Buyer Wants To Talk To The Seller? (DO THIS)

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Transcript

When Buyers Ask For The Seller

SPEAKER_00 0:07

If you dispo wholesale deals long enough, eventually a buyer is going to ask you some version of this question. Can I talk to the seller? Now they will probably not say, Hey, can you send me the seller's phone number so I can go around you, renegotiate the deal, confuse the seller, and potentially blow everything up? Nobody says that out loud. That would be adorable. But what they actually say is, I just have a couple of questions for the seller. I want to verify something directly. My partner wants to speak with the owner. I just want to understand the situation. And can you send me their number real quick? And on the surface, that may not sound crazy because some buyers are not trying to steal the deal. Some buyers are genuinely trying to verify information. They want to know about the occupancy. They want to know about the rent and the lease. They want to know about repairs. They want to know if the seller is actually on board. And they want to know if the deal is real. That part is understandable. But here's the problem. The second that you start giving buyers direct access to your seller, you're no longer controlling the transaction. And when you lose control of communication, you increase the odds of confusion, renegotiations, side conversations, bad information, and eventually dead deals. Your job is not to hide information, your job is to manage the process. And there is a massive

What Not To Say

SPEAKER_00 1:42

difference. So let's start off with what not to say. Bad response number one. No, you're trying to steal my deal. Even if that is what you think, do not say that. Because now you sound emotional, you sound insecure, and you just turned a process issue into a personal accusation. Bad response number two. Yeah, sure. Here's their number. That's insane. That's not being helpful. That is handing a stranger the steering wheel to your transaction and hoping they do not crash it into a tree. Bad response number three. I can't because of the law. Do not say that unless you actually know that it's true. A lot of wholesalers use fake legal language when they do not know what else to say, and that makes you look like an amateur. You do not need to invent a law, you just need a policy. There's a difference between saying I can't because of the law and saying that is not how we run our process. One sounds like you're making something up, and the other sounds like you run a real business.

Why They Really Want Contact

SPEAKER_00 2:52

When a buyer asks to talk to the seller, it usually means one of a few things. They do not fully trust the information they have. They have questions that should have already been answered in the marketing packet. They want to verify occupancy, rent, condition, or the seller motivation. They want to feel more in control. Maybe they're even nervous about sending the earnest money deposit. And they may be trying to renegotiate directly with the seller. Or they may be another wholesaler pretending to be a buyer. So do not assume the worst, but also do not be naive. The goal is not to accuse them, the goal is to identify what they actually need and solve that problem without giving up control of the deal. The seller is not your buyer's customer. The seller is part of a transaction that needs clear communication. If 10 different buyers start calling the seller, asking the same questions, negotiating side terms, and saying different things, guess what happens? The seller gets confused, they get annoyed, they lose confidence in you, and now the deal you work to create starts falling apart because you let everybody else touch it. So control protects closings. That is the principle. Not control because you are paranoid, control because you're a professional.

Four Steps To Stay In Control

SPEAKER_00 4:16

So here is the four-step framework. Acknowledge the request, ask what they need confirmed, set the communication boundary, and offer a controlled situation. So step one, acknowledge the request. When they say, can I talk to the seller? Don't snap back. Do not act offended. Just say, I get why you're asking. You want to make sure you're comfortable before moving forward. That's calm and it's reasonable. That lowers the tension because the buyer may have a legitimate concern. You're not dismissing it, you're not just giving them uncontrolled access. Step two, ask what they need confirmed. That's the most important question. What exactly are you trying to verify? That one question changes the conversation because now they have to get specific. If they say, I want to confirm the rent rate, great, you can solve that. If they say, I want to ask about the condition of the roof, great, you can solve that. If they say, I want to understand if the tenant is staying or if they're leaving, great, we can also solve that. But if they say, I just want to talk to the seller, that's not a real due diligence request. That's vague. Vague requests do not get direct seller access. Step three, set the boundary. Once they tell you what they need, you can say, I don't put buyers directly in touch with the seller. It creates confusion. It is not how we manage the transaction. But tell me what you need answered and I'll get it handled. That's the line. Not emotional, not apologetic, not defensive, just our policy. You're not saying I don't trust you. You are saying this is how we run a clean process. And that is a very different posture. Step four, offer a controlled solution. Now you solve the real issue. If they need rent verified, get the rent amount in writing. You should have already had that, but it's a valid request. If they need the lease details, get the lease details and send them. If they need condition verified, schedule a controlled access window. If they need closing process verified, connect them with the title company. If they have seller-specific questions, get the questions in writing and send back the answers. If it is truly necessary, you can facilitate a controlled call with you on the line. But direct private seller contact? No. That is not the default. So here's a clean line. I keep communication through me and title so the seller does not get pulled in multiple different directions. What do you need to confirm specifically? That line is strong because it does not sound like you are hiding. Sounds like you are managing, and that is exactly what you're doing.

