Real Seller Call Critique for Creative Real Estate

When Abby moved to President's Club, I hadn't critiqued the call for him in a good nine months, and I was pleasantly surprised at the progress he had made and how good this call came out in my opinion. But my my critique is on it. So we don't know how calls are going to be, right? So we write Tim sends a call in, and I so I go back in Slack and I go, "Hey Tim, notes while I listen," and then I just hit play. And we just, we listen and we type. So let's play the call and you can look at my tweaks there as we go. Let's see what you guys think of this call from Avi.

Hello?

Yeah.

Hi.

Good morning, Beth. This is Avi. Um, I was calling you about your house on Mesquite Street. I'm looking to buy a home in the area. I've tried calling you a couple of times. I thought you, you know, I miss dialed.

Oh, sorry for that.

Yeah.

Dana in Carolina, Avi is a licensed agent with a brokerage. He's someone you're going to want to talk to if you decide to be an associate. I forgot to tell you that yesterday. That's his background. He owns a brokerage in Jersey or New York, one or the other.

You know, I missed the dial from you coming back.

Yeah.

Just, just, are you still looking to sell the home? Yes, we are. Okay. Okay, great. And can I talk to you direct or do you have an agent? That you're working with?

Nope. You can talk to me directly.

Oh, perfect. Okay. So what do you hope— what are you selling the home for at this point? Like, what's the asking price?

$240,000.

$240,000. Okay. And just curious, how did you get to that number? Did you have like an appraisal?

For the licensed agents here, you see what he did at the beginning? He definitely doesn't want to get accused of calling things that are listed. So he asked that. He didn't say he was wanting it. He just said, should I be talking to the agent? Respectful. He asked at the beginning. I don't ask that. He does because of his license.

Got it. Yep.

We had a realtor look at it and, uh, in the comps in that area. And, um, that's where we kind of settled on that number. He gave us a range and then we just settled on that number. Uh, we haven't listed it with him yet. We're just waiting to see.

Okay. Definitely understand. So I haven't seen the house yet, but if I can get you your number, would you be open to selling on a lease purchase or owner financing?

No, no, we're interested in selling it outright. Okay.

Yeah, I understand. 99% of the people that we buy from, they want full price cash today. Problem is a lot of people are finding that buyers just don't qualify for mortgages because of the high interest rates. Um, I'm just curious, what is your—

Guys, This is textbook. Did you hear his script? It's right in the script. You know, I get it. 99% of people tell me that.

It just—

he's 100% scripted. Go ahead.

The patient was doing owner finance.

We're just not interested in it.

Okay.

All right. So do you get—

what's that?

So if that's the way you want to go, then, you know, thank you for calling, but we're just not interested in that. We're looking for either somebody to buy it outright. You know, we don't have to sell it. We were just testing the market to see. And, and we're just, you know, like I had it just in the last couple weeks, I've had a realtor come and look at it. She feels strongly if you put this on the market that it'll go. And so it's a 2-rental unit.

Got it. Understood. And what kind of rent are you getting?

We get $1,100 for the bottom unit and $950 for the top unit.

And what are they? Are they 1-bedroom, 2-bedroom?

2-bedroom. 2-bedroom, a bath, kitchen, living room.

Okay.

And if you don't sell it, what are you going to do?

Keep it. Okay.

Very good.

All right.

So good talking to you. Is it worth me calling back? Is there any chance you might consider that in the future?

Ask and I get.

An owner finance? No, absolutely not. No, no, we don't live in the state, so it's a rental property. We used to live in the state and we just don't want the— honestly, the hassle or whatever, you know, like. So.

Right. Well, you wouldn't have any landlord responsibilities at all. You'd be like the bank. You just— and I— we buy like this all the time. We make the payments. You don't have to worry about. Cool.

Okay. Well, thank you for your time.

You're welcome to talk. Bye-bye. Have a good day.

Good job, didn't he?

Yeah.

Damn. He still might critique. Sorry. After he did say, what's your hesitation with owner financing? He just didn't. I wanted to add that little tweak.

So what are you going to do?

You're going to lower your price then, or what are you going to do? Yeah, I didn't really have good motivation.

I thought I did great.

I probably would've taken another shot at it and just let her know, because she said they live out of state.

Yeah. Yeah.

So she wants to be completely hands-free. I would've thrown in, we are accredited by the Creative Financing Real Estate Association, and between us and our partners, we've bought over 1,000 properties nationwide.

