Call Critique Breakdown | How to Improve Seller Conversations and Close More Deals

And it's perfectly fine how that ended, by the way.

Okay.

No patience. And I'll just go, all right. And I'll just call them in 30 days and ask that question. So it's not like you goofed.

I did put in a couple of calls in there too.

Oh, do you want to critique one or two?

Yeah, they were, um, all right. So the one I put in there, one of them was, I don't know what he does for work, but he said, I'm, you know, Yeah, it was the ones. It was right above the last thread that I just sent you for today. There, I think it was.

Oh yeah.

Yeah, those two.

I missed it because it was a dislike from Ari. I like mine. Okay, let's do one do right now.

Yeah, that this was the one. Oh, this is the one where she said she didn't want to be a bank. It's like a four-minute call, I think. Let's do it.

Let's do it. Let me move the picture so I can see it. And just so these guys know, the coaches kind of keep an eye if I fall behind. So I'm just gonna tell them I did this one. Deb and I did live in our call session. All set.

I put @Chris. Should I put—

is that okay?

That's good. That's good. If I'm busy, I might tell you, hey, hit Deb.

Okay.

I'm trying to keep up with President's Club 100%, and for the most part I am. Let's make sure you can hear this when I start it.

If one— if I see something that doesn't get addressed in like a day, should I?

Yeah.

Because sometimes they get lost.

Tag all 3 of us.

Okay.

You guys didn't know if you saw this because it happens.

Yeah.

Can you hear this?

Hold on. I agree. Yep.

You can?

Yes.

All right. I'll stop. You take notes. I'm not going to put them in Slack. I want to focus on this.

Yes. And this is Debbie calling to train as well. Hi, how are you? Good. Thanks. How are you? Good. Good. Yeah. I was inquiring about your home in Natick. Well, why don't you state what place you are still selling? Is it, is it currently listed? It looked like it was, um, was off the market. Well, we would sell it. We, we had, um, both a house I bought and we had a, um, buildable lot next door that was sold, but the house is still available.

Oh, okay.

We would sell it as a lot. Yeah, that's cool. Okay. Uh, let's see. I'd like to confirm the price you're asking. Okay. What do you have? What did you say there? Well, my credit is 1.9. I didn't know if that would factor in. Yeah, looks like it. Okay. I'm gonna press this for you, see how long it takes. Yeah, plug with the verify. All right, let's see. So, um, is it your primary home you're living in right now? You know how quickly you're in—

Deb, just so you know, like, I'm— this is when I know things are starting to mesh. So in my brain was find out if it's primary and you hit it right away. So that is how I know as people progress. Yep. So, so far so good.

Let me just tell you too, and this was a callback to a message that I— she called me and then I was responding to her callback. So I already knew that she was still selling because she told me in the message. That's why it was that way in the beginning.

Yeah. Okay.

I was just going, is it primary? I'm just thinking through logically because sometimes I'll think through and then you guys will hit it later and you call, but Well, I was going back and forth, so yeah.

Is that what they all went to? Well, that's probably where women went. Yeah, I believe. People I talked to are heading that way. A lot warmer. Which, I know my daughter's living over there, so I get to see her now and then. Certainly. So what did you have to do when you looked to buy in Natick? Uh, yeah, so I looked for nice homes and nice areas. You know, paying fair, pay the usual asking price. I assume that you got the price from a realtor. That we got the price from the realtor that we were asking? Yeah.

Okay, so that was a good job turning it. She asked you a question, you turn it right around with a question. In the past, you would have went on. Yeah, that was, that was great. Do you know yet if— and you can tell me if it's laid out and then I'll hit play. Do you know yet When they plan on being to— on making that move?

Um, no, she, she kind of says it's— she's not in a hurry.

All right, we're hearing it first. You might call.

Yeah, I'm calling. Um, yes. Okay. Yeah, please. Okay, well, let me ask you, if I could get you to that price, would you be open to lease purchase or owner financing? Would I be interested in what? Lease purchase or owner financing? No. Okay. Now, would there be any particular reason that you would want to close?

Well, on that, I sometimes like to give them the out because some of them are saying no because they don't know what it is, but they don't— you don't want to hurt their ego like, you dummy. So I, I say what you said, but finish it with something like, Is there a reason you say that? Had you had a bad experience with it, or did you not really know how that applies to you? Like, just give them an out. Yeah, I don't know how it works. Okay, now we know it's really just sort of how it works.

Okay. Financing is not something that we want to do. Oh, okay. Is it? No, no. Okay. The— yeah, it says net yield. It sounds like Buyers are usually looking to maximize the profits from their home and they don't need all of the equity to move. So I didn't know if that would— Yeah, no, we don't, but we just want to make a clean break when we do it. Okay. Well, is there a certain date that if it doesn't, if you're not able to get the price you want, you might look at other options or is that not an option that you see? I don't think it'll— honestly, I don't think it will ever be an option because we don't really need to do that. You know, we love this house. We've been here, you know, in the summertime. We spend time here, though we also go back and forth to Florida. But I think that the house is worth what, you know, what the ball goes for. I think it could even go for more.

