Wholesale Real Estate Training (FULL GROUP COACHING CALL)

We are going to do this literally line by line. So now you have a dynamic document here. We're going to go word for word. I'm going to say it and then you're going to say it and I'm going to critique you. Okay?

Okay. Sorry, it's not popping up. One second.

You're good. So we're going to do the entire script. The entire script. And we're going to go line by line. This could take an hour. So I'm gonna say it first, then you're gonna say it and I'm gonna critique the portions you need help at. Okay?

Okay.

So the first line will sound like this. Hey, Ty. I need you to respond, by the way. Okay. Hey, hey, Ty. Yes, hey, Ty, this is jt. Then you would go into whatever marketing source it is for today. We're going to pretend it was. We're going to pretend that it was sms. So I'm going to say, hey, Ty. Hey Ty, this is jt. I see you responded to my text about getting an offer on one two three Main Street. Is that something you want to sell immediately or are you just looking at possible options while you have some free time? So you're going to run the introduction using the sms.

Okay. Hey, jt. Yeah, hey jt, this is Ty. I see you just responded to my text about getting an offer on 123 Main Street. Is this something you want to sell immediately or just looking to possibly at possible options while you have some free time.

Honestly, bro, that is the best I have ever heard anyone on their first try, so fantastic. Really good job there. Okay, the only thing I would say is your voice is a little deep there. Add a little bit of like in a little bit of a higher inflection sometimes because it adds like some juvenile to it. Like you want to have a little bit of like, youth in these conversations. Next line would be. So, good news, it looks like I was assigned to your file because they thought I'd be the best fit to try and figure out a solution to help you. Did I catch it a bad time?

Do you want me to respond or do you want me to say it?

No, just. You're just going to read it.

Okay. So good news, it looks like I was assigned to your file because they thought I would be the best fit to try and figure out a solution to help you. Did I catch you at a bad time?

Good. The only thing I want to change here is I would be the best fit to try and figure out a solution to help you. Like smile at the end. Don't say, I would be the best fit to try and figure out a solution to help you. Like, smile like you want to bring, like, some, like, almost like a sigh of relief, like, hey, I'm the guy to help.

Oh, wait, so this. I was assigned to your file because they thought, like, kind of.

Yeah, they thought that I'd be the best fit to try and figure out a solution to help you. You see how it's like, almost like. Like a happy energy at the end?

Yeah, like. So, good news. It looks like I was assigned your file because they thought I'd be the best fit because they thought I'd be the best fit to try and figure out the solution to help you.

Good job. Good job. If they say it is a bad time, okay, no worries. I can squeeze you in between appointments. Let me check at 2 or at 4. Which one of those works best for you? And the reason we do that line right there is because of frame. We don't want them to think that our schedule is completely opened up. So we don't want to say, hey, when can you squeeze me in? No, I can squeeze you in at these two times. You pick. Does that make sense? So say that line. If this is. If they say yes, they're busy or it's a bad time.

Say that again. Sorry, I had to check that text.

You're good. Okay, no worries. I can squeeze you in between appointments at, like, 2pm or 6. Which one of these works best for you? And the reason we do it that way is because we don't want to lose frame. Okay? We cannot lose frame because as soon as they think that we are or they're helping us, they now have leverage. So we have to show them, like, hey, we're real businessmen. We have appointments. We're helping a lot of people. We only have this time, and this time, you pick. Does that make sense?

Okay. Okay, no worries. Yeah, looks like I could squeeze you in here maybe around 2 or 6. Which works better for you?

Yeah, good job. Good, good job. So the whole. The portion of that is like, simply. That's only if they say that we caught them at a bad time. We want them to understand that we are the business people here. They are the consumer. They need our help. We do not need theirs.

Right.

If they say no, you go, yeah, great. And this first call, it's really pretty basic. It's really for more. For us to find out a little bit more about the property and your situation to see if we can even do anything good to help You.

Oh, I see that here. Okay. So you. Me to say that y. Yep. Okay. Yeah. Great. Look, this first call is pretty basic. It's really more for us to find out a little bit more about the property and your situation, to see if I can even do anything to help you.

