March 27, 2026

When the FBI is negotiating with hostages, they say that the most powerful move is to agree with the opponent's position before you try to overcome it. And on your wholesale calls, when the seller says, "I don't need to sell," the worst thing you can do is disagree with that. I've closed over $15 million in real estate deals by 23, and I can tell you I have turned the "I don't need to sell" objection into signed contracts more times than I can possibly count. Because the seller wouldn't be actually talking to you on the phone if they didn't need to sell. All they are doing is protecting themselves from being pressured by a stranger. And here's exactly how you can overcome that step by step. So save this because this is going to change the game for you forever. Step 1 is you agree with them immediately. Of course you don't need to sell. I've just got some more questions about the property and the situation just to see if we can even do anything good to help you. The second you say that, your guard drops because you didn't push. Now they're curious instead of defensive. Step 2 is ask them some sort of hypothetical consequence question that will get them to increase their urgency. I know, Ms. Seller, you had told me how important it was for you to move down to Florida within the next couple of months with your family. If we don't get it done by then, like, what happens at that point? And you're not trying to close them here. You're just trying to give them an invitation to open up to you. 9 times out of 10, they're going to say something along the lines of like, I have to get it done by then. Step 3 is now you probe more into their situation. You have to. Basic psychology shows that when you repeat the last few words of a person's sentence with a question inflection, they feel the need to justify. So they'll start going deeper into their problem. And the more they talk, the more they're going to reveal. Step 4 is just repeating back to them what they told you so that they can say, "That's right." And as soon as they say, "That's right," they now look at you as a problem solver instead of a number. That builds trust naturally. So when you go to Step 5, which is making the offer, you can frame that offer as a solution to their problem. I mean, Mr. Seller, as long as we can get you close to $30,000 in your pocket and get you down to Florida with your family within the next few weeks, like you said you needed, would you have any concerns at that point? They say no. And then guess what? Now I go back to the underwriting team. I come back with the offer that gets them whatever amount of money they need in their pocket. And look there, they've already accepted the offer before I even presented the price. If you keep getting shut down by the seller saying, I don't need to sell, go ahead and follow me because I break down how to overcome that every single day.