Episode 058: Live Call Audit - What Your Acquisitions Team MUST Get Right with Josh High

We have to make sure that the people that we're working with are ready to make a confident yes or no decision. If they're not, what we're at risk at is if we give up our offer, one, we have to know and understand that our offer is our leverage. The moment we give that number up, the seller has no other reason to talk to us. Are you a driven real estate investor tired of inconsistent deal flow and ready to scale your business? I'm Tiffany High and I'm Josh High, and this is the results driven podcast where we share proven strategies to build systems, master sales, grow your team and create a self-sustaining business with predictable income. Whether you're a one person operation or building a team, our mission is to give you the tools, support and mindset shifts you need to succeed. Let's dive in. Hey, everyone, welcome back to the results driven podcast where we don't just talk theory, we talk about what actually works in the trenches of real estate investing. And today we have a very special episode. Today, I'm diving in and reviewing one of our calls from one of our acquisitions team members. And in this call, what you'll see is we do a really good job of checking all the boxes here in our sales process. But most importantly, our team member here does a fantastic job of fighting through a fake, bogus motivation, canned response and keeps asking questions, keeps asking questions, digging, digging, digging deeper to get to the root of the motivation here. And we're able to find out that this person is actually pretty distressed all while they've got this facade up that makes you think that they're pleasure motivated, but they're actually motivated by pain here. And we can add a ton of value. Now, I'm getting a little bit of a spoiler alert when we go to make an offer. I think you'll be really surprised here of the results, but that's going to be on a different call today. We're focused on gathering all the information, gathering the motivation, gathering the property condition, setting the proper expectations and truly understanding the situation to see exactly what we need to do to provide a solution. Now, one thing you'll notice is we are big believers and not positioning ourselves as salesmen or salespeople, but we are helps men, helps people. We're looking to find a solution to the problem that they're facing. So let's go ahead and let's dive in and see how the call goes. What's up, everyone? Today, we're going to do a call review and we're going to focus on our process call specifically and to give everyone clarity on what exactly our process calls are. This is where we go through the seller's motivation, the property condition, and we start to ask questions to pull out objections. This is what we focus on, what we call objection blocking. And the difference between objection blocking versus objection handling is that objection handling is what you do or say after an objection is presented. Typically, this happens, you know, if we make an offer, then they say, I want to think about it. Right. That's an objection. Now that we have to handle versus if I'm able to pull out that this person is going to go talk to their friend about the price or the process or anything like that, then we know that this is a potential what we call influencer. And we can find out what's important to that influencer to make sure that our solution aligns with the person that we're talking to, as well as the influencer to make sure that we're doing everything that we can to increase our chances of putting this deal together. OK, so that's the difference between objection blocking and objection handling. Now, we're going to dive deep into this from one of our acquisition specialists, and I'm going to coach through this as if he was sitting right next to me and I was giving him feedback. That way, you guys can see what the version of good looks like in our call audit process. Now, typically, we have a checklist that we go through while we're on the call. So I'm going to I'm going to talk a lot more and dive deeper than I normally would just to make sure you have clarity on what we're looking for and why we're looking for that specific piece. All right. So let's go ahead and let's dive in and let's listen to this call. Hello, this is Austin. Yeah, I had a flyer hanging on my door from a Tiffany High offering to basically an offer to purchase our house, so I was just calling to get information. Yeah, they sent some of those out. All right, so right out the gate, guy tells us that this came from he says it was a flyer hung on his door. We don't do that. And so, Austin, here, you can say we sent something in the mail. This is telling us that this lead came from a direct mail campaign that we sent out. Now, one thing that's important to note, whenever we send a mail piece out and it has what we call a soft offer, meaning it's something on the mail piece says we can offer you up to this month. Or we can offer you this much like a lot of times people send check mailers, but there's other mailers that we're doing with like postcards or letters that state, hey, we can your property qualifies for up to this much for a cash offer. So, let's see if he uses this technique, this