Creative Financing Scripts That Actually Work

Make it real, guys. What if what if what if you don't sell? I don't care. I'll stay. That's no more issue. What if what if it doesn't happen? It has to happen. I have to have a job. You know, change up the scenario so you guys get used to that. That's exactly where you're going to.

Page six has a basic script that we're going to work through. Now the reason why we're starting with this basic script is it's as you're going to hear it on every one of the calls. It is very. Consistent on each and every call. So it's just our 3 simple question formula that generates the motivation, right? Because really, when we talk through— I like to write things down as I talk.

I mean, mindset-wise, what do we do when we talk to sellers? We're only solving problems or helping them accomplish a goal the market can't help them do, right? In the case of, say, a pre-clear person, that's not a problem. They just need to accomplish something.

Now, by attending any of your REIAs, or that's where I met you guys, I always say that we're in the people business, right? We just happen to buy real estate. We need to solve problems. And if we can solve a problem, then we have a real estate deal. We can't solve the problem, then we move on or we put them in the follow-up system. So eventually their problem is either big enough or more consistent with what we can solve. So really what we're always going to identify first is motivation. Now, motivation doesn't have to be negative. I know in most circumstances in real estate, they're talking about pain and motivation doesn't have to be negative, right? A motivation could be they want more money, right? That's not necessarily a financial burden or a big challenge, right? It just means they want more money. So they're looking at alternative routes. If a seller has a free and clear property and they have no debt, They don't need to sell. Wouldn't a good motivation be that they get more money?

Yes.

Right. So we look for motivation. The motivation is going to be determined from the first 3 questions. Right. Because where, why, when? Where are you going? Why are you selling? And by when? Pretty simple, right? How many of us have ever had a neighbor sell a property?

Take care.

Did you talk to that neighbor and say, wow, you're selling? Like, where are you going? Why? Why? Why are you leaving the neighborhood? When are you guys moving there? So each and every seller which we talk to is our neighbor, our friend. It would almost be a disservice if we didn't ask them these questions, right? We cannot solve a problem unless we know what Problem is, right? Each and every person in which you get on the phone, you are doing a disservice if you do not ask them these questions and open up that dialogue because there are so many sellers. I tell you, this kills me every single time. Like I spoke with somebody, and then in the, and then I eventually see in the future. Well, how to get the clock right? Okay. Yeah.

Can you just mute them all?

As far as I know. Okay.

Um, morning.

Good afternoon. Um, what up?

2 strikes, one more, and she's out of there.

What kills me is I'll talk to a seller and then later on in the future I'll see that it went to auction or it went to foreclosure or pre-foreclosure. Has that ever happened to anyone before? Anybody that's actively prospecting and you're like, I knew I could have helped them. And it was on me that I didn't ask enough questions in order to determine that if I could help them or not. Is that going to solve that problem? That's a significant— because I didn't— I did that disservice, right? I was either nervous or I was fearful about what they were going to say, or I was scared to ask the question. I drastically affected that person's life because I didn't have a positive impact on it. Right. So we got to understand where, why, when. And if we can solve that, we're going to find a lot of success with prepaid. So once you've identified this motivation, then if you go the next level down, I'm just kind of giving you guys an outline so you can go work through it. Then you go the next level down, right? And now we're going to talk about the financials. This is where it really gets scary, right? How many of you guys have been taught since a young age that you don't talk about What at the dinner table? Money, politics, and religion. We're not talking about politics and we're not going to talk about religion today, but we are going to talk about money.

Okay.

