call her back three days after that and say “ mrs. seller I have two offers at $95,000 and one at $100,000, the one at $100,000 will be full cash can close quickly and can pay all of your closing fees, just let me know, and I will tell him to kick rocks. Seller: Screw it! You know what! Let’s do it! I’ll do $100,000. Boom! However, that’s only for the deals where the seller wants to high of a price. Don’t be quick to throw it in the dead leads pile think outside the box. The whole idea is to keep moving. You should already have other deals you were working on in between this. I just got a deal that I closed on Friday and that seller wanted $80,000 more than we needed them. We did the option technique and an option contract for their original original price point. She actually was calling me every three days saying “have you found me a flavor?” The whole idea is, I am speaking their language. I am not going into the weeds about “what an option contract is and how it’s different from a purchase and sales agreement” I’m also not going to head with them arguing about “the comps etc”. they think they’re right, prove to them that they are not by shopping the deal to the market. Make the market look like the bad guys.
They call this 'smile and dial'. Not effective introductions for modern phone calls. People smell sales on this guys breath through the phone. Higher pitch tones = uncertainty, did he genuinely care that she asked how his day was? Unlikely. Don't be a dick, but don't be a smiley help everyone. Be the doctor / surgeon, not the nurse.
Sounds so scripted and corporate for me. Sometimes just talking to people instead of trying to say what you think sounds best is actually best. It seems forced and almost mansplaning.
Except how would he con her? If she's legitimately going to sell to him then she'd be smart to 100 percent have a real estate lawyer and have her own picked out title company handle the transaction.
Also sometimes I share this, the Bible says that GOD loves us so much that he sent his son JESUS CHRIST to this earth and HE lived a perfect sinless life.And JESUS went to a cross and gave HIS life for us.And rose again in 3 days and who ever will receive JESUS AS THEIR SAVIOR AND ASK HIM TO COME INTO THEIR HEART AND FORGIVE THEIR SINS,HE WILL TAKE YOU TO HEAVEN.
@@sendingunit She didnt hang up or say no thank you goodbye, so he must have overcame something, keeping them reeled in and in agreement is key..... He makes millions with his style so the only cheese is the cheese he's banking. I was in sales for 10 years and wondered why people hate when I was in the top 10 of the company, weird.....
@@nicolenesmith2326 10 years in sales and you don't know what an objection is? Please tell me at any point in this video where there was an objection and I'll delete my comment. He answered a question lol and I'm sure she really cared how he was doing that it made her day when he told her she's the only person to ask ... fuckin cheeseball
People trust you more when they are face to face with you, able to make eye contact. On the phone, you are just another annoying telemarketer. HANG UP!!!!
Or you can do this: Agent/Seller: How are you making offers over the phone- You: Great question {agent first name}, I have boots on the ground {within the county of your flip} that can stop by if I am unsure on anything. But I can get a general idea simply with my 15 year experience, by just looking at the photos.
Not a genuine conversation, too robotics. People that have any IQ won't fall for this approach. Good luck closing any high-end deal in this format. No one wants to buy from someone who is only calling for the sale. Spent 20+ years in sales and business and non of these videos actually touch on how real deals go down. This is the same shit a company will teach you and it doesn't work. First company I sold for I went in there and pulled $145,000 in a single year while everyone else was at $40,000. I didn't go in their and listen to any of the companies bull shit training and I did it by building relationships and friendships with the clients. At that point you can easily take the money out of their pockets over and over again including all their friends. If you want to be successful in sales you need to market and network and leave an impression in your area. This transaction would have been more effective to meet your client face to face, get to know them then naturally present the product or service being sold. You go and try this shit. You won't sale anything. You see someones approach. Do it different so it catches the client off guard. You can get so professional that you will only be mediocre
I’ve done well over $150,000,000 in sales & built multiple companies valued over $100,000,000. I’ve been doing for a long long time selling 100% over the phone & scaled out massive call centers. It definitely works very well.
You should make more of you knowledge based in the underwriters perspective even tho you may not know as much as them if you gave her more solid information about that particularly I feel like this video may have been more impactful ether way good job
This man changed my life! It cost me $2500 for one hour of his time. He took my ideas and gave me a plan that paid me so much more than i could ever ask for.