Plant that seed. Yeah. Now what's he going to do? They'll send a form letter. Not now or cash only. Doesn't matter which form letter. One's called not now, one's called cash only. I'd probably send the cash only. It's more appropriate. And then call back. Time changes in real estate, right? They're out of state. There's a lot of flags that say call back. You guys agree? One of them is she didn't give a real reason why she didn't want to. Just didn't feel good. Tried to go at it, but she wouldn't. Yeah. Yeah. She doesn't have a reason why it won't work. She just don't feel it. Well, because she— they all think they can sell. It's normal. Then they start chasing us.

And you wanted to—

let's now do a live call critique. So we're going to have to stop and you're going to have to type. It's in President's Club. I must have missed it. Jeff hit me on Slack and said, hey, Chris, I'm putting this in the thread because I think you guys missed it. Let's go to President. Let's show this guy's President's Club. Actually, yeah, I'll just do 2 things. Go to Scripts and Dialogues.

Yep. I'm in Scripts and Dialogues.

Okay.

So Scripts and Dialogues, guys, go back a little bit just so you see it. As an associate, you get access to all this. If you did nothing else, like this is Nick posting a buyer call that he did for Lance. He did it live. Uh, keep going. Uh, another one from Nick.

Me.

So there's different— Janice, when Janice did a good one. So there's like, I know the seller calls, you can listen to 100 of them, but these were like yesterday, you know what I mean? Current stuff going on. Invaluable. Now go to Presidents, just so they can see the engagement level.

There's a call I did. Presidents Club.

Yeah.

Since we've got to do Jeff's call anyway, I was saying. There it is.

You just go by it.

It's a fun area.

I blocked one. Cool.

Oh yeah, I see it.

President's Club, they post their metrics every night. Jeremiah's in a cleanup follow-up mode. Go up. Okay, so Avi's metrics. Okay, he didn't do much that day. Deb's metrics. Annette, they'll post there what went well, what can I improve on, what win. In addition to doing the nightly, I want to hear their voice. That's why we do both.

Jeff's. Debbie.

Uh, fine, let's go to Jeff's call. I think he did it right at the bottom of the thread. And then I coached him here too, guys. So it gives us another hit at coaching, right? Because it goes in that direction. Uh, yeah, I said we'll do it this morning. There it is. I just didn't see it because it was highlighted. It wasn't like a normal—

Actually, I don't— can—

Yeah, right there.

Can you see that on— No, I don't think they can see it.

Can you guys see it on Zoom? Well, they don't have to see anything. We'll stop and critique it. We just got to give it to Jeff. You'll have to type what I'm saying. Let's play it.

Excellent.

Hey, is this Rick? Yeah.

Hey, Rick, how are you? This is Jeff Cody. You had left me a voicemail about your property in Edgewater. Yeah, I'm not a realtor, so I'm just looking to buy property. Are you still planning to sell that one?

Yeah, it's for sale.

For the right price. For the right price?

Okay.

Is it currently listed right now or is it not listed?

Nope, it's not listed.

Okay. And I think you did have it on the market before, right?

Yeah.

Okay. What was the price you were previously listed at?

I took it off the market at $739,000.

Okay.

And if you were to sell it, would you be around that same amount? Oh yeah. I'm in no hurry to go anywhere. Okay. Are you living in it now then?

It's not that.

Yeah.

Okay.

Hey, did you get it?

Okay, so I'm not in a hurry to go anywhere. So type Jeff a note. I would have highlighted that's who we do. That's who we buy from. Because a lot of time they think you're an investor trying to steal it. I'm not in a hurry. Yeah, that's what they all— yeah, I think it's tech. Yep. So say, Jeff, that was a perfect opportunity to— you can tell what we're doing here. It's a perfect opportunity for you to highlight that's exactly the seller you buy from. Yeah, they're pulling back a little bit to get you interested. Yeah, that's exactly who we like to deal with. Sellers we buy from want the best price. They're not in a hurry.

It's like perfect.

They go—

they're probably on the other end. Oh, That will continue. And Jeff's good. Sometimes you just—it's easy to miss. I can do live calls with you guys in a row and miss. These are James and Missy.

I like sellers we buy from. We're not in a hurry and want the best price.

You just tag him at the notes. Yep. Okay, let's. Let's keep going so you can finish that. This is a short call anyway.

Back on why it didn't sell with the previous realtor.

Well, on a 4-lane, so that deterred a few people, you know, the steady kid, just that. But I mean, it's— I don't know, things started dropping a little bit, but Okay, stop.

We might go up to $70,000. Let's see if he does it. But he said things are dropping again, right? Oh yeah, we're seeing that everywhere. That's why we're so busy right now. Something like that. He's got to highlight that. Let's see if he does it.

So what was that?

