The Flip 4 Freedom Show
Welcome to the Flip 4 Freedom Show—your go-to podcast for mastering business success without compromising your personal life. Each episode dives deep into actionable tips, smart strategies, and compelling stories from both national and local investors who’ve walked the talk. Gain insider insights into the mindsets and methods that lead to real achievement—professionally and personally. Because true freedom begins with the right framework.
I’m your host, Brett Iwanowicz. Let’s build success—on your terms.
The Flip 4 Freedom Show
Mastering The Price Pillar-Part 2: How to Ak Price Questions, What to Listen For, and Why Every Answer Matters
How to Ak Price Questions, What to Listen For, and Why Every Answer Matters- By Brett Iwanowicz
1. INTRO (30–45 seconds)
- Quick hook: “Most investors lose deals because they mishandle the price conversation.”
- What listeners will learn: how to ask price, why it matters, and what seller answers really mean.
2. WHY PRICE MATTERS (1–2 minutes)
Key points:
- Price reveals motivation, trust, seriousness, and whether a deal is real.
- Sellers anchor high to protect themselves.
- Your job isn’t to fight the number — it’s to understand it.
- Wrong answers still give you what you need.
3. THE OPENING PRICE QUESTION (1 minute)
Your main opener:
“Based on the condition and what you're trying to accomplish… is there a number that gets you excited to move forward?”
Why it works:
- Low pressure
- Builds trust
- Tells you exactly where they are in their sales journey
4. CLARIFYING THEIR NUMBER (1–2 minutes)
Use questions like:
- “How did you land on that number?”
- “Is that before or after repairs?”
Why it matters:
- Shows whether their price is emotional, uninformed, or realistic.
5. VALIDATION BEFORE REALITY (1 minute)
Lines:
- “Totally get why you’d want that.”
- “Makes sense why that number came to mind.”
Purpose: creates safety so they stay open to the truth.
6. TYING PRICE TO MOTIVATION (1–2 minutes)
Questions:
- “If solving this quickly is the priority, does the price adjust?”
- “What’s more important — the number or the relief?”
Purpose:
- Shifts them from “ideal price” to “realistic price.”
7. BRIDGING THE PRICE GAP (2 minutes)
Tools:
- Use ranges
- Let silence talk
- “Homes in this condition usually trade in the ___ to ___ range.”
Why it works:
- Resets expectations without arguing.
- Prepares them for your actual offer.
8. CLOSING ON PRICE (1 minute)
Final qualifiers:
- “If we agreed on a price, would you be ready to move forward?”
- “Anyone else involved in the decision?”
Purpose:
- Prevents surprises
- Surfaces hidden objections early
9. OUTRO (30 seconds)
- Recap: ask the right questions, listen for what matters, and use motivation to bridge the price gap.
- Close: “Master price, and you’ll master acquisitions.”