seed plant that we do that justifies that number and really helps get their mind off that number because that number is meant from a marketing perspective to get the phone to ring. And that's basically it. From there, we then have to understand the property condition to see if that price works. So, there's a specific thing that we're going to say. And if he doesn't say it, then I'll bring it up after the fact. And let's see what happens. Boom. So, he hit the nail on the head there. Basically, we want to justify that the number that's on the mail piece, we had to make some assumptions. Because we don't know any updates or what updates, if any, were made. And the number is assuming that the property needs little to no work to bring it up to current market conditions. So, he planted the seed perfectly. And now, he should start getting into the process call. What I can do is just take five or 10 minutes with you and ask you questions about the conditions of the property. Information back and talk with my partners, and then they'll let me know what the property qualifies for. But really, all of it is from you is that you're able to make a confident yes or no decision. If it's something that you like and you want to move forward with, great. But if it's just a no, it's no big deal. At least you know exactly what your options would look like. Cool. So, setting expectations, you did a phenomenal job. There's four things that we want to make sure we iron out whenever we set expectations. First and foremost, we need to let our prospect know how long our conversation is going to take. Austin said here, five to 10 minutes. Second, we want to let them know exactly what we're going to talk about. He mentions that we're going to ask questions about the condition of the property. And then he's going to take those conditions, the answers to those questions to his financial partners, which is his sales manager, who will then give him a green light on whatever number it is that we can offer to the seller. The third thing is that we want to make sure that they're able to make a confident yes or no decision. And then the fourth thing is we give them permission to say no by saying, hey, if you decide you don't want to work with us, it's perfectly okay. At least you know what your options look like. And then from there, the goal with setting expectations is that we start to make our prospects feel more comfortable. The reason why we want to make people feel more comfortable is because we as human beings, we all have this barrier built up, some more than others. And unfortunately, that comes from the sales experiences that we've had with other sales representatives. And if you think about it, if you walk into a retail store, someone walks up to you and they say, how can I help you today? Are you looking for something in particular? What is the canned response that everyone gives? Oh, I'm just looking, I'm just looking. That's a protection mechanism. So what we have to do in our sales process is we have to break that protection mechanism down so we can make them feel more comfortable with being open and honest with us. The more open and honest they are, the more information we're able to pull out of their motivation, the situation, the better solution we can provide. And typically that's where we're able to negotiate the deeper deals is because we're providing a real solution to the real problem, not the smoke screen problem that they gave us. So let's continue on here and let's see how the rest of this call goes. And I'm glad you gave us a call. We had a meeting this morning and they let us know that they do have some funds available that they're looking to reallocate here, even as early as the end of this week. Okay. I mean, if we could come across an agreement on a fair price, you are definitely ready to sell the property. Yes. Okay, cool. So this is what we call our urgency piece. We have to make sure that the people that we're working with are ready to make a confident yes or no decision. If they're not, what we're at risk at is if we give up our offer, one, we have to know and understand that our offer is our leverage. The moment we give that number up, the seller has no other reason to talk to us. So we've got to hold this number close to our chest and we can't make an offer until they're in a position in a state to where they can say yes or no. No is okay. The sale doesn't end with a no. In fact, the negotiation starts with a no. But far too often, people give that offer when people aren't in a decision-making state and they hit them with, well, I've got to figure some things out. I've got to iron this out. And then I'll get back with you here in two or three weeks after they made their offer. And then what happens is another company calls them later on down the road, maybe a week, maybe two weeks later. And then all of a sudden, they're in a decision-making state. But what's worse is they say, hey, I already have this offer. If you can do $10,000 more or $5,000 more, I'll just go ahead and work with you. And then they'll never call you back. So we want to avoid that, avoid that, avoid that. That's why this urgency piece is so important. And we got the answer that we were looking for here. He said, you're definitely ready to sell, right? And