Do anything good to help you. That's way more conversational. Like, you sounded very proper. There's. It was like, if I can do anything good to help you instead, like, if I can do anything good to help you, like, just make it really conversational. We're trying to build rapport with these lines. Okay.

Yeah, Great. Look, this first call is pretty basic. It's really more for us to find out a little bit more about the property and your situation. To see if I can even do anything good to help you.

Good. A lot of people skip this, skip your situation because they think it adds friction. But we want to preface them that we're going to be asking situational questions. Right. A lot of people be like, it's just a little bit more for us to find out about the property. No, about the property and your situation, because we're opening up to that. Does that make sense?

Yeah.

Okay. And then at the end, once we find a solution to help you and that makes sense for you, we'll go ahead and send you over a simple agreement to approve so we don't keep you waiting and waste your time. Because I'm sure speed is important to you. Right.

And at the end, when we find a solution that makes sense for you, we'll go ahead and send over a simple agreement to approve. Simple agreement to approve. So we can keep you so we don't keep you waiting and waste your time. Because I'm. I'm sure speed is important to you.

Right.

Do it again. Just do it. Do it. Run it one more time.

And at the end, when we find a solution that makes sense for you, we'll go ahead and send over a simple agreement to approve so we don't keep you waiting and waste your time. Because I'm sure speed is important to you.

Right.

Good. The reason we say this line is because we're flipping frame and we're getting them bought in to them signing on the call. Right?

Right.

We're telling them, hey, you're going to get closed at the end of this call, so there's going to be a simple agreement sent to you. We're going to have you approve it on this call. And then we're not saying because we need it. Right. We're saying so we don't keep you waiting. Right. Because they need us. We're trying to. Because they want speed. That's what they're coming to us. Right. So we're trying to frame it as. Hey, we're trying to help them, not help us make sense.

Yeah.

Good. And then. Perfect. Are you in a position to be able to move forward once you find out a solution that makes sense for you?

Perfect. And are you in a position to be able to move forward once we find a solution that makes sense for you?

A little bit more curious there.

Okay, perfect. And are you in a position to be able to move forward once we find a solution that makes sense for you?

Really, really good. Really good job. Boom. All right, so just in case we get disconnected here, I'm just going to ask you to pull out a pen and paper or just like a notepad so I can tell you some things that you'll surely want to know, especially if we get you approved. Let me know when you're ready to take notes.

All right? So just in case we get disconnected here, I'm going to ask you to pull out a pen and paper or notepad so I can tell you some things that so I can tell you some things that you will surely want to know, especially if we get you approved. Let me know when you're ready to

take notes one more time. Okay?

Alrighty. So just in case we get disconnected here, I'm gonna ask you to pull out a pen and paper or notepad so I can tell you some things that you'll surely want to know, especially if we get you approved. Let me know when you're ready to take notes.

Good. The purpose of that, it's literally just setting up expectation of more business professionals. Right? Like, hey, we're helping you on this call. You need to take notes, not us. Right. So first things first, My name is JT Really simple, just two letters. JT Our company name is Fast Cash Offer Now. And our website, Super simple fastcash offer now.com, where you can see all of our testimonials, reviews, and you can see how our process works. In addition to that, my phone number is 123-456-7890. So, Ty, in the case we do get disconnected, you can call me or text me anytime. Could you repeat that back to me really quick just so I know you have the right number?

You want me to go.

Just repeat it back to me if you can.

That whole thing. Right? Okay. Okay. First things first, my name is.

Sorry, sorry. Repeat that. Repeat the phone number. Back to me and then I'm gonna finish and then I'll let you go.

Okay. Okay. Yeah. I have here 1, 2, 3, 4, 5, 6, 7, 8, 9, 0.

Boom. Yeah, that's. That's right. And for you, is this a landline or a cell phone?

Cell phone.

Perfect. And most importantly, the file number. Your file number is going to be JC Dash 1234. This is where you can call back anytime to ask for updates or you have any questions on your file. And notice know how close we are to getting you to the floating table. Okay, now repeat this. Repeat this whole thing back to.

What does JC stand for?

Well, it's just a file number, but I did it because I love Jesus. Jesus Christ.