@@nr8813 I'm being honest. It was a great decision to sit with Eric for that hour. I never lost a dime, infact I made the $2500 back in no time and I'm still grinding after several years later.
I don't trust ppl that talk like this for some reason. I automatically think they are trying to get over on me.
Talking like what specifically?
It should sound more conversational, right?
Same
@MrsV777 No one says "that's a great question, I'm glad you asked" in a normal conversation. 😂😂
@@cozyfortunesLike they're using sales techniques. He doesn't sound natural at all.
As soon as someone tells me I asked a great question, I hang up.
Yep this is staged
Why, cause you ask dumb questions?
Same
smooth brain
Ohhhhh. God for fucking you.
The call from hell. I have gotten hundreds of calls over properties that I don't even own. I can't get rid of these callers. I now just block each number.
The wording is great, the tonality just seems false. Too enthused - maybe I’m just from the UK and we’re different
I’m from NYC and I agree. That wouldn’t fly here… it’s gotta sound more conversational. But yes the wordage is def good.
From maryland and he sounds like a liar and a scammer honestly on this call.
I'm from Dublin and this guy wouldn't last another second after "how are you today"
I'm from the US, but the other side side of the country, and I also agree he sounds untrustworthy or off
No i'm here in the States & Yes it sounds like a Sales/Scam Call. Probably would just Hang up on him!!!
Yeah....talk to people. Dont sell people. Dont read a script to explain something. "Its real easy actually. We can see the square footage of the house, comoare it with vaalues of surrounding homes and if i can ask a few questions about the condition, then can send over an offer shortly after. May i ask a few more questions?"
FACTS 💯💯
This works to certain people. Some people can see right thru this and dont like it. Others, who are a little guilable or very nice would like this. You need to figure out which one your talking to. Takes hundreds and thousands of calls to figure it out.
There was no objection.
Yeah I was wondering where that was or if I missed it .. that was a question
objection was; how he was going to give her an offer over the phone without seeing the property.
does that make sense to ya? perfect
This man knows his stuff. Don’t deviate or recreate the wheel. Stick to this script. Don’t get caught up in the specifics because you’ll just forget what to say, and sound crazy over the phone to either the realtor or agent you’re talking to. Give them a vague description on your underwriting process, as simple as “we compare the areas retail value to our renovation budget, and that’s how we develop our offer, sound fair enough” or something along those lines similar to this guy!
Also remember, tonality is everything. I’ll be honest with you. People overlook this, and they sound either robotic, scared, or pissed off. Always keep in mind, no matter who you’re speaking with, sound like somebody you would want to go out and have a beer with- smile when you talk even if it’s over the phone.
It doesn’t mean be a pushover, but always have a upbeat tone, even if you are conveying something negative. I use ACTIVE LISTENING using the five C’s when speaking:
-Curious ( 🤔 hmmm tell me more)
-Concerned ( 😮 Ohh really hmm)
-Challenging (Why do high?)
-Cheerful (😊Let’s do this)
-Confused (Oh I was under the impression that…)
Be quick when you explain your business strategy, remember the one asking questions has control of the conversation. Don’t have them interview you, but do not be rude. Quickly answer effectively, and circle back in intelligence gathering. Ask them questions using the five C’s above).
When asking questions, you cannot skip this to negotiating. You need to ask questions.
Questions will differ from property to property, but overall framework goes like this (and the narrator of this video can correct me if I’m wrong). also the sentences below do not use the same wording, use the active listening skills above like a combination lock
1) Motivation (the home looks awesome. I wonder why they are selling in the first place? Or why don’t they just fix it up themselves and resell it at retail?)
2) Timeline (if we were to come to an agreement today, how quickly would they like to close?)
3) Condition (I looked at a few of the photos, but I’m trying to wrap my arms around the full renovation needed, can you tell me about the roof, utilities, and structure? Or would I have to just walk the property?)
4) Price (now, you have it listed for X amount, how flexible are you with that price point? Is there any flexibility there?)
Then POSITION:
Position = “so I pay all cash, I usually can close within 15 to 20 business days, and if we can get this at a price that works”
Usually, depending on their personality, the seller or agent will say something along the lines of “well the price is the price” or “what’s your?”
