Jake Burhans explains why confidence matters most when talking to sellers. He shares Mike Gomes's advice: speak to sellers the way you'd talk with friends about a hobby you love, and they'll open up about their situation.
I would say the single biggest character trait I've noticed that's led to my improvement in being able to speak to sellers over the past 2 years is confidence, right? And something I heard from Mike Gomes, shouting him out again, is that you need to be speaking to the seller like you're speaking to your friends about one of your favorite hobbies, right? Like I'm speaking to my buddies about football. You need to be that comfortable in the conversation because the seller will feel that and they'll be more apt to opening up and just speaking more about their situation in general.