That's awesome.

Yeah.

Okay, first things first. My name is Ty. Our company name is Fast Cash Offer now. Our website is fastcash offer now.com where you can see all our testimonials, reviews, and see how our process works. My phone number is 12-3456-7890. So in case we get. Get connected, you can call or text me anytime here. Could you repeat that back for me just so I know you have the right number?

Yeah, it's 12-3456-7890.

Perfect. Okay, thanks. And for you, is this a landline or cell phone?

It's a. It's a cell phone.

Okay, great. And finally, most important, your file number here. Your file number will be JC7890. And this is where you can call back anytime and ask for updates on your file or anything like that.

Perfect. A couple things I want you have a little bit more energy. Like put a smile on your face. Okay. Like your voice, dude, your voice inflection is great. You're doing a really good job. Your pacing is excellent. But one thing I want you to do is just have a smile when you speak sometimes. Because people might get like, you have a very soothing voice. But I want people to keep their energy. So you would be like, for example, if you have a person on the call who's like this, like really, really slow and laid back, match their energy. Just one up them a little bit. Don't ten up them. One up them. Right? But if you have a person like me who's like always on fire, wanting to just kill everything in sight and just beat everybody up, then you need to be at a higher energy level. Does that make sense?

Right? Right?

Yeah.

I've heard about matching energies. Yeah.

Yes. So we do. We. We call it one upping. We one up. Everyone's Energy. We never, we never go below it and we never go so far above it that it's, like, annoying. We just want up it a little bit to keep them. Keep them high, keep them up to our pace. Makes sense.

Yeah.

Jacob, you have a question?

Yeah, I was just curious. What is the, like, not to, you know, demean what you're saying or think that it's not, you know, it doesn't have a point, but what's the purpose of making them write down the phone number and all that good stuff? Like, I'm sitting here, it's like, it's 2026. Everybody has caller ID. If I want to find your number, I can like that sort of thing.

Yeah, no, I totally understand that. That's a completely valid question. Let me ask you this, Jacob. If someone ever calls you to offer on your house, what do they say? It sounds like a kid on the phone who's like, hey, can I give you a cash offer? So when we sit this and treat it like a business, they actually feel like somebody's taking it seriously. Right. They begin to. They. They start to have trust because you treat it like a process. Right. If you get on the phone, you ask them some questions, they give them an offer, they don't have the trust that you'd actually be able to close. Would you believe someone could actually close on your property? They just hopped on, ask you some questions, didn't show any proof that they were really a business, and then just was like, like, would you believe that they're going to actually close?

Okay, that. That makes sense.

You know what I'm saying? Yeah, yeah. So the whole purpose. Go ahead.

Yeah, I was just going to say, can we. Can you leave a little bit of time at the end for a question that's completely unrelated to what we're doing right now?

Of course.

Okay.

Yes, sir. So introduction, if you're asking about. If it's about your deal, we have a call with him. We had a call with him like an hour ago. And I don't know the update. I will give you that in a second. Okay.

No, it's completely different.

Okay, cool. But introduction. So the introduction, the whole purpose of it is to build rapport, break the traditional cycle of a sales call, set proper expectations, and instill scarcity by getting frame and then making sure they can qualify, not us qualify. Right. We're not qualifying to buy their house. They're qualifying to work with us. Does that make sense? Good. How we break the traditional cycle of a sales call is through tonality, curiosity, and Treating it like a business versus everybody else. And then you also want to set proper expectations that where they're going to sign by the end of this call. Make sense? Yeah.

Boom.

So now we're going to move into the reveal. This is the second most important part. Well, reveal and secure positioning are the two most important parts of the entire space because reveal gets them to reveal their pain and secure positioning gets them to be bought into our process. So this whole entire thing, reveal is building trust. Secure positioning is pre handling all objections. So let's go ahead and get into the reveal to where we're going to make them feel their pain. Right. This is for the reveal portion where you're going to find out how to really, truly properly execute. This is through two books. And the books are how to Win Friends and Influence People by Dale Carnegie. And the other book is Never Split the Difference by Chris Voss. Those two books will help you execute the reveal extremely well. But you're ready to get into it.

