This Seller Call Took 2 Attempts | Seller Call Film Room

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Transcript

What To Listen For Today

SPEAKER_02 0:03

Welcome back to Stellar Call Film Road in the series where I'm going to show you a live seller call, but give you one particular thing that I want you to pay attention to. And today is navigating a highly motivated seller that requires multiple dials, right? This seller is in the hospital, he's got a lot going on. He's highly motivated. He needs to talk to his wife. We're coming down from his asking prices. So there's a lot of moving pieces that are going on in this conversation. But our objective when we call sellers is to contract the deal, to come to a resolution, unless there's a legitimate reason as to why we get it. And so sometimes I say that in your life, well, argue what's a legitimate reason why we could not be able to close the deal. Well, it's really up to the seller. We have to ask the questions, we have to understand where they're at. And so I want you guys to kind of pay attention and see how I navigate that throughout this conversation with the follow-ups, seeing how he kind of struggles to sign the contract, and eventually seeing that he does sign the contract, kind of show that progression throughout the seller call. On top of that, I just think it's a overall pretty decent seller call. Still, there's things that as I was watching this from a couple of years ago, I would change it today. I probably wouldn't handle the conversation the exact same way, right? That the closer formula has evolved over time. I think I could have probably handled this call better, but in the aspect of navigating his situation with the multiple dials, I think that was done pretty decently. So enjoy this episode of Live Cell Call Film Room. Show me some love, like the video, and we'll see you guys tomorrow.

Opening The Call With Frank

SPEAKER_02 1:52

Well, hi, it's Frank there. Hey Frank, this is RJ Bates calling you about your property there on Avenue D. Uh looked like you had uh entered that information to us about potentially selling that property. Awesome. You still looking to sell it?

SPEAKER_01 2:12

Yes, sir.

SPEAKER_02 2:13

How much are you looking to get for it?

SPEAKER_01 2:16

Well, I'd I'd be happy with uh somewhere it's around the 50 areas where the back from I pop somewhat it's a price for more. It sits on a lot now. Um I should have the house to the south, but also the area with uh a little white house to the south of it. I think also okay.

SPEAKER_02 2:42

So you're looking for 50,000 just for that one house?

SPEAKER_01 2:46

Oh yes, sir. I pay I pay 450 for a brand new move on too. Gotcha. That was a move on within a year or so ago.

SPEAKER_02 3:00

What uh what were your what were your plans with it? You said you just picked it up?

SPEAKER_01 3:05

No, I had purchased from the pressure. Okay, I was gonna finish fixing

Repairs, Layout, And Seller Story

SPEAKER_01 3:10

it up and badly sell it, but I started working on it and then then my heart went bad and I can't do it no more.

SPEAKER_02 3:17

Oh man, I'm sorry to hear that. Um uh how much more work needs to be done to it?

SPEAKER_01 3:27

And I don't know, there's two windows that need to be replaced, so they broke two windows on it. And some drywall work. I thought it's some other type of some other guy called me to I pay it probably about some around 10 gram or freaking work to be able to get it done. I also have I have flooring that I want to put in there. I have some laminate flooring to put in throughout the house, uh grade wood laminate flooring with the pattern and everything. But I purchased to put in there, but like I said, my house went south, so gotcha.

SPEAKER_02 4:03

Um taking a look here, how many bathrooms does this have?

SPEAKER_01 4:07

It's a two-bedroom, one bath.

SPEAKER_02 4:09

Okay.

SPEAKER_01 4:10

You know, it's a storm cellar out in the backyard. A big ass storm cellar in the backyard. And then you got two-car garage, and it sits on a lock and a half benefit.

SPEAKER_02 4:20

So you said you got it appraised? What did it appraise for?

SPEAKER_01 4:24

Uh they just came through and reappraised, I think 67 or 76, something like that. Okay.

SPEAKER_02 4:30

And that's based off of the condition that it's in, or was that like the the county appraised it for taxes?

SPEAKER_01 4:37

County reappraised it, and everything they went up from 47 to 67. Gotcha.

unknown 4:42

Okay.

SPEAKER_01 4:42

7612.

unknown 4:44

Okay.

Adding The Second Property

SPEAKER_02 4:59

You said that you've got the house to the south of it as well. How much would you want for that one?

