March 19, 2026

Whenever Henry tries to price anchor, they say no, they're not interested, and they just hang up. This happens to a lot of beginners for two reasons. One, they're not anchoring properly, and two, they don't have enough rapport to be able to offer yet. If you offer too early, one, before you have enough rapport, and two, before you take the prospect to their deepest point of pain, of course they're going to hang up and say no. But if you do these next two things I'm about to show you properly, the seller is actually going to appreciate the anchor. So one, building rapport. You and they won't just hang up the phone to you because you said lower than they were hoping for. And the next part is the proper way to anchor, and that comes down to 2 steps. First is something called the other investors anchor. So what we do is we look at this estimate. Let's say this estimate is $100,000.

We'll say, okay, ma'am, so I'm just looking in the neighborhood, and, you know, by no means is this our offer, just kind of what we're seeing other investors buy properties for cash at. It's looking like they would be around $40,000 to $50,000. If they were to offer you something like that, would, would you still be able to achieve dream outcome? So if they wanted to move down to like Florida with their family, be like, would you still be able to move down to Florida with your family?

And if they say yes, then you come back in with an offer in that range. If they say hell no, no worries.

By no means is that offer at all. I was just curious what I should do in the case that the underwriting team comes back in a little bit lower than you and I are hoping for.

Always say you and I there. It's because you're putting yourself on the same team as the seller. Then if following my sales process, there's gonna be a little bit more in the script to pre-handle all the objections that will come up after price. So you don't get the, I need to think about it, I need to talk to my attorney, I need to talk to my spouse. We handle all of those before we even talk about price. Then when I make my first offer, I'm gonna come back from a hold and say this.

I'll say, hey, hey, miss, can you hear me? Hey, um, unfortunately the underwriting team did come back a little bit lower than, you know, you and I are hoping for. It looks like the best you could get approved for is, you know, $60,000, which will put $25,000 in your pocket and help you get down to Florida with your family. Now, I know that's not what you were expecting, but will that at least put you in a better position than you are now?

You have to end it with that question because if you just say, we approved you for $65,000, they're gonna be like, I'm done with this shit, beep.

But if you focus on their pain and the actual outcome, then they stop thinking about the price and start thinking about the solution.

Go utilize the anchor I just taught you with my tonality, and I promise you, you'll never get hung up on again.