Dean Graziosi kept raising his offer on a house from $90k to $105k while the seller stayed silent. The seller later told him he'd basically paid $15k extra by showing desperation. In sales, composure is everything.
I'm gonna tell you the worst sales call, and then I'm gonna tell you again. Piggyback a little. Yeah. This is a long time ago. This is my early 20s. I'm like, I'm broker than broke, and not in my early 20s. I wasn't broken broke, but I started off broker than broke. So I was a hustler finding real estate with no money down. Now, at that time, I had a collision shop. I would fix cars up and sell them. So I had auto sales. I had a tow truck, had about 20 apartments, and I had bought a couple of houses, right? And then I was renovating and flipping the house. So I'm buying this piece of property, and it's a big piece of property I got a great deal on. And I'm early 20s. No one's ever. I know how to sell. If you're on sales, there's some people who are very systematic and I love that. I've had top sales people that follow the same method, same script, and they sell with a process. And that's amazing. That's really a great way to replicate yourself, right? And then there's other people, very intuitive. They share through their heart and their soul. You can feel their pat. Like there's all the different versions of sales people. I think I was so desperate that I was so transparent and authentic. I used to sell really well. I'd outsell my dad 4 to 1 when we sold a used car. And I'd just go out there and I'd listen. And if I knew it was a good car, man, I wanted to get that people in it because I knew they'd love the car, right? My dad was more systematic anyway. I had done really pretty well with sales my early 20s. But I needed this piece of property because figure a piece of property, gorgeous piece of property on the Hudson river in upstate New York. But it was kind of landlocked, so I. Nobody paid for it. So I bought this piece and I needed this other house that gave me a gateway into the property. Make sense, right? Like, listen, who usually wins a conversation? The person with the least interest or the person with the foot out the door, right? Like you got a foot out there, like, you better sell me or I'm leaving. And that usually wins, right? Well, I. My desperation overcame my logic when it came to selling. So you gotta just. I don't think I've ever told this story. So I called this guy and this so long ago. There's no cell phones, there's pagers and tape recorded. Like, if you're watching movies where somebody goes and they hit their answering machine with a tape in it. That's what was around back then, right? Right. Early 90s. So I leave this guy a message. I'm like, hey, man, I know you had that house for sale. I'd really love to buy it. Say he was offer. Let's just use round numbers. Say he was offering 100,000. He was asking 100,000. So I said, hey, man, I'd love to buy that house from you. Get back to me. I'd love to give you 90 grand for that. Let's just call the deal. I can close in 30 days. Let's get it done. So I hear nothing. About two days later, I call back, say, man, I. I didn't hear from you because my desperation's building, right? The complete opposite. I'm desperate on the opposite side. I said, hey, man, I get you. I heard your silence. Let's just make it 95 grand. Let's close this deal up. Four days later, nothing. I call him. Like, man, you are freaking. The. Your silence got me. Okay? Not only the hundred grand, I'll give you 105. Let's close this deal, man. You know I need it. I can't lie. I can close the next 30 days. Give me a call. Two days later, the guy calls me back, and he's laughing, hysterical. He goes, dude, I was on vacation with my family, and he said, you just cost yourself 15 grand, and I didn't have to say a word. And what an incredible lesson that was, man. I just. I was so, like, desperate that, yeah, that's the complete opposite of a good sales call. What's up? What's up? Hey, before you go, you need to watch these next few videos. They're absolute game changers. Hurry up and click right over here and watch them, and I'll see you there.