SPEAKER_01 5:07

Not much, maybe ten. You go that property there, it goes from Bradford Lane all the way back um to the fence to the, I think the I'm not sure if it's east or west, but away from the street goes all the way back. It covers that little carport. It's a little two bath too little two-bedroom, one bath right there, the house right there.

SPEAKER_02 5:29

Uh-huh.

SPEAKER_01 5:29

I I had thought of I had a plan. My plan was to fence it in, put a chainling fence around both of them. You know, all of all of it includes all of it includes one. And have like a mother-in-law's house is what my plan was gonna do with that little one. Just make the little mother-in-law's house. That way you could have her there and not actually be in the house with you.

SPEAKER_02 5:48

I gotcha. Uh, what is that little white one? Is that a one-bed, one bath?

SPEAKER_01 5:54

No, two bedroom one, actually.

SPEAKER_02 5:56

Oh, really? How many square feet is that thing?

SPEAKER_01 6:00

Oh, maybe 800, maybe or not. I don't know. It's small, it's small as hell.

SPEAKER_02 6:03

Yeah.

SPEAKER_01 6:04

And if it needs like it needs everything. Oh, it needs it needs everything, bro. I I got down. I was either I was either gonna uh do the mother-in-law's house or just tear it down completely and put a single wire trail in there on that lot. Okay.

SPEAKER_02 6:23

What do you think? If I if I came through and I completely fixed up the one for 50, what do you think that would be worth completely fixed up? Oh, easy.

SPEAKER_01 6:34

Over 80, easy.

SPEAKER_02 6:37

Over 80.

SPEAKER_01 6:39

Oh yeah. I mean, as my fun, I was gonna go in there, I got a press watch, I'm gonna go in there and spray pressure wash outside of it, painted white. Got the brand new roof on it. And um, I got some like a stove and a refrigerator to put in there.

Price Logic And First Offer

SPEAKER_01 6:56

Yeah. All right.

SPEAKER_02 7:01

I mean, if if it's say if it was worth 85,000 fixed up and I put 10 into it and I paid 50 to you, it doesn't really leave me a whole lot of margin. I mean, are you are you negotiable on that 50? If I can also come in and buy the other one as well? Can we kind of work work out a yeah, man?

SPEAKER_01 7:21

We can work out something too.

SPEAKER_02 7:23

Okay. Um, because you know, with us, it's you know, cash, we'll buy it as is and all that, no, no commissions and shit.

SPEAKER_01 7:30

So uh understand. You know, I got mine. I'm I'm in the hospital right now, actually. Um, but uh my son, my son's there on the weekend, and um, and in the evening my wife's in there and stuff like that, so I can try to go find a buddy and go leave your guy there and you know, let you walk around it or something like that. You got somebody in town on it.

SPEAKER_02 7:51

Yeah, so the way that it works is with us is that we we don't go see the property until we have a signed contract, just because we had a lot of people, you know, waste our time. Um so we we normally we don't go see the property until we have a signed contract, and then we come out, we do our our walkthrough, and if everything checks out, then we're good to to close on uh on the timeline that we set on the contract. I'm assuming you want to get this done as quickly as possible, right?

SPEAKER_01 8:19

Yeah, yeah. I have no problems with it doing it, but like I said, I got a clear kind of cleared hand.

SPEAKER_02 8:24

Nice. All right, give me a few seconds here. Just to say, sir. I think this could be a pretty good one.

SPEAKER_00 8:37

It really looks like it.

SPEAKER_02 8:41

Um, I d I mean I think if we can get both for 50. Yes, sir. Okay, that's my brother going. All right. Um, what would you say if I came in and I said I could do fifty cash for both?

Handling The Wife Delay

SPEAKER_01 9:13

Let me let me uh let me mull it over. Let me let me move on, let me see. It's almost three over here. You give me a call by six o'clock, and I'll have you an answer.

SPEAKER_02 9:26

So the problem with six is is I'm I'm gonna be I'm gonna be out. Can we make it more in like four?

SPEAKER_01 9:35

I gotta talk to my lady and she she can't get hold of her phone until five, bro. Okay. That's my only that's my only issue. Like I said, I'm stuck in the hospital right now, but like my lady don't get out of work until five, and her company they keep their phones in their locker until five o'clock.

SPEAKER_02 9:50

Do you have to talk to her because we're coming in 10,000 less than what you said?

