In this clipped segment from a Deal Structure Sunday mastermind, Chris Prefontaine walks participants through a live role‑play of a common seller scenario: a homeowner says they need the proceeds from a sale to purchase their next property. The group (Sean, Don, Mike, Rusty) practices qualifying the seller, determining whether the deal fits their buyer criteria, and deciding when to walk away. They discuss specific probing questions (net proceeds, alternative plans, timeline), the use of internal form letters (cash‑only letter, Mod 3, letter #9), and follow‑up cadence (60‑90 days). Chris also highlights the “unseen work” behind deals—late‑night calls, internal negotiations, and the reality that even seasoned High 6 members face complex, non‑textbook situations. The session serves as a teaching tool for community members to understand real‑world script application, qualification thresholds, and the importance of systematic follow‑up.
Chapters
All right, welcome to this week's Deal Structure Sunday. This is a different one. I say that a lot lately, guys, because I'm trying to show you, expose you to different types of deals. We could give you the rosy deals, the warm and fuzzy deals all day long. We do hundreds of them. This deal was discussed on a High 6 private mastermind call. We clipped it for you. There's a lot of other stuff that went on. And the reason I wanna share it with you is this. Even the members in the Wicked Smart community on occasion will think, oh, they see Brian O'Neill, or they see Rick Abbiati, they see other High 6 members, and they think, must be perfect, must be easy for them, must come natural for them. They don't see behind the scenes what I call the unseen work. I'll probably talk about that at the upcoming event. But they don't see the unseen work. They don't see that. They don't see the calls in the middle of the morning, middle of the night from Brian or from Rick or from these other people doing deals. With nuances going, Chris, what the heck do I do with this? You know, how do I handle this? What would you do if you were me? I'm stressed with this. They don't see all that. So I know you don't see it. So you get a chance here to see it. You get a chance here to listen to what happens on one of these calls where we help everyone understand, hey, this is life, guys. This could and may happen to you, and if it does, here's how we're here to help you. Enjoy the video. Who has a script question, something you're challenged with, something you think you might need more work on? What can we help you with?
With respect to scripts, just like when somebody says, you know, I need money to do the next thing, is that kind of it? Or is— what do we say?
Let's role play because you're all gonna get it right. I'll let some others chime in here and I'll take the tail end of it.
What do they specifically say, Sean?
Yeah, let's role play it out. And then Mike and Rusty will comment on top of that.
Yep. So actually, um, when we were talking— do the role play like I'll be the person that we're doing?
Yeah, just tell me where in the conversation that comes up, or just like what do they say versus I just need money.
Well, what are you gonna do next with the, the property? I just had one person tell me that they were just, you know, they were gonna stay there, and I asked them, well, You know, what would you do with the money? I mean, what would— what are you going to do with it? You know, and she said, well, I need to have— I need to be able to sell it to be able to do the next thing, to be able to buy the next property.
Okay. Do you need all of it or do you need some of it?
Well, right now, you know, I, I was thinking of all of it.
Okay. What's all of it? If you were— if you were to sell it? If you had sold it conventionally with a realtor, how much were you looking to net? What's the check to you after you pay everyone, pay your realtor, your closing costs? How much are you getting?
Yeah, I was looking for $300,000 and I would be netting probably about $150,000.
Okay. What are you going to do if you don't sell the house?
I mean, at this point, I probably just have to stay here.
Got it. Okay. So, Sean, it sounds to me like you— can someone mute if there's feedback? If you're not talking, it sounds to me, Sean, like you need to sell. You need all your money, need the $150,000 to buy the next house. You need to sell conventionally. What are you going to do? You're going to stay in the house if you don't get that, if you don't get the result? Yeah, I'm probably not your buyer is what I would say to them.
Okay.
I probably can't. I probably can't help you.
And then, Sean, what would you send for a letter?
My seller doc?
Well, yes, but you would— that's an email, but you would send the cash only. Form letter, because shit changes, right? So stuff happens, right? Mod 3, that is letter number 10— uh, sorry, letter number 9, cash only. Letter number 9, Mod 3.
Is QLS—
and of course—
oh, go ahead, go ahead, Sean. I was just wondering if the QLS site, the Wicked Smart site, has been open again.
Zach showed me this morning. Now, this was 8, 8, 7 a.m. Could have been, could have been fixed more since then. You go up to your browser and do the incognito site and let you sign in. I don't know why. Now, this might be all fixed by now the regular way. Okay.
Don, if the option to stay in the house is on the table, I don't spend a lot of time. Like, I might have added, hey, look, I can help you get to your number, but it doesn't sound like I'm going to be able to help you because you need your money. If you can wait for your money, I can help you. If you can't, you're just going to stay in the house, I'm probably not going to be able to— I'm probably not going to be the best fit for you, and that's fine. Get off the phone.
You're going to say something too. Mike, did you have something you were saying before?
Yeah, I wasn't going to say anything that was earth-shattering, but just always end the call. I feel like if— and just telling them that, hey, if your situation changes, you know, keep me as your plan B or as your option. Because I am interested in purchasing the home in the area. Right. And then also, of course, setting up the follow-up. Can I follow up with you in 60 days or 90 days just to see if your situation's the same or if you are still looking to move? That way, because if they're completely not telling you no, it's not a dead deal, but obviously they need their equity to make their move. So Um, it's not a hot deal, super cold.
I like the letter, Sean. In fact, if someone told me that, I would send that letter, and on it I write to Sue number, and then I either write give back or toss. That one I'd write number 9, toss. That's what I would do.
