Judge The Process, Not Results | Seller Call Film Room

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Transcript

Welcome To The Film Room

SPEAKER_00 0:03

Welcome back to Stellar Call Film Room, the series where I'm going to show you guys a live seller call, but give you one particular tactic that I want you to take away from this seller call. Today's episode is going to be a bit different. This is, I can't believe, already our 11th episode of Live Seller Call Film Room. And today, I'm not going to have you pay attention to the one good thing that I do. I want you to pay attention to all the things that I don't do correctly. Right. I'm actually pointing out the flaws inside of my seller call today.

Fall In Love With Process

SPEAKER_00 0:47

And what I really want you to take away from this is you guys need to fall in love with the process, not the results. Because on this seller call, what you're going to see is that I do get a signed contract. And most people would look at that and say, oh, well, that means this is a good seller call. But when I went back and I watched this and I analyzed this seller call, it is full of mistakes. And then I go back and analyze and I try to figure out what do I think caused those mistakes? Well, one, I was deep into a call session. I was not giving myself enough time away from calling. I had had previous highly emotional calls before this one. And so once I get into this, I start rushing through the basics. I'm not identifying the seller buckets, I'm not identifying the type of seller that I'm speaking to. And then I'm not really listening and reacting to the seller. There's a moment where the seller is going to tell me some information and I'm going to glaze over it. And I'm going to do one of those things that literally makes me die on the inside when I listen and I reviewed other seller calls as I asked a question about condition instead of reacting to the motivation that it just gave me. And then I don't do reverse rapport when I hit the kill shot. I just go directly to the kill shot, which then it doesn't really give me the result. I end up getting the seller to come down on price, but it wasn't because of the process. It was really just because the seller was that motivated. And so the result is what I wanted. The result is what I needed, but I did not follow my own process here. And this is one of those things that could be happening inside of your seller calls if you're not going back and listening to them and reviewing.

The Mike Tirico Standard

SPEAKER_00 2:54

Last Tuesday, I went live and I talked about the great Mike Tarico and how he is world-class at doing play-by-play sporting events, whether it's the NBA, NFL, the Olympics, no matter what. The man is a world-class announcer, but he prepares for each game 50 to 60 hours. And then immediately after that, he watches himself to see where did I mess up? Where could I have been better during this game? That's what happened on this. Yeah, I was not prepared. I was not mentally in the right state going into this call. The process slipped, but I could have looked at it and said, but I got the result. And we're going to be happy about the result. Of course we are. We can make money on this. But does that mean it can be replicated over and over and over again and become a known process that is going to have results? Call in and call out. And if I do calls like this, the answer is no. I will not get known results. I will absolutely miss out on closable leads. And so that's your takeaway from this. Listen to how I have moments of the framework of the closer formula, but I do not follow the process. It's broken. I do not listen and react well enough. And so the result was there, but the process was broken. So enjoy this live seller call. Let me know what you catch that I could have done better inside the comments. We'll see you guys tomorrow.

Live Seller Call Begins

SPEAKER_00 4:35

Hello. Is this the owner of 133 South Oak Street?

SPEAKER_01 4:40

Yes, it is.

SPEAKER_00 4:41

Hello, this is RJ Bates calling you about that property that you had entered on my website. Uh you guys still looking to sell that property? Yes, I'm interested in selling it for cash. Awesome. How much are you looking to get for it?

SPEAKER_01 4:56

35,000.

SPEAKER_00 4:58

35,000. All right.

Quick Basics And Condition Check

SPEAKER_00 5:01

Is the property occupied, vacant? What's going on with it?

SPEAKER_01 5:04

It's unoccupied.

SPEAKER_00 5:07

Alrighty. Does uh does the property need work to it or what's going on?

SPEAKER_01 5:16

Yes, it needs some cosmetic details fixed. For example, the paint and the siding. But it's structurally it's still in still structurally sound.

SPEAKER_00 5:29

Gotcha. How long's the how long has it been baking?

SPEAKER_01 5:38

For about three years. Gotcha.