Yeah.

So, okay, Ty, should be all you need for now until we find out if we can get you approved for an offer. But until then, could you give me a little bit of a rundown? Do you currently live here or are there tenants, like, what's going on?

Do you want me to answer? Sorry, I keep forgetting. If you want me to answer.

No, for this. For this specific example, a couple things. If you know that they're already a home, if you know that the homeowner, if you know it's vacant or you know there's a tenant, you're actually going to say, like, give me a little bit of a rundown. I know you live here and all, but what made you want to make this move now? Or if it's tenant occupied, could you give me a little bit of a rundown? I know you have these tenants and all, but what made you ready to make the move on something new? Now always end with now, right? If it's vacant, could you give me a little bit of a rundown? I know it's been vacant for a little bit, but what makes you decide to go ahead and sell it now? But if you don't know it's. Do you currently live here? Like, what's going on? So just hang. Let's pretend you don't know. So let's pretend you don't know. So just utilize this. This portion.

That's so funny. You're highlighting. And it's highlighting on my.

Is it really. See, that's why. That's why I like this link, because it's dynamic, bro.

What the hell's going on? So just repeat.

Yeah, okay.

Okay, jt, that should be all I need from you now until we find out if we get you approved for an offer. But until then, could you give me a little bit of a rundown? Like, do you currently live here or are the tenants, or what's going on?

Good job. Good job. Right, so pretend. They say, let's pretend the average person you work with is a homeowner. So that's what we're going to practice for now. But for future reference, it could be any of these. But I'm gonna. We're gonna practice homeowner today, right?

Okay.

Oh, and for. We're gonna. We're gonna role play this part. I'm not really gonna go word for word off the script, because I want you to understand how I. How I handle this. Right?

Yeah.

So just. Just role play with me. Do you currently live here? Are there tenants? Like. Like, what's going on?

No, I live here.

Oh, you live here. Where are you headed to next?

Somewhere warm.

Summer warms. So you're moving just because of the cold, huh?

Yeah, I think I've been here. Been here long enough. It's been 68 years.

68 years in the same house?

Well, 25 in this one.

Oh, okay. And that. I know you want to get to somewhere warm, but, like, where do you think you're going to be moving to?

Well, I was thinking, like, everybody else does go to Florida.

Yeah, I'm sure you are. I'm sure you are. And how does that. I mean, besides the warmth, like, how does that compare to where you are now?

I mean, I won't have. Have to worry about any snow days anymore.

Ah. So really, I mean, the big thing is just the. The cold here.

Yeah, I mean, that's the biggest thing. Like, obviously, you know, I've been here long enough. Family's gone. I've grown out of it.

Where's your family at?

Families around. I've got, you know, a couple kids in different states. They're kind of all over.

Yeah. Notice one thing, though. I try. I was probing until he said something that matters, which was family. Because cold doesn't matter. You can't build pain off of cold. Right, right. You said family. Now I have to take down the family. Oh, you've got. You've got kids all over the state. We're all over the states,

yeah. One's in D.C. and the other ones in Arizona.

Oh, cool, cool, cool. You got any grandkids?

Yeah, I have two Grandkids.

Oh, really? Really. And they did one each, like, one in Arizona, one in D.C. or are they both in D.C. or Arizona two

and two in Arizona. The D.C. one's not ready yet.

Yeah. Okay. Do you get to see. Do you get to see them a lot?

Not as often as I would like, but, you know. Yeah, I don't know, maybe.

Arizona is a pretty warm place.

No, yeah, I've thought about there, too. I guess if I do sell this, then I should talk to them.

Yeah. And honestly, Ty, the reason I ask is, like, we want you to kind of have somewhere picked out that you're going to move to just so we don't take you out to the streets, you know?

Oh, yeah. No, that makes sense. Yeah.

I mean, so if we do end up buying it, like, what do you think the plan is?

I mean, well, now that you're making me think about it, I guess I should be closer to the grandkids.

Okay. Yeah. I mean, you only get to be with the grandkids once, right?

Yeah.

You said you've been there 68 years. How old are you now?

68.