he said, yes. Now, the basis of this urgency component is we justify the question by saying that we have funds available and we're looking to allocate those funds here this week. So with that being said, if we come to an agreement, you're definitely ready to sell it, right? They said yes. Boom, let's go. Okay. Well, what was the address they sent that out to? I can pull things up here. 629 Evergreen Circle in Maryville. Green Circle. Let's see here. Marysville. Okay. Yeah, I see that here. What's got you thinking about selling the property? We've just, we've been talking about building something, so. So just a soft skill here. You know, obviously he's doing a good job. He's following the process. He does his introduction. He makes sure that he's ready to make sure that they're able to sell or that they're interested in selling. He sets all four things and expectations. He hits the urgency component. Now, the next step in our sales process is understanding their motivation. So he asks, what has you thinking about selling? Which is the exact question we want to ask. The only thing I might add, and again, this is this is more advanced. Let's make it seem more natural and saying, hey, while I'm pulling up the address here, I'm just curious. What has you even considering selling or what has you thinking about selling? That way it sounds like it's nonchalant and not a part of the process. If we can work things like that in and make it seem like, hey, I'm just genuinely curious while I'm doing this work. Let's just go ahead and have this short conversation. It could increase our chances or the odds of them being more open and honest because it seems more genuine. Thinking about building something? Yeah. Okay, so I'm going to rewind a little bit here. Yes. Okay. Okay, well, what was the address they sent that out to? I can pull things up here. 629 Evergreen Circle in Marysville. I'd like to hear him say, okay, so while I'm pulling that up, why is he considering selling? I'm just curious. Marysville. Okay. Yeah. Yeah, I see that here. What's got you thinking about selling the property? We've just, we're talking about building something, so. Yeah. Thinking about building something? So this is a mirroring technique. This is a great, great tactic to use right here. He says, what's got you thinking about selling something or what's got you thinking about selling the property? And he said, well, we're looking at building. And so a mirroring technique is when you repeat a word or a short phrase of the words in the statement as a question. So he says, thinking about building something? And you do that with your tone. You kind of have an inflection where your pitch or your tone goes up. Building something? And the guy follows up here with not the greatest response, but it's an attempt from our acquisition specialist to dive deeper into what exactly is going on. Now, right out the gate, based on the first answer, if we were looking at our pain versus pleasure continuum, is someone leaning closer to pain or are they leaning closer to pleasure? I would think that, you know, well, one, let's explain this. Pain versus pleasure is important to understand because we as human beings, we're only motivated by two things. We are always, always, always looking to move away from pain and we will urgently move away from pain. That's why if you have a bruise on your arm and I walked up to you and I poked it, you'd be like, ow, don't do that. That hurt. But if you're moving towards pleasure, it's going to take you longer. We're not as motivated moving towards pleasure as we are away from pain. So in our motivation portion of our conversations, we're trying to figure out is this person moving away from pain or are they moving towards pleasure? We add more value to the people who are moving away from pain, but we can still help the people moving towards pleasure. It's just the situation has to be right. What they're asking for for their property has to be right. And so far, they're moving towards pleasure here and wanting to build a new house. But let's see if Austin does a good job diving deeper here to see if there's anything else left on the table here. Yeah. All right. How long have you been thinking about doing that for? A few years. I'm just finally ready to move on it now. Oh, wow. Okay. Well, I'm curious what kind of your picture perfect goal with selling the property then? Okay. Good follow up questions here. How long have you been thinking about this? For a few years. Okay. So there's something that they've obviously taken a lot of consideration thinking about it. And then because the guy just is kind of short here, he doesn't get a whole lot. Austin transitions to what is the picture perfect scenario look like? And one thing I might. Let's see. I'm already thinking whenever someone is pleasure motivated, I want to find out more about if they're building and they're building in a different location. What about that location is so important because we can pull more emotions out. Maybe they want to move to a school, a better school district for their kids, or they want to move to this specific school because there's some place football or something. And they've got a great football program. And he's got a dream of playing division one football. The