Seller Call Film Room | Two Coaching Moments from a Real Seller Call

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Transcript

Film Room Format And Goal

SPEAKER_01 0:03

Welcome to the seller call film room. This is going to be a new series where I am going to be taking some of my previous live seller calls. And instead of giving you the entire 30-minute conversation, we're going to be chopping it up to very specific moments. And then I'm going to coach you on what I want you to take away from that specific moment. And here's the reason why. I have uploaded hundreds of live seller calls. And what I've noticed is because of YouTube analytics, I can upload a 30-minute seller conversation, and the average watch time would be like 10 or 11 minutes. Meaning two-thirds of the seller call was missed by you guys. And so I get it. We need to narrow it down and just show you what are the moments that you guys truly need to pay attention to. And it's going to be for different things. So on this initial episode, we're going to be talking about two different things. Starting

Persistence Until They Answer

SPEAKER_01 1:08

off with what is the most important job for the acquisitions rep when it comes to leads. Getting the seller on the phone. We got to get them to pick that thing up. And see, the majority of newer wholesalers they give up too easy. But see, what you're about to see right here is probably my 12th or 13th phone call to this specific seller. And every single day, I'd pick the phone up, I'd leave a voicemail. I'd pick the phone up, I'd leave a voicemail. Now I don't like texting or emailing sellers, despite the fact that we have that as an option, because I don't want the seller to believe that they have the opportunity to just text me back. No, no, no, no. We need to be on the phone. We need to speak to each other. We need to have a conversation about how this could become a win-win situation for both of us. And so I want to delay any text messages or any other form of communication until we absolutely have to. So in this case, I'm getting down to where texts are about to start, but I decide I'm gonna leave a creative

Humor Voicemail That Triggers Callback

SPEAKER_01 2:28

voicemail. Now, this was low-hanging fruit because of the seller's name, but I still got creative with the voicemail, and you can get creative with whatever you want to say. Did you get abducted by aliens? Did something whatever you want to say that is creative? Humor is amazing. Getting people to remember you, whatever that looks like. And in this scenario, what you're gonna see is a creative voicemail that leads to a callback after basically two weeks of me being ghosted by this league. Chuck Norris doesn't read books, he stares them down until he gets the information he wants. Time waits for no man unless that man is Chuck Norris. If you spell Chuck Norris and Scrabble, you win. Forever. Chuck Norris breathes air five times a day. Chuck, I really want to buy your house in Greeley, Kansas, so call me back.

SPEAKER_00 3:35

817-915-6860. Thank you. I hope he checks that voicemail and he calls me back. All right.

SPEAKER_01 3:49

Sorry about that, man. How are you doing today? Good. Did you uh did you get my voicemail? I left you yesterday. I was like, he's gonna call me back after I leave this one. I love it. All right, all right, so we left the creative voicemail and it got Mr. Chuck Norris to give me a call back.

Addressing Rural Property Risk Upfront

SPEAKER_01 4:18

Now, the issue with Mr. Chuck Norris's property, and the second lesson that I want you guys to take away is this property was extremely rural, and this is a concern, especially for those of you that are doing nationwide PPL leads. I get this all the time, and this is why I wanted both of these coaching moments in this initial episode. They won't answer the phone, and it's extremely rural, all right. It happens to all of us. I don't get any special glorified leads over here. I'm getting the exact same situation. So, how are we locking these deals up and still closing in front of them? Well, one, you got to get creative to get them to answer the phone. So, you guys just saw that. The second thing is how do you navigate the conversation when you're talking to a seller who is motivated and we've come to a pretty decent price where we're willing to set a contract, but you're worried, you're concerned about the property being too rural. Address it, speak to the seller with that transparency. Let them know hey, I am concerned about the fact that your property is extremely rural. There's not a whole lot of activity going on. And what you're going to see by this seller and the majority of sellers is they're going to insert themselves in the position that we want them to be. They're going to sell you on their property, which that is us embracing being the buyer. We want to sit back and say, I'm concerned. And the seller says, Let me sell you on why you should not be concerned. And so he's going to sell me on the property. But yet I am going to have to explain to him, I'm going to educate the seller on the fact that he's looking at this from an owner-occupant lens, and I'm looking at it from an investor's lens. And that's the difference. I'm going to then explain that we can still be a solution, but because of the property being rural, I might need more time. I might need flexibility. Is that an option for him? The reason why this is important is because at the end of the day, anytime we get a signed contract with a seller, we want it to be a win for the seller, a win for us, and a win for our end buyer. And that's what I'm trying to do here. I'm trying to understand what is the problem that this seller is trying to solve. And if I were to come in and give him this much money and buy his property, but he gives me more time because the property is rural, is that a win for him? So this is the second lesson right here. So today, the recap, because after this live seller call, we're just going to end the video. Get creative with getting the sellers to answer the phone. That is your number one first priority as someone that is doing acquisitions. It is your job to get them on the phone. It's not property leads, lead solo, or speed to lead. It's you. And you have to get creative with getting them to answer the phone. And second, when you do have rural leads, talk about the elephant in the room. Bring that up and be honest and transparent about your concerns, about the lack of buyer activity, the lack of comps that are going on, and how you can still offer a solution, despite the fact that it's rural, but it might mean you need it at a steeper discount. It might need you mean you need more time. Whatever that is, address it with the seller and ask does this work for you and does it still solve your problem?