SPEAKER_00 5:49

So I'm looking at a picture from May from Google Street View. Um I'm a little bit concerned about what's happening with the foundation. It looks like it's sitting on center blocks, but in certain areas the center blocks are missing. Are there issues there with the foundation?

SPEAKER_01 6:14

Yes, the inspector said that there was that we should look at the the foundation the porch. That's the porch. There were issues with the porch. But he didn't mention any foundation issues with the house itself.

SPEAKER_00 6:34

Okay. Alright. Yeah, I'm uh I'm a little bit concerned about that that foundation because just looking at it, I mean it it looks like it's missing quite a bit of uh what's holding it up there in certain parts. Um give me just a second here to look around. Penn, uh are you in Batesburg, South Carolina? All right. So how'd

Foundation Worry And Price Origin

SPEAKER_00 7:19

you come up with thirty-five thousand?

SPEAKER_01 7:22

Yes, that's what the website told me.

SPEAKER_02 7:28

I gotcha.

SPEAKER_00 7:43

And it's a thousand forty square feet, is that correct? I'm just looking at some of the other properties around there.

SPEAKER_01 8:13

Yeah, it's okay.

SPEAKER_00 8:19

So I guess was it like a rental property for you? Were you living in it, or kind of what was the story there? How's it ended up being vacant for thirty years?

SPEAKER_01 8:31

Yeah, there was a rental property before I bought it uh a foreclosure. Ah Yeah, I never got any tenants in that's been vacant since I bought it in twenty twenty.

Cash Offer And Seller Concedes

SPEAKER_00 9:21

Uh, I guess let me ask you this. How uh how negotiable are you on that number there? If I can do cash, no commissions, cover closing costs, are you negotiable on the thirty-five?

SPEAKER_01 9:38

Yeah.

SPEAKER_00 9:40

So I like I said, I think I'm most concerned about the uh the foundation there. That's my my biggest concern. And I mean, I'm interested in property, obviously, it's exactly what I'm looking for. I mean, uh same thing, you know, I want to do the same thing that you were gonna do, right? Pick it up, fix it up, and then uh get a tenant in there. Um just I I think I need to be closer to twenty. Um to be honest with you. Yeah, I can I can do twenty-five. Yeah. I can do that offer. Okay, and let's do this.

SPEAKER_01 10:42

I've got I've got your email and that's correct. Okay.

SPEAKER_00 10:59

How do you say your first name?

SPEAKER_01 11:02

My first name is pronounced Alan, but it's also pronounced Alain.

SPEAKER_00 11:07

Ah. I think when I left you a voicemail yesterday, I said Elaine. Uh, because I I was just kind of guessing, you know. I I used uh so how what what country is that from? Ala, how did you say it? Alain? Is that how you say it?

SPEAKER_01 11:24

Alain. Yes, it's uh French name. Ah.

SPEAKER_00 11:28

That's cool. I like that. I don't think I've ever seen it. Um I see a lot of names. I don't think I've ever seen that that way before, at least for the color. So that's cool.

Contract Send And Property Access

SPEAKER_00 11:38

All right. Well, what I'm gonna do is is uh I'm gonna write this contract up. I'm gonna send it over to your email for the 25. Um, we'll get title open. And uh how can we how can we go walk the inside of the property? Is it vape is it uh botbox or is it unlocked or how can we gain access?

SPEAKER_01 11:58

I could send you the key.

SPEAKER_00 12:01

Okay. Where are you where are you located?

SPEAKER_01 12:04

I'm located in San Francisco.

SPEAKER_00 12:06

Oh, geez. You're on the other side of the world. Yeah. Okay. Uh well we'll we'll figure out a way to to gain access to it once we get the the contract signed, and uh we'll go from there, okay?

SPEAKER_01 12:23

Okay, yes. I'll be looking for the contract.

SPEAKER_00 12:26

Yes, it'll be it'll be over to you probably in about 10 15 minutes, okay?

SPEAKER_01 12:31

Yes, I'll sign it.

SPEAKER_00 12:33

All right, thank you. All right, Alan. Bye bye.