Scripts For Common Buyer Scenarios

SPEAKER_00 7:28

So let's go through some different scenarios. Starting off with the buyer wants to verify rent or the occupancy. So the buyer says, Can I talk to the seller? I want to verify the tenant situation. You say, I get it. You want to make sure the rent and occupancy are accurate. I don't put buyers directly in touch with the seller, but I can get that confirmed. What specifically do you need? Rent amount, the lease status, deposit, or whether the tenant is staying. Now you're making them be specific. So then you say, I'll get those answers in writing. If everything checks out, are you ready to move forward with an assignment and an earnest money deposit today? That last part matters because you're not running around collecting information for someone who's not serious. You're tying the answer to action. Scenario B, buyer wants to ask about repairs. So the buyer says, I just want to ask the seller a few questions about the condition. You say, totally understand. Send me the specific repair repair questions and I'll get the answers. If you need to verify condition yourself, we can schedule you for the next access window. That solves the problem. If they push back, say no, I need to ask them directly. You say, I'm not doing direct seller contact. It creates too much confusion, but I'm happy to get specific questions answered or give you another control access window. Again, that's calm, it's firm, it's professional. The next scenario is the buyer wants to talk price with the seller. Now they usually will not say this directly, they'll try to sneak into it. They may say something like, I just want to understand what the seller really needs. Or I want to hear the situation directly from the seller. Or maybe there's something we can work out directly, and that is when your antenna should go up. You say, all price and terms go through me. If the deal does not work at this number, send me your best offer with proof of funds and a closing date, and I'll review it. That's it. Do not over-explain, do not debate, do not give them the seller's life story. Price and terms go through you. Period. The next scenario is the buyer claims they need it for trust. So the buyer says, I just need to know if this is real. Well, that's a fair concern. So do not respond like they're crazy. Say, I understand that. The clean way to verify the deal is through documentation, title, and access. We're closing through a title company and you can verify the closing process there. If there's something specific you need confirmed, tell me and I'll get it answered. That's a mature response. You're giving them a path to trust the deal. You're not giving them a path to disrupt the deal. They still insist on talking directly to the seller. You say then this might not be the right fit. I'm looking for buyers who are comfortable following a clean closing process and work with wholesalers and then stop talking. That's not rude. That is a standard. The final scenario is the buyer might be another wholesaler. This happens all the time. They act like they're an in buyer. They ask for information, but they'll avoid proof of funds. They want access, they want pictures, they want the seller's phone number, they want everything except to send an earnest money deposit. That's not a buyer, it's a wholesaler just pretending. So when they ask for a seller contact, you say seller contact is not available. If you want the deal, send proof of funds, sign the contract, and wire the earnest money deposit. Otherwise, I'm moving forward with somebody else. And then move on. Do not keep feeding them because real buyers perform, and these daisy chain wholesalers just collect information and try to state deals.

Three-Way Calls And Red Flags

SPEAKER_00 11:46

So when does a three-way call make sense? Because there are rare situations where a controlled call can make sense. But it should not be the first option, it should be the exception. You only consider a three-way call if the buyer has already shown proof of funds, they're ready to sign, and the question truly requires seller clarification. In that case, you can say, if it is necessary, we can set up a quick call with me on the line. I'm not doing direct contact, but I'm happy to facilitate it if that gets us to the finish line. That protects the deal. The buyer gets clarity, and the seller is not being pulled into random conversations. And you stay in control of the process. But if they have not committed, there's no proof of funds, there's no assignment, no earnest money deposit, and no real next step, no three-way call. They have not earned that level of access.

Role Play Bad Vs Good

SPEAKER_00 12:46

So let's go through some role play here. Bad version and then the good version. The buyer says, Can I talk to the seller? You. No, you're trying to steal my deal. Buyer. Relax, dude. I just had a question. Now you look like an insecure amateur wholesaler, and you still have not solved the buyer's actual concern. Or even worse, the buyer. Can I talk to the seller? You sure? Here's their number. Now the buyer calls the seller, the seller gets confused, the buyer says something different than what you said, and the seller starts questioning the deal. The buyer tries to renegotiate directly, and now you're trying to clean up a mess that you created. So let's go through the good version. The buyer says, Can I talk to the seller? You. I get why you're asking. You want to make sure that you're comfortable before moving forward. But I keep communication through me and title so the seller does not get pulled in multiple directions. What exactly are you trying to confirm? The buyer. I want to verify the tenant situation. You perfect. What specifically do you need? The rent amount, the lease status, deposit, or whether the tenant is staying? The buyer. Rent amount and the lease. You got it. I'll get that confirmed in writing. And if it checks out, are you ready to sign and send an earnest money deposit today? The buyer. Yes. Now you stayed in control, you solved the concern, and you move the deal forward. That is what professionals do. When a buyer asks to talk to the seller, do not immediately assume they're trying to steal your deal. But do not be naive either. Your job is to identify what they actually need and solve that problem without handing them control of the transaction.

Keep Communication Tight To Close

SPEAKER_00 14:49

Because once communication gets loose, the deal gets lost. Keep the communication clean, keep the seller protected, keep title involved, keep the buyer focused on the next step. If they have a real question, answer it. If they need verification, provide it. If they need access, schedule it. That is not due diligence. That is a massive red flag. Alright, guys, let me know what you think in the comments. Regardless, show me some love. Like today's video. We'll see you guys tomorrow.