Seller Says 'I Need To Talk To My Friend'? Do This!

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Transcript

The Third-Party Objection Explained

0:06

At some point on seller calls, you're going to hear this. I need to have my attorney look at it. Or I want my realtor to review it first. Or I need to talk to my brother. Or my personal favorite. I have a friend who knows real estate. I want to talk to them first. Listen, sometimes that is completely reasonable. If a seller wants an attorney to review an agreement, that's not automatically a problem. If they have a realtor they trust, or if they have a family member to look something over because they're nervous, that's not a problem. But here's where wholesalers mess this up. They either get defensive or they give up all control of the conversation. And both are mistakes. Because the moment a third party enters the conversation, the deal can change fast. Not because the third party is smarter than you, not because they know more than you, but because the third party usually does not have the full context. They were not on the call. They did not hear the seller's situation. They did not hear the seller's timeline. They did not hear the seller's pain. They did not hear the seller say why they did not want to list it with a realtor. They did not hear the seller explain the repairs, the stress, the family issue, the vacancy, the taxes, the tenants, the code violations, the timeline, or whatever else is driving their decision. They just hear one thing: you're selling your house to an investor. And now suddenly everybody has an opinion. That is the third-party objection. It's not always a real objection. Sometimes it's a stall, sometimes it's fear, sometimes it is a search for validation, and sometimes it is a deal killer if you handle it wrong. So here are the wrong ways

Three Bad Responses That Kill Trust

2:00

to respond. Bad response number one. Why do you need to talk to them? That sounds defensive. Even if you do not mean it that way, it comes across like you are trying to hide something. And the second a seller feels like you do not want someone else looking at the contract, trust starts dropping. Bad response number two. Okay, just let me know. Well, that sounds polite, but it gives up all control. Now you're just sitting there hoping someone you have never spoken to does not talk them out of the deal. Hope is not a follow-up strategy. Bad response number three. Well, they probably won't understand what we do. While that might might be true, but saying it that way makes you sound insecure. You're not there to attack the third party. You're there to keep the seller focused on their own decision.

Diagnose What The Request Really Means

2:54

When a seller says they need to talk to a third party, it usually means one of five things. They're nervous, they do not fully understand the agreement, they want someone else to validate their decision, they're afraid of making a mistake, or they're not actually ready to move forward. The mistake most wholesalers make is they treat every third-party objection the same. But an attorney is not the same as a realtor. A realtor is not the same as a brother, and a brother is not the same as a neighbor. Each one has a different motive. So before you respond, you need to diagnose what is really happening.

The Acknowledge Clarify Anchor Framework

3:34

So here's the principle: you do not fight the third party, you frame the third party. That is the game. You're not trying to stop the seller from getting advice. That makes you look shady. You're helping the seller understand what kind of advice they are getting, where it fits, and whether that person is actually helping them solve the problem. Because a third party can give an opinion, but they are usually not the one dealing with the consequences. They're not paying the mortgage, they're not dealing with the tenants, they're not cleaning out the house, they're not making the repairs, they're not waiting months for a retail buyer, and they're not living inside the seller's timeline. The seller is. So respect the third party, but keep the decision anchored to the seller's problem. When a seller says they need to talk to a third party, use this framework. Acknowledge, clarify, anchor, set the next step. So step one, acknowledge it calmly. The first thing you say is totally understandable. I would never tell you not to have someone you trust look it over. That immediately lowers the seller's guard. You're not afraid of review, you're not pressuring them, you're not making them feel stupid for wanting advice. So then you say, My only concern is making sure whoever reviews it understands what you are trying to accomplish. That's the pivot. Because now you're not arguing about the third party, you're protecting the seller's actual goal. Step two, clarify who they are talking to. So now you ask, who are you wanting to review it with? Then be quiet. Let them answer. If they say an attorney, that's one conversation. If they say a realtor, that's a different conversation. If they say brother, sister, parent, friend, or neighbor, well, that's another conversation. You need to know who has influence before you know how to handle it. So then you ask. Are they helping you make sure the paperwork is clean or are they helping you decide whether selling this way makes sense? That question is powerful because it separates legal review from decision avoidance. An attorney reviewing paperwork is one thing. A family member deciding whether the seller should sell is another. A realtor who wants the listing is another. You need to know which game you are playing. Step three, anchor back to the seller's situation. After they tell you who they want to talk to, you bring it back to the seller's problem. So you say, that makes sense. The only thing I would ask is this. When they review it, make sure they understand why you were considering this option in the first place. Then you remind them, you told me you did not want to make repairs, or you told me you did not want people walking through the house for months, or you told me you needed this clothes quickly, or you told me the tenants have been a nightmare, or you told me you did not want to list it because of the condition. This matters because most third parties give advice inside of a vacuum. They hear, don't sell to an investor, list it. But that advice may completely ignore the seller's reality. So you're not saying the third party is wrong. You're saying make sure they are solving the same problem I'm trying to solve. That is a much stronger position. Step four, set the next step. And