more of those specifics that we can get and the more we understand around the urgency of their move. So, for example, maybe it's July right now and football season camp starts in August. Typically, whether it's high school, there probably be two days. That means that they might have to be in that school district within the next couple of weeks. And so now that's an urgent move that's critically important to these people. If that was the situation, I'm just trying to show you an example of why I want to know why this location, why this route, why this strategy? Why that? Why this time? The more of that we know, the better solution we can provide. What's my what? Like your picture perfect goal with selling, you know, obviously getting as much as I can and then as quickly as possible. Of course, as much as you can, as quickly as possible. They're not moving away from pain, not from the information we have right now. So they want to sell as quick as possible and they want to make the most money. All right. So now we've got to see from a qualification perspective. This doesn't fit one of our ideal customer profiles. So we need to find out if this is worth our time by asking how much they want for the property and qualify it based on price. I feel like as quick as. Oh, yeah. Like in the next couple of weeks. OK. I'm curious. Why do you consider it a cash? Look, I get as much as possible just because it was there. OK, good question. He's asking, why are you considering the cash route or what has you so interested in getting a cash offer? If you want to sell it for as much as you possibly can. He's basically saying, why don't you just list it on the MLS with a realtor? I was just calling to get more information about it. So he's saying, hey, I got this thing in the mail. Figure I just call and figure out what's going on. I mean, for what I purchased for it, I'm still walking away with money. Well, what's kind of like a ballpark figure you were looking to sell the property for? I was hoping between about 350. OK, so he wants 350. Now, what Austin's going to do is he's going to look at Zillow and he's going to find out, is this 350? Is it 90 percent of Zillow or less? That's our qualification process. And we chose 90 percent for several reasons. One, it leaves creative options open. Two, it leaves open the option for innovations. And three, Zillow's not always accurate. And there's a lot of areas in our markets that we're in where one pocket in particular, as is properties on the MLS, are selling for 140 to 160. Their ARV is like 240 to 250. If someone wants 170, 175 or 180, Zillow's pinning this thing around that 200,000 mark smack dab in the middle between the as is and ARV sales. And so it's clearly not accurate. And I absolutely want to talk to that person because if they're asking 170, 175 and I can add value to the situation, maybe I can get them to 160. Maybe I can get them to 150 or even 140. I don't know. But it's absolutely worth my time because they're asking a pretty solid discount. OK. I mean, I feel like just being in such a newer home, I feel like you have to get you that money in your pocket that you're looking for. Right. Are you still considering the option to list the property? To what? To list? No, ideally I would prefer not to. Interesting. OK. Ideally, I prefer not to. Let's dig in here and see what's underneath this one. OK. Well, what's really more important to you then? Is it getting a higher price or is it the ease and convenience of selling? Boom. What an awesome question. Awesome question. What's more important to you? Ease and convenience or getting as much as you possibly can for the property? And you can already hear he says ease. He's probably going to say ease and convenience. Ease and convenience. Boom. OK. We'll definitely want to see. And if we even are able to come up to that price that you're looking for, if we're able to make that work. Let's see here. Let me see. I'm getting things. Computer's moving at a glacial pace today. What's that? I don't know. What's going on? Computer's moving at a glacial pace today. But I know you said that you're looking to move as soon as possible. I mean, is there anything making it important to get this done sooner rather than later? That's a good question. I like that. Is there anything important that's making you want to get this done sooner rather than later? I mean, we're in the foreclosure process, so I'm trying to get ahead of that as well. Whoa. Major, major breakthrough here. This guy's got this facade of a wall painted up. Oh, we're just trying to build. Oh, we're pleasure motivated. We don't have any pain. And then because Austin does a fantastic job here of digging and digging and digging and digging and not accepting the face value. And every time he asks a question, there's something there to hang on. And he does a great job here. And boom, they're in foreclosure. This is an ideal customer. We can help these people. We can help them out of this situation. So let's see how the call goes here. Foreclosure. Good mirror. What's going on with that? We're just all behind and haven't got caught up. And we're just, like I said, ready to sell now anyhow. So we just want to get out from underneath it so we can build our dream home. Okay. Yeah, we'll definitely want to see if we're able to help with that as well. Make sure that is all smooth. Okay. How long have you guys owned this property here for? What's that? How long have you owned this property for? Okay, so now we've got what we needed. We've got motivation. We have real motivation now. Now we can transition into understanding the property condition. The first question on that questionnaire is how long have you owned the property, which is exactly what Austin just asked. 