Making The Deal Work Remotely

SPEAKER_01 8:05

So enjoy this second clip with Mr. Chuck Norris out in Greeley, Kansas. I'm interested. A couple of concerns that I have is how rural it is, right? Um well rural-wise, there's there's I mean, yeah, there's uh a Walmart in either direction uh 20 miles away.

unknown 8:35

It's not really real rural. Right. It's 10 miles ten miles away. So it's not really we have to drive too much to get some place. Right. So I drive back and forth.

SPEAKER_02 8:55

I I worked up in a later, which was part of Canvas City, and it just takes my 45 minutes to number.

SPEAKER_00 9:02

Gotcha.

SPEAKER_02 9:03

So laborers created.

SPEAKER_01 9:11

Right.

SPEAKER_02 9:11

Oh, yeah, something like that. So it's not, yeah.

SPEAKER_01 9:16

The best way I can put it is it's it's better suited for the owner-occupant than the investor. Um, so I'm looking at it with probably a different lens um than how you look at it, because you're like, no, I've lived here forever. I love it. You know, I'm out here in the quiet. And um, and and I would agree if it's like, hey, this is where I wanted to go move, but I'm not that's not what I'm doing. Um, so that's what I mean by that. Um on that note, that doesn't mean it can't work for us, um, because it's a good size of of land.

SPEAKER_00 9:59

Um and I I don't think you're asking an unreasonable price for it either.

SPEAKER_01 10:07

Um so trying to think about what the the best solution is because I don't want to string you along, you know, and and I don't want to get I don't want to get into something where it's like I say, yeah, you know, we we can do your price, which I'm I'm looking at roughly 223, uh and and then waste your time. Um what speaking of time, what is the time frame in which you guys are wanting to sell and and get moved to your new property?

SPEAKER_02 10:37

We have we have went into this, we've purchased another house where we're gonna retire in Alabama. So as as far as time frame-wise, uh there is no target stone, but we have liked to let's get less in your life first on it.

SPEAKER_00 10:56

Okay. Which is pretty reasonable. I mean, that gives us basically a month.

SPEAKER_01 11:06

Um if it ended up being that I needed more time, is that a bad thing?

SPEAKER_02 11:16

No, no, that's not a bad thing.

unknown 11:18

Okay.

SPEAKER_01 11:26

What part of Alabama did you buy in? Okay. Right. Well, it wouldn't help uh or it doesn't hurt to to sell this and walk away with $125,000, you know?

SPEAKER_02 12:00

With uh just just food tax uh here at sixteen percent.

SPEAKER_00 12:08

Jeez. That is crazy.

unknown 12:13

That is crazy. It used to be started.

SPEAKER_02 12:18

Oh the county's coming out in the state.

SPEAKER_01 12:22

Yeah, so you're moving to the home of the Trojans.

SPEAKER_02 12:28

Oh yeah, pretty much.

SPEAKER_00 12:31

You you gonna go to any of the games?

SPEAKER_02 12:34

Yeah, yeah, we plan on it. Yeah, yeah, yeah.

SPEAKER_01 12:40

That's fun. Um are you a plan? Well, I'm a I'm a college football fan, so yeah. I mean, I I I have a problem with uh remembering all the the school's mascots, and it's also part of what I do, right? I mean, I talked to a guy about a property in Fort Collins, Colorado today, you know, and the the reason why that could be a deal is because it's right there by Colorado State, and you know, it's it's like that matters when you're looking at, well, could we keep it and rent it? Could we do Airbnb where you know you got games coming in and you know, stuff like that? That's what I'm saying. Like with this one, it's going, okay, what creatively, what could I do with this? Because really, we want to keep everything long-term. You know, the short just turn around and fix it up and sell it or whatnot, that turns into just a transactional business.

SPEAKER_02 13:41

That's not really I mean, you need that just to make money, but so it's like looking at this, it's like, well, what what I know I I will tell you this that rental properties are market temples, so right.

unknown 13:58

Yeah, they really are.

SPEAKER_01 14:00

And I and I see that, you know. I I see how that could be then you gotta be careful because you got okay, 10 acres. So if you are using it as a rental property, well, you gotta make sure they're gonna take care of 10 acres, you know. That's a lot to take care of. I'm sure you know better than I do.

unknown 14:19

Yeah, yeah.

SPEAKER_02 14:20

Um my dad dealt with rental properties for a while and can't put that.

SPEAKER_01 14:27

Yeah. Okay, so here's what I'm thinking. I'm thinking if are you are you tech savvy? Like, are you good with like sending text messages and stuff like that?

unknown 14:43

I damn.

SPEAKER_01 14:45

Cause one of the things I'd want is is to get pictures of the property. Um, and if you can take pictures and send text of them to me, then I have a general idea of the condition. But I think um realistically, if I say, okay, uh 223, that's what you need, I think I can make that work, send you over a contract for the 223. Um, and then give me, you know, a week or so here to do some some due diligence and just verify that I could do a couple of things that I'm wanting to do here. Um, I think we can make it work. And like I said, it can try to get as closed as close as possible at July 1st. Um, or if, like you said, if I need a little bit more time, you're okay with that. Um, and we'll work around your schedule. Like, I'm not gonna hold you to it if it's like, hey, July 1st, you need some more time um because you're making a big move. I completely understand that. So what I have is um you gave me an email of