So I don't lose it, because you probably say it soon. This is perfect so far. And then you try to get the bookend of the date. I would have maybe inserted, unless you do coming up, Like, totally relate to it. No, I totally get it. And then you drop the market situation going on. So, you know, especially, especially in your price range, people just have a really tough time financing. So that's why we're so busy or they're just having a tough time financing. That's why I was asking you what you might do if it doesn't sell. And I agree it might, but I mean, it should. But, but if it doesn't.

Yeah, I did not say that. I kind of backed off and I should have.

That's the next thing you want to plant. I had a guy that moved to Alabama. It was an MJ lead. Literally, he left and he said to MJ, same as her, oh, it'll sell, no problem, in the Mystic, Connecticut area. And then I called him and he's so frustrated last week. I got to move back and fix it. And he was so— a different person. So you plant that seed.

Yeah, she wasn't— she didn't really— she didn't— it seemed like she didn't care whether it sold or not.

Well, let me hear it, because then you'd say, Oh, okay. So are you gonna rent it or use that?

Well, when she just said it's a nice house and I don't have to, that's what I got out of what you just played. So maybe I just misread her.

Let's see. Not much left.

So not something we'd want to like, um, make it all— we don't wanna make it more complicated. Yeah. Um, okay. I mean, it is a, a handoff. But, you know, for you, because I'm not a realtor, I don't have to pay any realtor fees. It does net you more, but, you know, it's not an option that everyone chooses. You know, if you're okay with taking a little bit less and just having a good clean sale, then that's, you know, where you—

That was good right there. Would be a natural place to say, but just so you know, the issue here is a lot of these houses— I'm talking to sellers— they They end up selling, but then 20 or 30% of them end up falling apart. So they wasted 90 or 120 days. So that's again, you go. So that's why I was asking you what your plan B might be. Okay, let's hear it out though.

Traditional might be a better fit, but there's just a lot of— so many sellers and so many buyers that can't get through.

That's good.

But we have been really busy buying.

Perfect.

So, well, I can, I can Contact you in a couple of months, you know, if that's anything you might consider. But if not—

So instead of permission there, Deb, again, I would have did a couple of these things I said. And then in this one, say, I tell you what I'll do just in case. I'll give you a call in about 60 days just to see if everything's on track. And if not, maybe we can explore other options. Just be assumptive. Don't ask.

Okay.

But then I don't want to Waste your time. Well, all right. Well, thank you for calling. Okay. Good luck with everything. Okay. You too. Okay.

Bye.

Bye-bye.

All those things I gave you were just small things. The biggest thing is honing in more on— okay, you're not confused. So, so you just rent it then? Like, what if it doesn't? Hypothetically, what if it doesn't? That's the only open loop you left. Not sure where to get started? Go to smartrealestatecoach.com/getstarted. Get going for free books, strategy calls, and a whole bunch more. We're going to help you get going the wicked smart way. We've been after this for over a decade doing exactly that.

Because I assumed in my head she didn't care, but I didn't ask.

Oh, she might not care, but there's at some point they're going to move to warmer climate. So, so in Florida, they have a home in Florida, she said. Yeah. So how long is it going to be before you want to just carry both? Right.

So.

Right.

Yeah.

And you could, again, curious, like if you were talking to me as a friend, you go, okay, so I don't get it. So you're going to rent it then? Like you ask. That's all. Yeah.

And there must be some time in their head of she— they're not going to do this all the— I mean, they're a year or 2 years or—

didn't get it right there is fine because now you're going to call in. When was that? Just this week?

Yeah.

Great. So I would call because of the way you left and because she was wishy-washy and loosey-goosey, I would would not call that one till 30 days or so. And in your conversation in June, I would, I would then ask, you know, we were talking, I was thinking about our conversation and I know you're not urgent. That's actually who we deal with. No urgency because we can get you the most. But I didn't really ask you. So if it hypothetically didn't go, are you going to rent it? Just act very like I wasn't clear.

Okay.

And it's perfectly fine how that ended, by the way.

Okay.

No patience. And I'll just go, I just call in 30 days and ask that question. So it's not like you goofed.

Okay. Yeah, because she didn't say when I kind of put it out there, do you never want me to call me or do you never want me to call? She didn't say that. So, so she sounds nice.

She sounds super nice. It's just that she, like everybody else, thinks they're going to sell tomorrow. My father's on, on his 3rd day trek home from Florida right now. He put his condo on in January, thought he'd sell it. It's not sold. So he's at a different spot than he was then, right? Not him, because he's not stressed. But, but most people will be like, oh shit, I thought it was going to sell in January.

Yeah.

Okay, good.

So that's, that's helpful.

Very helpful.

Yeah.