13, 12 or 13 years. About in July of 12 years. About in July of 13. Okay. And then this looks like it's a three-bedroom, two-full bathroom? Correct. Two and a half. Two and a half bathroom? Yeah. Okay. Perfect. Now when's the last time that you've done any updates to the kitchen? Nothing as far as major updates. We replaced appliances a few years ago. Now here's, again, another. This is an advanced, advanced talking point here. Right now, a lot of these questions, and it could be because the seller's a little short-answered, which is okay. We're going to have people who are short-answered with us. It's our job as the acquisition specialist, though, to lighten the conversation. So far, a lot of these questions sound like a questionnaire, especially in the property condition, but it also sounded that way in the motivation portion of the conversation. Our goal should be that we can follow the script and make it sound like a conversation no different than how I'm talking to you all right now. We have to make it sound fluid, sound natural, and not scripted. This sounds a little more scripted than what I would like it to be. And if I were in front of Austin right now, our acquisition specialist, I would ask him, hey, what's going on? What are you thinking? What are you feeling? Why are you feeling that way? And what can we do differently to make this seem more natural? The reason why this is so important, and yes, we use the script, and a lot of times people say, hey, Josh, I don't want to use the script because I don't want to sound scripted. Now, for the people who say that, it's important to understand this. If you think about the movies, your favorite movies that you've laughed at, that you've cried at, do you think that those actors just knew what to say in the moment, or do you think that it was actually scripted? The reality is that all those movies were scripted, and they were crafted in a very specific way. Now, what made you laugh or what made you cry wasn't the fact that it was scripted, it was how the script was delivered. And in sales, it's no different. We've got to have the right verbiage. We've got to have the right crafted message, the right crafted questions to make sure we can get the information that we need. But what's most important is our ability to deliver that script in a natural, conversational way. But no major updates. I mean, we painted the house four or five years ago, painted the entire interior of the house. Okay. And then a similar question, when's the last time that you've done any updates to the bathrooms? No major updates. Do you happen to know the age of the roof? Original. Is it original? Okay. But I always like to ask. Let's see here. Now, do you know if the windows, if those are vinyl, wood, or aluminum? Vinyl. Do you happen to know how old those are? Are they original as well? No. One thing that's really important to note in the property conditions section, we don't want to get in the habit of what's the condition of the roof. What's the, you know, is the furnace working? We want to know the age of these things because even though a roof may not be leaking, if it's 40 years old and it's past its design life, that's going to get flagged on an inspection and someone's going to have to replace that. Whether you're a wholesaler or wholesaling it to a rehabber, that rehabber's going to have to account for replacing that. Or if you're going to rehab the house, you're going to have to account for replacing that. Or if you're holding it as a long-term rental, eventually you're going to have to replace that roof and likely here in the near future, so you're going to have to budget for replacing that. That's why we don't want to know does the roof have a leak or not have a leak. It's not that. It's how old is the roof. It's not does the furnace work or is the furnace broken. It's how old is the furnace. Same with AC. And you hear that here even with windows. How about the mechanicals? Are those all original? Yes. But everything works. Do you have any plumbings used throughout the property? I'm sorry? What was that? Plumbings used throughout the property? I'm sure that's copper, galvanized steel, PVC. Everything in the house is PVC. Okay. Perfect. And that's a vinyl siding, right? Correct. Okay. Let's see. It's got the two-car garage. Is there any structural issues that you know of? No. And then you mentioned that there is still a mortgage left on the property. How much does that have to pay that fully off? I'm not 100% sure, but about $150,000. About $150,000. Lots of equity in. Okay. And then is there a basement or a crawl space? Full basement. Is that unfinished or finished? Correct. Unfinished. Unfinished. Okay. Now the sewer, that's set up with the city, right? Correct. Now has there been any recent sewer backups in the basement? Nope. Any