If they are pressing you on giving an offer, don’t be afraid.
You can use lines such as :
- i’m afraid we are so far far apart, I don’t want you hanging up on me”
-well, given I could pay pay all cash close quickly, wave most contingencies that most buyers need, will be looking at anywhere between (lower range)
Use range only. So let’s say your max allowable offer on the property is $250,000 and they are pressing you to give that offer. Say something along the lines of “well do to X Y and Z along with 1,2,3, and the fact that I can pay all cash, and close very quickly I’m looking anywhere between $230-$240,000. I can probably go a little bit higher but will have to see the full condition.”
If they say “no way”
Say this: I hear what you’re saying… oh I forgot, since I am unrepresented, and if your client excepts my verbal offer, I can have you write up the formal offer. That way I can pay you 2% on the buyer side at closing. That way if your client does choose my low offer, you’ll get both sides of the commission. That’s not worth a shot?)
She said i guess in a tone that was like when would this sleazy mf hang up
Absolutely crushing it! 💯
Thanks man! 👊
Keep in mind 99% of the ppl in the comments are the ones who will never get qualified to hear this next phone call 💯 great objection handling
💯📞 A skill people are not learning and capitalizing on. I cannot stress it enough how important this skill is !!! Cold calling works and it will 10X your lead flow. Sad that people in business don’t do this.
99% of you hating on this call and approach don’t even make half of what he does 😂
FACTS
What happens if you can’t find cash buyer to close on contract? Is there any type of penalty or does house simply go back on market?
If it’s a good deal, someone will buy it. Just focus on getting deals under contract at the RIGHT price
My boss is highly successful in this space (im not gonna drop names but he is up there) one thing he advises on is a very neutral tone from start to finish. I think the wording here is perfect here, the message was clear and concise.
👊👊🤝
The second she said “Yeah I guess” it was game set match for this guy.
I would just say “lets cutt the bs and get straight to business” and tell her straight up what she wants to hear which is how much money she’s gonna make off the sell
Do you DO deals?? LOL
@@theericcline yes I do lmao and surprisingly enough most of most of them are emotionally attached to the property which is cool some of them just want want money well all of them do the real thing is to let them throw and offer and you tell them the run around I’ve made 1.2 million just off of wholesale deals and it’s been less than a year humbling speaking you just gotta kick the door down and go straight to the point as long as the numbers are right everyone wins
I love your style Lol
👊🐐🔥
Sounding like any other sales person is the first mistake
Bad sales people ALWAYS says that about top performing sales people
I’m honestly not impressed, this seems fake and over the top. Yeah I’m sure you’ll get some people just by numbers but there’s no relationship or trust built. This is how people think of salesman and women, unfortunately.
Sales and communication in general is heavily affected by tonality, meaning not only what you say but how you say things. I say “hey!” And “I’m glad you asked” all the time but more conversationally like a genuine statement. Because I’ve engrained it In to being a genuine response.
His tonality is as if he’s speaking to a child and ends up sounding really salesy, that doesn’t go well in my industry but for some theyve been successful that way and so why would they change it?
Either way what’s important here is how he broke it down into an easily understandable process and progressed the call.
Appreciate the comment brother!
Role playing
Never ask how they are doing
people can see right through the BS
***Overcoming Inquiries
I would end this call in seconds. He speaks just like any typical salesman out there. Same tone , sames lines.
This was probably working 50 years ago but only idiots would fall for this.
What objection did you overcome?
🔥
He needs to take some e lessons from Jeremy Miner
If this guy called me I’d think it’s AI
🤣🤣
"Run a quick report." Click.
Does that makes sense to you?
R u jordan belfort? 😭😭
Its just too fake..... tone is fake , 'that's a great question Christie' ' Does that make sense to you? ' Ughh so patronising and salesy...why is this put up as guidance?
But it works.....everyone has their own unique selling style. I was in sales for 10 years and have heard people use faker tones than this and raked in the dollars, its all about the bottom line.
👊👊👊
This is a bad call but he’s making so🤷🏽♂️
She didn’t like it admit it 😂
Clean
Who didnt inderstand anything
Wdym ?