Scenario Playbook Attorney Realtor Family Friend

7:12

this is where you keep control. Do not say, okay, just let me know. Say this instead. Here's what I recommend. Send it to them today, let them review it. Then let's reconnect at this specific time so I can answer any questions directly. That's important because you do not want the seller and the third party making assumptions without you involved. You want questions brought back to you. You want objections brought back to you. You want confusion brought back to you. So the line is have them write down any questions they have, and I'm happy to answer them. That makes you sound confident because you're not hiding from the third-party review. You're welcoming it. So let's go through some scenarios. Scenario A, I need my attorney to review it. This is the easiest one to handle because it's the most legitimate. The seller says, I need my attorney to look at the contract. You say, Absolutely. I would never tell you not to have your attorney review something. That is completely reasonable. But then you add, the only thing I would ask is that they review the agreement based on what you're trying to accomplish. This is an as-is cash sale with no repairs, no commissions, and a specific closing timeline. Then set the next step. Can you get it to them today? And then let's reconnect tomorrow at this time after they've had a chance to review it. If the attorney has questions, great. Answer them. But do not let my attorney is reviewing it become a two-week black hole. Attorney review is fine, unlimited delay is not. Scenario B. I want my realtor to look at it. This one's different. Because a realtor may not be reviewing the agreement neutrally. They may want the listing. That does not make them bad. That means they have a different incentive. So you say, completely understand. Just so I know, are you asking the realtor to review the paperwork or are you asking them whether they think they should list it instead? That question matters. Because if the realtor wants the listing, well, of course they may say, you can get more on the market. And they may be right, but that is not the only question. So you say they may be absolutely right that you could list it for more. The question is whether that solves what you told me you wanted. So then anchor back. You said you did not want to make repairs. You said you did not want months of showings, or you wanted a guaranteed close, or you didn't want to pay realtor commissions. So if they recommend listing it, just make sure they also explain the timeline, the repairs needed, their commissions, the risk of inspections, appraisal risk, and what happens if the buyer asks for concessions. That's not attacking the realtor, that is creating a fair comparison because sellers hear higher price and forget higher hassle. Your job is to make sure both sides are on the table. Scenario C, I need to talk to my brother. This one's common. Brother, son, sister, daughter, parent, cousin, friend, somebody who is emotionally connected, but not always practically involved. The seller says, I need to talk to my brother. And you say, of course. Is your brother involved in the property or helping you make the decision? That question is critical because if the brother is on title, well, that's one thing. If the brother is helping with the repairs, that's another thing. If the brother is just giving an opinion from another state, well, that's completely different. So then you say, No problem. The only thing I would ask is that when you talk to him, make sure he understands the full situation, not just the price. And then anchor. He needs to understand the condition, the timeline, the repairs, and the reason you were considering selling as is and what you're trying to avoid. Because family members love giving advice, but a lot of times they give advice without having to carry the burden. They're not the one dealing with the property every day. So do not attack the family member. Just make sure the seller does not outsource their decision to someone who does not understand their problem. Scenario D, my friend knows real estate. This one is dangerous because everybody has a friend who knows real estate. Sometimes that means they're an investor. Sometimes that means they bought one rental in 2008. And sometimes that means they watch HGTV and have strong opinions. So you say, Great, what part of real estate are they in? That question will tell you a lot. If they say they're an investor, ask, are they interested in buying the property? If yes, then say perfect. They want to make an offer, have them send it over. My goal is for you to make the best decision for your situation. That's confident. But then add, just make sure any offer you compare includes the same terms as mine. As is, no commissions, no repairs, no financing contingency, and the closing date that you need. That is how you keep the comparison honest, because the highest number is not always the best offer. The best offer is the one that actually solves the seller's problem. So here's the line I want you to remember. I have no issue with you getting advice. I just want to make sure the advice is based on your actual situation, not a generic opinion. That is the entire objection because generic advice kills specific deals. Generic advice says list it. Or I would just fix it up. But the seller is not living in a generic situation. They have a specific property, a specific timeline, a specific problem, a specific reason they called you. That is what you have to protect. So

Role Play Bad Vs Good Approach

13:42

let's go through some role play. Bad version versus good. Here's the bad version. Seller says, I need to have my realtor look at it. You say, okay, no problem. Just let me know. Then the realtor tells them they can list it for more, and the seller disappears. You follow up three times, no response. Then two months later, you see the property still sitting there. Nothing solved. That is what happens when you hand the conversation to someone else without keeping any structure. So now here's the good version. Seller says, I want my realtor to look at it. And you say, totally understandable. Are you asking them to review the paperwork or are you asking whether they think listing is a better option? Seller says, I just want to see what they think. You say that makes sense. They may tell you that you can list it for more. And they might be right. The question is whether that solves what you told me you wanted. You mentioned you did not want to make repairs, you did not want showings, and you wanted this close quickly. So when they review it, just make sure they're comparing the full picture, not just the price. Then, why don't you send it to them today? Have them write down any questions, and let's reconnect tomorrow at two so I can answer anything that comes up. That's clean. You respected the third party, you protected the seller's decision, and you kept the next step.

Closing Summary And Listener Prompt

15:11

The third party objection is not about winning an argument, it's about protecting context. Because most bad advice is not bad because the person is evil, it's bad because it is incomplete. They do not know the seller's motivation, they do not know the condition or the timeline. They do not know the emotional weight. They do not know what the seller is trying to avoid. So when a seller says, I need to talk to my attorney, or I want my realtor to review it, or I need to ask my brother, do not panic, do not get defensive, do not attack the third party, acknowledge it, clarify who they're talking to, anchor the review back to the seller's real situation, and set a firm next step. Because advice is fine, but advice without context can cost the seller the solution they actually needed. And your job is not to stop them from getting advice. Your job is to make sure the advice does not erase the reason they called you in the first place. All right, guys, let me know in the comments whether you agree or disagree, or have you had to overcome this objection previously? Let me know in the comments. Regardless, show me some love. Like today's video. We'll see you guys tomorrow.