chance for any mold or water infusion on the property? Never had it. Never had a drop of water in the basement. Okay. Perfect. And I always feel like to ask, because I typically only get to speak to one person over the phone, but is there anybody else, you know, you just want to run things by or who might be angry or upset with you that you didn't let them know you were selling? No. I mean, my wife, but we're on the same page. Okay. Cool. So now we're starting to transition here into the objection blocking portion. We call these roadblocks. So we just asked a question to see if there's an influencer that we can uncover. We uncover that there is a wife. Okay. So let's see how this is handled and then we'll see if there's any coaching points. She's the one that told me to call you. Okay. Other than her, nobody else comes to mind, like brothers or sisters, anybody like that? No. Cool. Okay. Good job. So he says, we identify there's a wife. She's the one who told him to call, which is great. And he double confirmed by asking, is there anyone else? And we find out that there's not anyone else who's going to have to run this by. Now, the key here is going to be first and foremost, we would love to try to get the wife on the phone if she's around. If she's not around, we cannot wait for the stars to align to get everyone on the phone. We've tried that in the past and we've lost deals, which brings up a great point here that we have to understand that time kills all deals. So the longer things are drawn out, the higher and higher, higher, higher likelihood is that you lose the opportunity. So we don't want to just wait for everyone to be available and maybe it's over the weekend or maybe it's next week. No, don't do that. Instead, let's start to ask specific questions about the timeframe of, or not the timeframe, but what is this person looking for specifically? Like what does the wife want in this whole transaction? What's most important to her? What would make her say, this is a great opportunity. Let's move forward. Or what would make her say? I think we should look at another option because I think we can do better. By the more information we know about what the wife is looking for, as well as what this guy's looking for, the better the chances are that we're going to put this deal together. The house is on our name and our name only. Yeah, I was just like that because I know last week we had a sister of somebody come in really upset with us because she had no idea that her brother was selling the family property and it was only in his name. So just always like to ask. We're good. Good justification there. Good justification. What I like about working with us is that we can be pretty flexible with our closing timeline. Now you mentioned that you wanted to get out of here pretty quick. Typically we can close this at about 21 to 24 days. Okay. I know some people like that quick close and other times people need more time. So what kind of, what would work best for you and your family? I'm good with the 21 to 24 days. Good deal. Okay. We're going to move as soon as possible then. Now let's assume you like our offer then. What's the next thing that you'd have to figure out? If anything, nothing. Okay. So here it is. We got nothing here. Now, what we want to make sure that we do, and this is a common answer, a common response we get to that question. So now, we have to make sure, do you have your next place lined out? Obviously, we know he wants to build. Let's see if Austin does a good job of showing active listening and saying, hey, you mentioned that you wanted to build a property. Have you met with the developer? Have you found a development yet? Is it a custom home or do you have those things figured out? And then two, how are you going to get your belongings from this property to the next property? Because we can add value to both of these. We can help connect them with someone to find a place, or we can help by bringing in a moving crew to help them move their furniture from point A to point B. Nothing comes to mind? You want to make sure you're done first before selling the property? Do what? Nothing else comes to mind that you want to make sure you had done first or figured out before selling the property? No. Okay. Okay. Not the question. I think there's absolutely an area of opportunity to get better at this portion right here. Again, I'll rehash this. What I would love to see here is for Austin to show that he's actually listening. We call that active listening. And what we do is we bring up something they said earlier in the conversation. Like for example, this guy said that they want to build a home. I would say, hey, I know you mentioned you want to build a home. Have you done any research on a specific development or a specific part of town? Have you talked to a developer? Have you talked to a realtor or anyone, anything like that? If he says no, then I'm going to ask you, would you like help with that? Because I can see if someone on our team can help provide a contact or a resource of some sort to help you all with that next step. What we're trying to do here is we're trying to eliminate. And this is ultimately what led to us putting this question into our sales process was years and years and years ago. I was