This is known as creative financing. Well, we can't do creative financing unless we understand the finances, right? So we got to understand the financials on the property. And that's why we have to then ask, like, can I assume you have a mortgage, right? What's the— what's the monthly payment? Does it include taxes, insurance? Are we currently up to date? Like, having that conversation has to happen. So I'm asking you guys now to kind of step over the paradigms in which our families gave us because they didn't know how to talk about money, right? To then be able to solve people's financial problems, because there is a significant portion of real estate that is Working with somebody that's in a financial challenge, right? That's why we have these things on subject-to deals, because the sellers are in a challenge. But we see, right, we see the gold in that challenge, right? We see the diamond in the rough. Sellers having a financial challenge. We see the interest rate or the potential opportunity in that market. And all of a sudden it becomes, you know, our, our gold, right? Our diamond. So We got to understand the financials. Then after we understand the financials, then we got to start talking through the deal structure. And we just have these in basic one-line questions, but it's what, it's what opens up the conversation. You guys are going to hear us a lot talk about like, just like getting them to know. Has everybody read that like little small book? It was originally made for like sales. Get to No. I think that's what it's called, right? You remember that book? I don't know. But it's all the basic concept. You guys don't have to go buy it or read it. It's all about getting somebody to no, because once they say no, that's when the conversation starts. A lot of time you'll ask somebody, be like, are you open to— are you open to selling on a lease purchase? Like, no. You're like, oh, okay. Well, look, I get it. 99% of the people we buy from want traditional sale. What about what I asked you doesn't work? Now we're back on the table, right? Most people say no for usually one or two reasons, right? One is, you know, they're fearful, like, why is this person asking me these questions? Or two is they don't understand. An unclear mind leads to— right, leads to a no. So then we just got to understand. All right, great. I'm glad they said no. Awesome. We got that off the table now. Now let's have a normal conversation. So this is the main pieces we're going to work through today: motivation, financial, deal structure. And they're all written up roughly, or they're all written up right here in these 3 simple outlines. So the deal structure question is just simple as if I— if we can agree upon like X, Y, and Z, right? If I could help you move to Florida because you're sick and tired of the cold, where you can enjoy with your family by next spring, right? Would you be open to selling the property on a lease purchase or on a financing? Connecting the motivation to the question then allows us to move them to the next step. All we're doing is we are just guiding people, right? Just guiding people on your own. We're going to move them. We're going to talk about it on Wednesday. 7 steps to a taking where it's just We're guiding somebody from where we met them to where eventually they need to be. We're going to do that through multiple steps. That makes sense? Okay, we're gonna, we're gonna go into pairs, at least small groups, and we have this entire floor so that way you guys can actually like talk. We'll do it in, uh, what time do we need to be done by? Let's do that. Give everyone like 20 minutes. We're gonna, we'll have some segments and some breaks in between, but I want to Have it so we can work through and that we can walk around and help individual groups with scripts. Yeah.

So we have 20, then we can reconvene, do a break, and then get some calls done.

Yep. I don't want you to pair up with the person that you came here with. We get a pair. We had to start talking to people that we don't know because we're about to do it on the phone with people. Right. And then when we come back, so we'll go do that for like 15 or 20 minutes. Then we'll come back and then we're going to have a good understanding of who has leads and then we're going to break them into 3 groups. So we're going to do live calls.

Yes. But I mean, it appears on page 6, especially if you're newer, you don't have to complicate it. Zach gave you the example of the neighbor. Just switch off being the seller and the investor and use those 3 questions in there very curiously. And when you're the seller, change up the answers a little bit. So I want this to spark questions that we can then help you with.

This is all about— if you look at the Genius Model, right? It's all about like the skill set.

If you look at— Not sure where to get started? Go to smartrealestatecoach.com/getgoing 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.

System. Here, let's go back to the Genius Model just so you guys can make the connection. This is all about not only the skill set, But if you go with the mindset about personal habits, Nick and I, when I first started, every single day for 20 minutes we roleplayed before I got on the phone. This is all about just getting used to roleplaying, getting loose, getting used to talking to people. And that way, when you get on the phone, you've already got some of the rust off, right? It's all about creating personal habits. Rick talks about the last time he ever made 28 calls. Why? Because Chris said that's not the habit you want to have. You want to have a different habit, and that's what's going to lead to success. We're going to be working through that here. So you don't have to be— you don't have to go crazy with trying to stump them on every single aspect. We just got to get fluid and having the conversation so you feel good on the phone. Does that make sense? And on your calls, if you're playing the role of a seller, just act like you're from New England. You can have an attitude. It's a challenge to the buyer.

So make it real, guys. What if you don't sell? I don't care. I'll stay. That's no more issue.

What if it doesn't happen?

It has to happen. I have to have a job. You know, change up the scenario so you guys get used to that. That's exactly what you're going to—