Chris Prefontaine teaches his team three negotiation tactics: anchor sellers with 96-98% net proceeds, plant doubts about market conditions like 17-20% of buyers unable to qualify, and follow up relentlessly on every lead. Real examples show how these scripts keep sellers engaged and close deals.
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So don't give up on these leads. They're leads until they sell because they—
these—
so many of these things are dying. Why wouldn't you get the full price if they're identical houses? Carola told me there's a lot on the market, so I was right on that.
Yeah.
Okay. And John, the answer is I don't know.
Right?
The answer is I don't know. I just— when I say that, you guys, they can Google it, they can look at everything they want and find out their own stat. I give them usually 96 to 98% is what I use. And I said, hypothetical, I don't know what you're going to get, but you didn't get it yet. So here's a rough number. Gotcha. Gotcha. Thank you. I've been using that 10 years. I've been using that sort of that tactic.
Hey, Chris, you had said that to me. last week and I used that yesterday. I did 95% and I did 96% on the second one for their realtor's cost. And my number came within $2,000 of what he thought he was going to net on the sub-2 deal that I was talking to. So it was just a conversation that I said, well, what are you really going to take home is what I wanted to get to. And he was really close to mine too.
Yep. 100%. Good.
Of course, I planted a little seed in their head too, because when I walked in, I'm like, wow, there's a lot of houses for sale in the area. I mean, it was really true. And I said, yeah, we are extremely busy because a lot of people can't close on their homes anymore because it's such a high interest rate. So that was kind of like the start of our conversation. So I already planted that seed, a lot of houses for sale, people can't close, and Of course, Chris did all the other work.
Right. But those are key things. If you were on the phone, you would say to the interest rate thing, I have this on my list. So let's go there right now. Actually, this was top of my list before I talked to Mike and Rick and Rusty. We just said, hey, what's been kind of the vibe? I'm listening to a lot of calls and these guys agreed where you guys are not— you're giving up too soon. You're not planting the seed of what Carola just said, that 17% to 20% of the buyers can't qualify. Or be general like she just did. Many buyers can't qualify. That's in the news. You're not telling them something new. You're reminding them that I get that you want to sell. This is all in the scripts, guys. I just don't think everybody's using it. 99% of the homes I buy that sell— and I say it funny, if you listen to the script channel, the calls, I kind of chuckle. I say, oh, they all want that. Everybody wants full price. 99% of the homes they buy, they do. But— and you plant the seed of 17 to 20% of people are qualifying. If you heard my last call, I think I went on to say to the guy, to make matters worse, those that qualify, 20% of those are dying. That's according to The Wall Street Journal. That's not made up. So before you get off, you plant that. Don't give up. And then when you call back, I called one this week, a follow-up, and she said, I was just going to call you. The financing fell apart. Can you imagine that? What a surprise. So don't give up on these leads. They're leads until they sell because they These— so many of these things are dying.