SPEAKER_01 9:55

Yeah. Yeah. I mean, like I said, I paid 45 for it like in 14. I think it's 13 is more like that best way. Right. I get 45 for it, and I pay for taxes on that motherfucker since then. And it's been like it's like $1,300 in taxes, so I'm taking a fucking on it.

SPEAKER_02 10:15

I gotcha. Well, I don't I I don't like doing things where you know it's not a a win-win, but I'm also looking at it going, you know, the the one in the back isn't worth a whole lot, so I'm I'm not putting a whole lot of value on that one.

SPEAKER_01 10:30

Um I don't believe it, but I mean, like, uh, but also I I really don't want I really don't want to take a freaking you know corn hole in on it.

SPEAKER_02 10:38

But um Well, I mean, let me ask you this. Yeah, well, let me ask you this. Uh you said you would work with me a little bit and you were asking 60. I said 50.

SPEAKER_01 10:57

So what what would you be willing to do? For both of them? 55 and you write a shape like you need a freaking title of both of them.

SPEAKER_02 11:11

So we don't have to wait till six o'clock if I do 55?

Agreeing On 55 And Sending Contracts

SPEAKER_01 11:15

Yeah, I have a title for both of them at my house.

SPEAKER_02 11:21

Alright, let's let's do this. What is uh what is the address that one on Bradford? What what's the number on that one?

SPEAKER_01 11:32

I'm not even freaking sure, dude. Tell you the truth, my buddy my buddy lived there uh and he was a bad alcoholic and he moved in with his mom, and I mean he got to the point where they had a urinal in the back of the house. Like they had a porta body in the back of his house because the toilet started falling in.

SPEAKER_02 11:48

Yeah.

SPEAKER_01 11:48

So the young toilet thought they were gonna be able to remodel it in the day or something like that. That makes you know he's got a porter body in the back and shit like that. So I was like, man, he ended up moving in with his mom, and I just snatched that motherfucker up from him, and I just like you know, I never even checked the address on it.

SPEAKER_02 12:08

407.

SPEAKER_01 12:10

Is it 407? Yeah, I was able to 407 backwards.

SPEAKER_02 12:14

Yeah, I was able to look it up on Google Street View.

SPEAKER_01 12:17

It's um it appraises for like 15 grand, dude.

SPEAKER_02 12:20

Yeah, it's on the the little um mailbox, like spray painted on. Alright, so what I'm gonna I see that one is under the name uh Danny Ballinger. Is that bottom?

SPEAKER_01 12:37

It's not it's in my name now, it just hasn't been updated. Okay. It's already been it's already been reported and everything.

SPEAKER_02 12:43

So both of them are under Frank Ortega? Yes, sir. All right, so what I'm gonna do, Frank, let me make sure. What is what's a good email for you? I'm gonna I'm gonna write up a contract for 55 for uh both of these. I'll make the the house on uh on Avenue D for 50, and then I'm gonna make the one on Bradford for five. And so they'll come as two separate contracts, but in the same email. And um and then yeah, once you sign that, you said you said you're in the hospital, but you've got a buddy. Are they are they locked up or are they open?

SPEAKER_01 13:27

No, the the white one's open, the little one's open, the other one's locked down.

SPEAKER_02 13:31

Okay, I got you. Um yeah, so once you sign that contract, we'll get we'll connect with you and we'll figure out when we can get out there to do our inspection. But yeah, we'll get the process started and uh yeah, man, we'll get this, we'll get this taken care of. So I'll get that sent over to you probably in the next five, 10 minutes, okay? All right, boom. Sounds good. Thanks, Frank. Bye-bye. Thank you. What you think, boss? Boom, baby. I think he was uh pretty conservative there with his with his ARV. I got uh I don't know if you were competent, but I've got quite a few around there, much higher prices. So and it's like someone said over here uh great rental in sweet water, it's booming with lots of oil field

Follow-Up Dial And Signature Wait

SPEAKER_02 14:20

going on there.

SPEAKER_00 14:21

Yeah, it's a good one.

SPEAKER_02 14:23

Yeah, we hey Frank, it's RJ.

SPEAKER_01 14:27

Hey RJ, what's going on, man?

SPEAKER_02 14:28

Uh I sent over those contracts to you. Just wanted to verify you got them.

SPEAKER_01 14:33

Oh, let me check, man. Let me check that watch your movie. Hold on. Oh, BJ Bates?