The guy said things are dropping again. These things. Yeah. Yeah. This is perfect chance to say, yeah, that's why we're getting a lot of We're buying a lot of homes. People can't sell conventional, whatever, whatever you want to say. Just say opportunity to highlight that. So what we tell you guys to do while he's typing is send in no more than 2 at a time. Why? Because, Dave, if you send 4 calls in, I can almost guarantee you the same mistakes will be in them, right? So if you send 2 in, we critique them, you go, okay, cool. I'll think about that. I'll put that into play, then go do 2 more. Right? And I love it because I can literally hear over time from the community members the critiques coming into play. It's really good. Well, okay. Well, great. We're making you multitask, right?

Yeah. Say that. Great. I think it's not very old. I mean, it's got a pool, 45-foot concrete dock, boat lift, double access. So, you know, We're in the mood to go to Northern Alabama to get close to our kids and our granddaughter. So, but we're in no hurry. Like I said, I'm, I, you know, I'm pretty fine with my price and stuff. So I'll just put it back on the market when it starts coming back up or put it back on this fall. So, but if you're interested, you know, that's not a problem either.

Probably a good time to highlight, be paying commissions.

Yep.

Hit him on that. And see how I said sometimes you get to your where by one, whatever doesn't work either way. He told you where he's going and why. Comes out in the wash. 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 Exactly that.

And not letting the bubbles come.

A bubble opportunity is just to insert that stuff, nothing aggressive. No.

Really? Okay.

Well, let me ask you this, Rick. If I was to get to that $739,000 price, are you open to selling it on a lease purchase or owner financing?

No. No, I can't do that.

Yeah. Okay. Yeah, I understand. Probably 99% of the people we buy from probably try cash offer today and market's changing a little bit.

You know, it's slow out there.

Just out of curiosity, what are you planning to do when it doesn't sell?

When it doesn't sell? Yeah.

You know, you put it back on, it doesn't sell, I guess. What's the timeframe to get to northern Alabama?

I'm in no hurry. I'm retired. I don't have to go there. You know, I can get my boat and go fishing and go play golf. So it's not a big deal to me, you know? Yeah. Okay.

Well, let me ask you this, Rick. Is there a time where you might consider an alternate option that I think— That's right.

Trying to figure out when you should follow up.

I probably would have asked, what is it about lease purchase or owner financing that doesn't work for you?

Yeah, a little bit more about that, I guess. I agree. I mean, he really explored like, what if I could do it? You're not in a hurry. I'll probably get you all the money and get out of town and go, go be with your kids and grandkids. But remember I said there's no harm done yet. What's he going to do, call back? And like I would say, just by this guy's attitude, probably 60 days. But send a not— send a cash-only letter and call in 60 days.

You say— and you say, I can't do that.

I don't remember. You guys remember? You say can't? I won't. I said I can't. You can't? Okay. I can't. So you could have dug into that. Yeah. Like Avi did. Why do you say that? Let's see. This call is 3 minutes. Avi's was about 4 minutes. This is what I'm talking about. You don't need much time. Chris, how would you insert the thing about You don't have to pay realtor commissions without sounding— Well, he says he's going back on. So what if you could get to your price without eating into that with realtor commission?

Okay. I like that.

I'm curious. So if I got you a price right now, you wouldn't go this over— we'd do this over time? Just reiterate the question. Right. Okay. I like that. No, I'm not selling it. Even if you got full price, like, just keep asking.

That's good to you or Reno?

No, I'll never lease it out or anything, or owner financing. That won't happen.

Okay. All right.

Got it. Do you need that equity again?

Alabama? Yep.

Yeah, I do. Okay, Rick.

Well, I appreciate the time. I'll definitely keep an eye on the house.

Rick, you also didn't ask how much of the equity needs to go to equity. Okay. Thank you. Thank you. Thank you. Okay, good call though. Are you guys decent? Just tell him that the form letter, Rick, he has only a form letter and call in a couple months.

Oh, the last one was, oh, how much do you—

he said he needs it. Jeff did ask, but see, he's asking, but then he's not following up with any, like, solutions. He's asking and moving on. But you can see how the— well, let me ask you, can you see how the cockatiels, you know, can speed it up, you know, learning curve? I noticed something. This guy said he didn't want to leave. Lease or owner financing, he said. Right. But it sounded like he thought— the seller thought he'd be leasing it, right? Like, and still involved in it.

Yeah. Or he thinks it's just renting.

Yeah. Right.

You know, they're about Why he should have dug deeper, but it's okay. He just called back and the pain might be a little bit more. He says they're going to go, but he does want to be with the kids. There's got to be some emotion then. Yeah, it sounds like he didn't want to sound desperate is what it sounded like. Yeah, it is.

So how much should I lose you about now?

Send cash only and call in a couple of months.