I hate it when people talk over the top like this. I’m sure he does fine with it, but just talk normal
This is scripted and christie is in on it
Keep it simple like Eric people.
First: Introduce yourself and your business. Let them talk.
Second: “I’m calling in regards to your property on 123 Main Street, is it still available?”
…Let them answer. More than likely, they’ll give you a unenthusiastic “ umm yeah”
Side note: if they are in a bad mood and giving you attitude right from the rip, stay composed and say something along the lines of “look it sounds like it’s a bad time, how about I call you back sometime soon enough” do you want to kind of sort of them out on their bullshit.
Third: (after they tell you that it’s still available) Great Great… Now the reason for my call, as I said I’m a investor/contractor in the area and looking for our final project for the year- and came across your property..
(Let them talk after you say the word “property“. Don’t follow up with that let them talk.)
Seller: umm ok
You: So, what can you tell me about it?
-Condition
-Motivation
-Timeline
-Price
{Ask him questions regarding the above bullet points. For example “Price” you would say “so what price are you looking for”
If they say a price, that’s way too high, I notice a lot of wholesalers just give up after that kind of rush the call.
Instead say:
Let’s say you need the seller at $100,000 the ARV is $250,000 and it needs $80,000 in Renovations. Let’s say the seller wants $150,000.
Seller: I want $150,000
You: Ok Great, may I ask, how did you get that number? Just curious?
(more than likely they got it from Zillow or redfin, etc. or somebody told him that)
You: (Deflect from beating them down to $100k.). Ok so if my notes are correct, you need $150,000? (let them say yes.)
You: ok great , I’m looking at a home similar to yours it just sold for $245,000 on abc one street- (comp 1). They did a great job with the interior new kitchen new flooring. Wow they even got new windows (start looking for things they done by simply looking at the photos). They did a great job! Especially love what they did with the cabinetry. Anyway, they got 245,000 for that house but they did everything. I’m thinking we can possibly get close for your home, but of course we would have to renovate, let me ask you. (deflect to something they told you about the distress. if I would pay all cash to you close within 15 business days, no inspection. No due diligence etc, would you take $90,000 cash? (Don’t say anything)
Seller: No way too low
You: OK maybe $90,000 is too low for you at this time. You still want to sell your home quickly though right?
Seller: Yes
You: (don’t mention the price again ) Great, we do all the paperwork for you, you don’t have to do anything just sit back and collect the money foster 100% transparency, and have our own closing attorneys that can walk everyone through this. Some fair enough?
Seller: that’s great, but I’m still not going to accept 90,000.
You: understood- well then at $150,000. I am definitely not the buyer for you, as a real estate investor and business owner it is my responsibility to to my staff that I buy property that allows me to keep the lights on, I’m sure you can agree with that?
This is called a “negative sale” don’t be afraid to do it AKA “ the Takeaway”.
Seller: ok so you can’t do $150,000? So what number can you do other than $90,000?
You: We strive for 100% transparency in this business, and that being said, I feel that me and you are so far apart on what we’re looking for in price that I do not want to upset you or insult you in anyway, so I would rather just keep that to myself.
Seller: (confused) Ok?
You: I’ll tell you what, investors like myself are like ice cream. There’s different flavors everywhere. Fortunately, I conduct business with, meet, and our colleagues with all of those other flavors. Would you mind if we can execute a non-risk option contract for 10 days, for $150,000, this way since I have access to all of these flavors of ice cream, I can shop your price around to all these investors. I actually have three investor meetings this week where 1500 investors in this area will be attending. I can shop this around and see if any of them would be interested in buying your home at that high of a price. Fair enough?
Seller: Really? So you won’t buy it you’re going to see if any of other colleagues may be interested?
You: That’s right to be totally transparent. I may make a couple of thousand dollars on it just for referring the property over to them, but I’m not getting rich here. I just have the access to those investors, you seem like an awesome person to deal with, I want to try to help you on this, fair enough?
Note: option contract and CBRE transactions, but you can also utilize them in any type of transactions. It is a contract that just gives you simple equitable interest from a purchase and sales agreement. Just means that you are not obligated to buy the property but you have settled on a price at $150,000 with the seller and that you may, but are not obligated to buy it.
Then then make your other calls, but keep this one to the side.