SPEAKER_02 14:37

Yes, RJ Bates.

SPEAKER_01 14:39

Oh, I thought it was a Bob. Oh yeah, I got the RJ. My bad. I saw the B there, but I put my bad.

SPEAKER_02 14:46

No worries, no worries.

SPEAKER_01 14:55

I have not been uh downloaded. That's just a little water we'll say loaded at least.

SPEAKER_02 15:02

I want that later at change a little. He's gonna read every word of this contract.

SPEAKER_00 15:07

Is that what's going on?

SPEAKER_02 15:09

That's what's going on.

SPEAKER_00 15:11

We're just I've only gotten two people to answer. One was asking like 75 more, and then the property's probably worth, and the other was the triplex.

SPEAKER_02 15:20

I got the the one in Nebraska and this guy. Hey, we're batting 500.

SPEAKER_00 15:26

Yeah, dude, like I your property seems like it's gonna be a winner.

SPEAKER_02 15:35

So that's great. Wait more waiting for this email to say he signed it.

SPEAKER_00 15:41

Honestly, I had this thought, and like this is so random, but like next time we do this, can we not do it at 22?

SPEAKER_02 15:49

Yeah.

SPEAKER_00 15:51

Literally, it's our lowest average answer rate. It's like right.

SPEAKER_02 15:56

We should have done it in the morning, but unfortunately, we had already scheduled the titanium university call.

SPEAKER_00 16:01

I didn't think about it until I was like having a hard time. Like, maybe we should change our implementation call next week. Or we don't, we're not doing this next week. Who are we kidding? I'm not doing this next week.

SPEAKER_02 16:18

It's 1 to 5 p.m. for fresh leads. Come on, baby, sign it. Come on, Frank, what are you doing?

SPEAKER_00 16:32

You're so funny. But literally, I'm like, oh my gosh, I just I just I don't know why I didn't think of that before. Like, hey, we should change the time because I'm like man.

SPEAKER_02 16:50

All right, no, no worries. He's gotta get the catheter changed.

SPEAKER_00 16:56

He's actually physically in the hospital, like the patient? Yeah, yeah. Oh dog, I didn't know that. I thought he was like at the hospital. What's wrong with him? Oh no. We talked about his house. Is he the one that said I could die tomorrow?

SPEAKER_02 17:18

Yeah, he's got he said he's got heart heart issues.

SPEAKER_00 17:22

Oh my gosh. Frank.

SPEAKER_02 17:26

All right, Frank's about to get fifty-five thousand dollars and go straight to the casino. Give me that fifty-five grand, baby. We're hitting the tables. Yeah, sir. Any got any questions?

SPEAKER_01 17:48

Um let me let me find five seconds. Um yeah.

SPEAKER_02 17:57

Okay, yeah, just give me a call back.

SPEAKER_01 17:59

Give me like five minutes, yeah.

SPEAKER_02 18:00

Okay, bye.

SPEAKER_01 18:03

God dang it, Frank. Huh?

Contracts Signed And Lessons Learned

SPEAKER_01 18:10

So and then we need the second garage. The one that is a two and a half star garage that's got a workbench along the one side.

SPEAKER_02 18:18

Yeah. And and the other thing is, is it's just like what happened earlier with which by the way, my contracts did get signed.

SPEAKER_00 18:26

I saw that. Good work.

SPEAKER_02 18:28

Yeah, so you know, he started off by saying, Hey, I'll call you back at six o'clock. I gotta talk to my wife, apply a little bit of pressure there. This is a different situation, though.

SPEAKER_00 18:39

Uh, this situation be moving in with one of these kids.

SPEAKER_02 18:43

Right.

SPEAKER_00 18:45

So, you know, I don't know.

SPEAKER_02 18:50

It's fine. Uh, so you got two verbals, right? You got the one in Tulsa, one in Ann Arbor, and then I got two signed contracts.

SPEAKER_00 19:02

Um, I mean, this is just you got two contracts from one seller.

SPEAKER_02 19:09

They they are two different contracts that I can send out two different assignments.

SPEAKER_00 19:15

Are they next door to each other? I am curious.

SPEAKER_02 19:18

They are. They are they are two different, they have two different addresses, they have two different plots, two different everything, two different contracts. I can assign to two different buyers.