Oh, so you've lived there your whole life?

Yeah.

Awesome. Awesome. But notice how I'm just literally probing. I'm just building trust and rapport here. Like, I'm getting. I'm getting into depth now. You want to be closer to your grandkids now, you know, you, like, you've thought about it. Like, it's still warm in Arizona. Like, I'm giving you. I'm trying to get you to come to a decision in your head. Right? I'm trying to get you to lead your. Like, say, you. I want you to say the decision, not me. Right. I don't want to say, hey, you should move to Arizona, or, hey, you should go ahead and identify a place. I want you to identify the place in your head so that you feel like you should take a certain action. Does that make sense? Jacob, question.

Yeah, I was just curious, like, when with people who are about to get evicted, do you.

Do you ask. Do you mean foreclose?

Yeah, foreclose.

Yeah, yeah, yeah, sorry.

Like, do you ask them, like, what their plan is? Like, because I'm worried they'll say, like, yeah, I'm about to go with my car. Like, I have no other options.

Oh, yes, dude, that's the best people to ask what you're.

I get it. I get it. I get it now. It's all coming together.

Yes. Dude, you want them to be in so much pain, bro. Like, imagine this shit Right, Right. Imagine this. They're like, they're going through pre foreclosure. They're about to get kicked out of their house. But like, oh, my God, like, what's. What's the plan? And obviously they're about to get kicked out of their fucking house, right? And so, like, I'm going to sleep. Sleep in my car. So. So if we don't sell this house, there's a chance, like, you walk away with. With nothing and have to sleep in your car. You'll be homeless. And now they're like, fuck, I'm going to be homeless. I just made it a reality. I just made it a reality for them. So, like, I'm gonna be homeless if. If I don't sell to these dudes. Do you see that?

Yeah.

Yeah. That's how we built. We. We're building so much pain. Like, we want them to feel so painful that it makes. It would be stupid for them not to work with us. Makes sense. Okay.

Okay. Yeah, makes sense.

Appreciate it. And thank you for asking that question because not everyone would understand that. So that's a really good question for me to ask. So at this point, we know the guy is tired of the cold, but we don't really know why he wants to sell. Right? We know he wants to move out of. Out of Florida or out of wherever the hell he's at, let's say Minnesota for this property, but we. He doesn't really know why. It's just the cold at this point. Right. So for this specific example, we would have. We would have a clear motivation, no urgency. Right? So I would say something along the lines of like, so besides it being cold and you wanting to get closer to your family, like, what was it that came up that made you want to possibly look on moving on from this house now? Give me something, Ty. Just say some. Whatever you want to say.

Oh, wait. Sorry, I had to check my phone. Are you.

You're good?

You're him.

No, you're good. So for this one, I want you to just give me an answer. So we. For this, there's no. There's. There's a motivation. You want to move close with your family and it's cold, but you don't have any urgency. Like, I haven't been able to build pain with you yet. And since I haven't been able to build pain, we're going to go clear motivation. Okay, we'll say so besides, like, you wanting to be closer to your. To your family and. And it being cold, what was it that came up that made you want to possibly look on moving on from this house now?

Well, I mean, I could use the retirement money and, you know, I mean, just be nicer to be closer to. Yeah. Now that you're. We're talking about closer to the grandkids and, you know, I think it's that. That time in life.

Yeah. And. And how long have you kind of been. Been feeling like that?

Probably about 10 years. You know, once the first, you know, my one grandkid is 11, the other one is eight. So, you know, pretty much since the first one came. And then I've just kind of been putting it off.

Yeah. So you've kind of been thinking about this for a while, but you just haven't had the opportunity.

But.

But now it's here.

Yeah. You know, people, they're getting. The kids are getting a little worn out of. Of coming here for holidays, so.

Yeah. And it's important you get to spend a lot of time with them. Right.

Of course.

So I'm just getting you to talk about, like, what life would be like if you were to sell to us and how much better it would be. Do you see that? I'm bridging. I'm doing a. I'm doing something called. I'm creating a gap. Okay. I'm creating a gap between where they're at right now and where they want to be. So I just said, like, go ahead.

