Jake Burhans teaches real-estate negotiators how to close sellers by reminding them why they wanted to sell, painting a picture of their life after the deal, and strategically refusing small concessions like a 1% rate cut to create urgency and force a decision.
So bringing that back up, like, all things considered, we're like, we're talking, we're so close. Like, if he can't agree to like a 1% different interest rate and we hit every other thing and we're solving his problem, that's like exactly like you said, that's when you want to bring the motivation back in and be like, paint the picture for him of what his life looks like once he doesn't have to deal with this property anymore, right? Like, all these things, like, we're so close. You're gonna— we're gonna walk away from the deal because of, of this, you know what I mean? Like, we're on our limit. We've come up so much. We're going to give you all these things, your life's going to look like this. And that's just really putting the nail in the coffin, you know.