working with someone. I had made an offer. She loved my offer and wanted to move forward, but was throwing up smoke screens. This was before we had a lot of the systems and processes that we have in place here today. And she would call me back every other day or every two days and she would say, can you believe this happened? Can you believe that happened? Oh my gosh, I'm complaining about the situation. And finally I just asked, why are you not selling the property? And her response was, well, because my son and I are fighting. And I said, okay, he has no influence on the decision here. He, and I've met with him. He's good with everything. Like what's holding this back? And she said, I have personal belongings in this property. And if I sell right now, since we're fighting, I have no one who can help me move my belongings from point A to point B. So I was able to offer a service to help overcome that. And we did the deal that exact same day. So I'm trying to pull out, is there anything like that here that we need to figure out and provide a solution for to make sure that when we make our offer, they're not giving us those smoke screens and they can have more confidence in making that yes or no decision. Okay, well, based off of everything you told me here, I know that you're thinking about building something, you like the ease and convenience of going with the cash as is offer. And as you mentioned that you fell behind a little bit on the mortgage and getting this sold helps cover all that. So you're not too worried about that, but what do you feel is a fair price for the property here? I think 350 is more than fair. I mean, I know it's valued at between 430 and 450, so. Right around 350? Yeah. And then with this being no cash as is, don't have to pay any closing costs or any realtor fees or anything like that. What does that kind of look like? I would say 335 to 350. Beautiful question. Guys, here, write this down. If you're taking notes as we're going through this, huge ninja tip. Now, one thing that we have an area of opportunity here is in our recap, we need to make sure that we're explaining, hey, based on everything you told me, I know you said you're facing foreclosure. You want to get out from under it as soon as possible. Again, showing active listening, repeating what they say. You want to get out of it as soon as possible. You guys want to get into your dream home. You've mentioned that you've been thinking about for two years that you want to build this dream home and this is a really big deal to you guys. And you want to make it happen as soon as possible, knowing that we can help you get there, get out from under this and move as quick as possible. What do you feel is a fair price? Now, notice I say, what do you feel is a fair price? Not what do you think. By stating what do you feel, now I'm speaking to the emotional side of the brain versus if I say, what do you think is a fair price? That's then going to more than likely get them to say, well, this house down the road sold for that. This house sold for that. So therefore I want this, right? So they're going to give a logical response. So we want to make sure, again, our message is crafted in a way to position us the best possible way for success. Now he gave, I think 350 is, this was his answer. I think 350 is more than fair enough. Cool. Based on his logic behind that, sure. But notice what Austin does here. He just asks one additional question. And that question is, okay, cool. Now, knowing this is a cash offer and knowing that you don't pay any closing costs and there's no realtor commissions, what do you feel would be fair for that? And the guy literally went from 350 down to 335. $15,000 off the asking price by just asking this one simple follow-up question. Huge ninja tip there. I'm 350. Okay. Yeah, I definitely want to see if we're able to make that work. And I believe I do have all the information I need right now. Okay, so we just wrapped up the roadblocks, which are the questions that we asked to work to objection block. Now we're going to transition to the close of the call and we have to set expectations for exactly what they can expect on our next conversation. Let's see how Austin does. Oh, I do apologize. I feel like we just jumped straight into business. Who do I have the pleasure of speaking with today? My name's Ryan. Ryan? Yeah. Okay. Well, fantastic, Ryan. It was great. Would love to get that done at the beginning of the call, not the end of the call. Again, let's make this genuine. And the fact that he even says, we jumped right into business. We want to leave business out of our mouth. This is not a transaction. This is a solution. We're coming your way to try to help and provide a solution. We're not salesmen, we're helps men. We're trying to help people. So I don't ever want to use the word business is business, or I know we jumped into business. No, hey, I got ahead of myself here. You know, I'm really eager to see if we can help you, you know, reach your goals. And I totally missed the name and I'm so sorry. I feel horrible. Who do I have the pleasure of speaking with? Now again, ideally, I would like to get that at the beginning of the call, but if I don't, we can frame this in a slightly better, softer way to help increase the