Have them sign a two page option contract (talk to your attorney for drawing one up) basically just gives you the right to shop it around to other investors.
The trick is to call the seller and report what people have been saying. So you’re not the bad guy telling her that her number is way too high. All of these investors the market is telling her price is too high. Creating a third-party.
And no, I am not advocating lying to people or misleading people but you really don’t have to go to a 1500 attendee investor meet up. As a matter fact, you don’t even have that option around at all.
Simply just call her back within 2 to 3 days with a concerned, but hopeful tone.
Tell her that you went to meet and every investor you showed the option to gave you a price lower than your initial price.
But you’ll have more meetings next week and you’re sure to find someone
The second time you’re gonna tell them that you got an offer lower than your initial offer again, but another $10,000 more than where you need them at. This is breaking down their spirits so you’ll say something like “seller. All I could find was one guy who gave me an offer of $70,000 and another guy offered me $110,000. I didn’t even bother following up with them.
Seller: jeeze crazy well keep trying and let me know if you hear anything
You: I will…
After three or four days, don’t call let them call you back. If for some reason, they don’t call you back wait five days and then follow up, more than likely they relying on you to get that price now lol
When they call you, you want to tell them that you are having no luck finding a buyer for $150,000 tell them all you’ve been getting is anywhere between 60 and $80,000 and the two highest ones at $110,000.already moved on to another property.
(telling them that that highest offer has “moved on” to another property is key).
The seller is getting emotionally drained from this news every time where their patients start to run out. However, they are not running out on you. You are in the safe place because you are on their side.
You want to call her back three days after that and say “ mrs. seller I have two offers at $95,000 and one at $100,000, the one at $100,000 will be full cash can close quickly and can pay all of your closing fees, just let me know, and I will tell him to kick rocks.
Seller: Screw it! You know what! Let’s do it! I’ll do $100,000.
Boom!
However, that’s only for the deals where the seller wants to high of a price. Don’t be quick to throw it in the dead leads pile think outside the box.
The whole idea is to keep moving. You should already have other deals you were working on in between this.
I just got a deal that I closed on Friday and that seller wanted $80,000 more than we needed them. We did the option technique and an option contract for their original original price point. She actually was calling me every three days saying “have you found me a flavor?”
The whole idea is, I am speaking their language. I am not going into the weeds about “what an option contract is and how it’s different from a purchase and sales agreement” I’m also not going to head with them arguing about “the comps etc”. they think they’re right, prove to them that they are not by shopping the deal to the market. Make the market look like the bad guys.
Wow
This would be great if it weren't staged. I've never liked when the called asks me how I'm doing. You know dam well you don't care. 🤷🏻♀️
Sounds like a programmed bot. U should know the script but sound natural
Comes off super fake and when people say, does that make sense to you I want to reach through the phone assail them. Super condescending.
They call this 'smile and dial'. Not effective introductions for modern phone calls. People smell sales on this guys breath through the phone. Higher pitch tones = uncertainty, did he genuinely care that she asked how his day was? Unlikely. Don't be a dick, but don't be a smiley help everyone. Be the doctor / surgeon, not the nurse.
My tonality has closed over $150,000,000 over the phone brother
Turned that to inpersonable, boring and condescending real quick.
Don’t think she liked you bro but hey money talks
This is so staged lol
don’t like this one 1️⃣ bit
..... idk this seems pretty staged to me
Uh not good
Weak
This guy is so fake. His voice is so cringey. These are the facts that give wholesalers a bad name.
💩
Gringeeee
This is a HORRIBLE pitch
This pitch has done $8,300,000 in the last 3 years Bud
sounds stupid
Sounds so scripted and corporate for me. Sometimes just talking to people instead of trying to say what you think sounds best is actually best. It seems forced and almost mansplaning.
This is staged
Its like hes trying as hard as he can to sound like a conman. I wouldve hung up on you, i wont lie
😂 so true lol
Except how would he con her? If she's legitimately going to sell to him then she'd be smart to 100 percent have a real estate lawyer and have her own picked out title company handle the transaction.
