Jesus Gabriel Mendez explains how real estate negotiators should directly address a seller's pain points and repeatedly present solutions to help them see their asking price is unrealistic. The key is establishing rapport first, then "chopping down the tree" by hitting their actual problems, not tricking them.
Do you feel that you kind of forced her to sell or like tricked her into selling? Or do you feel that you just raised her level of awareness and then she realized that your offer was the best solution?
I don't think it was a trick at all. When we talked on the phone, what really, really stood out to me was when you said just get different angles, just chop the tree down. I already know her problems. We already built rapport. So all I have to do is just chop at that tree and keep on bringing up everything that's suitable to the situation she's in because it kind of puts her in a standpoint of like, okay, he is right. At the end of the day, she was very motivated anyways. In her brain, I kind of gave her awareness of, hey, nobody's gonna buy your property for $29K.
Because most people will think, oh, you're over here tricking sellers, you're trying to coerce them to do something that they don't want to do. And like, no, these people are coming in with motivation. But what most people mess up is that, hey, they don't know how to hit these pain points. They don't know how to actually build social proof for these people to trust you. They don't know how to position themselves on the phone. They don't know what question to ask to get those pain points and to understand where they really at and where they want to go, and then for you to be that missing piece in their puzzle.