chances of us creating a real connection with this seller versus a business connection. We're talking with you. So what I'll do now is I'll just shoot you over text on my personal line with a link to the website, just so you and your wife can do some due diligence, check us out, since the partners are going to be looking into your property. And I do have two more calls to make here soon. I should be able to have an answer for you today. Okay. Yeah, we're going to take 20 to 30 minutes to talk with them now, right before my lunch here. Okay. Property qualifies for, then I should be able to give you a call back. Really, you know, just takes about five minutes, just to be able to work with us as well as what the property qualified for. And again, Brian, you know, all I really ask is that you are able to make that confident. Yes or no decision. And that was perfectly. But with that being said, do you have any questions for me? Okay. So let's break this down. For credibility, Austin states that he's going to send a text with our website, which is good, but we have another tool. I would love to see him send that text with the link to our website, but also get his email so we can send our credibility packet, the credibility packet. This is a huge tool that we've put in our tool belt to help overcome the concern of, hey, I've never seen your face. I've never met you before. How can I trust that you're actually going to fulfill on your promises? Well, this credibility packet goes through our team, about the company, about the founders. It goes through frequently asked questions. It walks through step-by-step what will happen next, and really is a solid tool to help people feel more comfortable about what's going on. So I would love to see him send that email with all that information in our credibility packet. Now, after the credibility piece, he then goes into set expectations and he hits all the boxes here. He says, how long it's going to take, five minutes. So he mentions, I'm going to take all this to my partners, and I'll call you back. When I call you back here today, that call will take five minutes. I'll let you know what your property qualifies for, and I'll let you know what it looks like if you decide to work with us. All I'm asking for you is that you're able to make a confident yes or no decision. That's the result. And then he kind of cut out here. He said, and a no is perfectly okay if you decide you don't want to work with us. So it was hard to hear that, but I definitely heard it. And then here now he's trying to schedule a specific time. Key to success right here is scheduling a very specific time because if you just say, call me back sometime later today, it may not work. I don't think so. Okay. Well, I'd say right around, let's see, like 4.30. Perfect, 4.30. We'll go talk to them now. I'll shoot you over that text and then I'll talk to you soon, right? 4.30 and we're good to go. Beautiful. Good job. Austin did a great job going through this. Now you guys can see there, you know, he checked just about every box there. I think he hit everything. There's still some soft things in here that I would have liked to seen go a little bit better. Remember we talked about how make it more conversational versus questionnaire, like it sounded a little scripted. I'd like for it to sound less scripted. The motivation needed a phenomenal job of digging, digging, digging, digging, digging, digging to the point where we found out they're in foreclosure. There's a few questions we just need to tweak a little bit that we mentioned here, but overall Austin did a phenomenal job. Now, one thing you're going to want to make sure that you do is that you guys tune in because I am going to review the offer call to see how the offer went and see if we lock this one up. All right, that's a wrap for today's episode. Whether you're a one-man operation or leading a team of 20 people, guys, I'm telling you, I can't stress enough how important these call audits are. It brings clarity, it brings accountability, and it removes the, I feel like you could have said it this way or I should have done it that way. This helps streamline the process and provides the predictable and consistent results that we want. And it's truly what separates the pros from the amateurs. And hey, if you're looking to build a rockstar team, we've put together a free resource that will shortcut the guesswork for you. It's our free hiring guide and it breaks down exactly how we attract, how we vet, and how we hire top talent across our real estate investing company. So grab your copy of the hiring guide and the link in the show notes and start building your team that will help you dominate your market and most importantly, get you back the freedom that you got into this business to begin with. Always, always, always keep driving results and I'll see you on the next episode. This episode has come to an end, but your journey continues. Subscribe to the podcast so you never miss an episode. If you want direct help from us, join our free community by visiting theresultsdrivenpodcast.com. That's theresultsdrivenpodcast.com. We'll see you next time on the Results Driven Podcast. We'll see you next time on the Results Driven Podcast. We'll see you next time on the Results Driven Podcast.