Also sometimes I share this, the Bible says that GOD loves us so much that he sent his son JESUS CHRIST to this earth and HE lived a perfect sinless life.And JESUS went to a cross and gave HIS life for us.And rose again in 3 days and who ever will receive JESUS AS THEIR SAVIOR AND ASK HIM TO COME INTO THEIR HEART AND FORGIVE THEIR SINS,HE WILL TAKE YOU TO HEAVEN.
Amen
Amen!!
no one wants to hear about your fairytale
amen
Cheesy
Thanks for the interaction! 🐐
@@theericclinehe doesn’t get it🤣💀
Super cheesy and answering a buying question isn’t overcoming an objection!
@@sendingunit She didnt hang up or say no thank you goodbye, so he must have overcame something, keeping them reeled in and in agreement is key..... He makes millions with his style so the only cheese is the cheese he's banking. I was in sales for 10 years and wondered why people hate when I was in the top 10 of the company, weird.....
@@nicolenesmith2326 10 years in sales and you don't know what an objection is? Please tell me at any point in this video where there was an objection and I'll delete my comment. He answered a question lol and I'm sure she really cared how he was doing that it made her day when he told her she's the only person to ask ... fuckin cheeseball
The underwriters lol good one
Don’t start your calls with how are you trust me I am enterprise account executive
Alright man 😂
@@theericclineit’s cool man we all have different ways to sell if what works works!
People trust you more when they are face to face with you, able to make eye contact. On the phone, you are just another annoying telemarketer. HANG UP!!!!
Okay perfect, I think you missed when she said I guess but who knows it's clipped. 😅
Just launched a real estate directory! Bookmark and follow for upcoming updates.
Or you can do this:
Agent/Seller: How are you making offers over the phone-
You: Great question {agent first name}, I have boots on the ground {within the county of your flip} that can stop by if I am unsure on anything. But I can get a general idea simply with my 15 year experience, by just looking at the photos.
Phone Goat so smooth with the skills... 💪🏽💯💪🏽 Appreciate the motivation my friend.
This is the most salesy call I've ever heard. And I don't think this is even a real call it just sounds so scripted.
Not a genuine conversation, too robotics. People that have any IQ won't fall for this approach. Good luck closing any high-end deal in this format. No one wants to buy from someone who is only calling for the sale. Spent 20+ years in sales and business and non of these videos actually touch on how real deals go down. This is the same shit a company will teach you and it doesn't work.
First company I sold for I went in there and pulled $145,000 in a single year while everyone else was at $40,000.
I didn't go in their and listen to any of the companies bull shit training and I did it by building relationships and friendships with the clients. At that point you can easily take the money out of their pockets over and over again including all their friends. If you want to be successful in sales you need to market and network and leave an impression in your area.
This transaction would have been more effective to meet your client face to face, get to know them then naturally present the product or service being sold. You go and try this shit. You won't sale anything. You see someones approach. Do it different so it catches the client off guard.
You can get so professional that you will only be mediocre
I’ve done well over $150,000,000 in sales & built multiple companies valued over $100,000,000. I’ve been doing for a long long time selling 100% over the phone & scaled out massive call centers. It definitely works very well.
this isnt an objection its just a question
Sassy
👍
You should make more of you knowledge based in the underwriters perspective even tho you may not know as much as them if you gave her more solid information about that particularly I feel like this video may have been more impactful ether way good job
Not bad. Change some vernacular and it’s perfect. Good job
Wasn’t really an objection. Sounded like a lay down sale lol
Meanwhile, where is the lesson that had me to watch this?
Soft ball. Tee ball even
Fakest thing I’ve seen in a while
I can tell most of the people commenting are not cold callers, never have been and is broke or depressed or both
......
😂😂😂
Great work homie
Thanks man!
Well done
❤️❤️
This man changed my life! It cost me $2500 for one hour of his time. He took my ideas and gave me a plan that paid me so much more than i could ever ask for.
Is this his 2nd profile? 😂
Lmao don't lie. You lost money and are trying to convince yourself of all the value. Sunk cost fallacy.
@@nr8813 I'm being honest. It was a great decision to sit with Eric for that hour. I never lost a dime, infact I made the $2500 back in no time and I'm still grinding after several years later.
LFG Joe!
How can I contact u to learn more about making better calls and I do whole saling and commercial saling
As someone who’s a sales manager for a large company, you do not want his cold call advise