Do a lot of people, like, allow you to get into this stuff? I remember when I called somebody and he was like, I tried asking him about his son or something, whatever. He's like, that doesn't matter. He's like, I just want to look at getting an offer.

I'll literally do this. I'll literally do this. Ty, Honestly, bro, I could be like all these other companies and ask you some questions about your property and then give you some low ball cash offer. I can do that just like all the other companies. But what I really would like to do was ask you these questions to see if I can actually provide a solution to help you. Because I may be able to do many things to actually help you achieve the outcome you want. But if you just want some cash offer, that's a low ball. I can do that too. Right. I mean, you tell me what makes more sense for you. Just helping me understand your situation and see if I can help. Or do you just want me to just go back to the team with what the information I have right now and just give you some offer?

Would you actually say offer?

Oh, hell yeah.

Yeah.

Okay, dude, I. I'm like a very. I'm a very genuine bro. Dude, here is a great story really quick. Had this one guy on my phone, right? He is being an ass, right? This is how I got him to open up. He's like, my wife. He's like, my wife hates this house. I don't want to sell it, but my wife wants me to sell it, and I'm not selling it unless I get this price, because she always says that I don't need this house because I'm always over here, and she thinks I'm cheating. Right? I said, dude, I know your ass is cheating. And he said, damn right. And we started laughing. As soon as I said that, bro, defuse the entire situation. I did this live on call. So I used to teach sales classes for, like, Courtney students, right. And. Or for Courtney's clients. And, bro, everyone was like, what the? Like, it just got him to open up so much, right? Because I just, like, I just confronted him, and it was like, a funny moment, and. But yes, I will say, bro, I'm not gonna bullshit you. Like, I will literally be straight up with these people.

That's cool. Okay.

Yeah. So that's. If there's a clear. Like, there's a motivation, but you don't have any urgency now. If motivation is clear and there is urgency. Right? So we're gonna say, just so I understand the rationale here, what's the main reason you're reaching out to us? Maybe for, like, a quicker close or easier transaction versus, I don't know, just taking a chance and listing it with a realtor and going through all that hassle. And the reason we do that is we want to push them off. Right?

Right.

And then if there's no. Because, like, we don't want them, we don't ever want to sound thirsty. That's what I'm trying to say.

Yeah.

And then if there's no clear motivation, like the billionaire I talked to on the phone, like, the other day, it's like, it. It sounds like things are going fairly well for you here. I mean, what's the rationale behind wanting to sell the property rather than, I don't know, just keeping it and maybe building a house one day?

What did he say?

And he was like, honestly, man, I'm just looking for a good offer. And I was like, all makes sense. But why now, though? He's like, I want to go travel the world now.

Can he already do that?

Yes. He can't. Yeah, he can't. Like, dude, this guy's rich as fuck, right? So he probably just wanted to throw away money. You know what I'm saying? So now I have to understand what his goal is, and I can offer a proper solution to reach his goal. Makes sense.

Yeah.

But for you specifically, just run this one. This is the most common one. You get clear motivational urgency. So go ahead and do this one with me.

Just start with clear motivation, saying, so

we're just gonna do this one.

Okay, so do you want me to just use what I was saying with you?

Yeah, that. That's fine.

I mean, so besides the grandkids and, you know, getting a little warmer and things like that, what. What was it that came up that made you want to look at possibly moving from this house?

For one, there's three things we got to fix here now. You have to say now.

Yeah.

You have to pace more, and you have to sound way more curious and concerned. The only way you're going to get them to open up at this point is tonality.

Okay?

That's the only way. So you have to do that. Do that here.

So besides wanting to move, you know, to the warm weather and the grandkids, you know, obviously, you know, time. Time gets us all. You don't want to waste that. What was it that came up that made you want to look at possibly moving from this house now?

Good. A little bit more concern, though. That was better on the curious side. But I need you to be more concerned, like, empathetic.

Okay.

You see how, like, I'm talking with my voice higher? And what made you possibly want to move on from this house now, though? You see, I'm just, like, really empathetic. Here, try that.

Well, so besides, you know, missing out on spending time with the grandkids, which is very important to anyone, and, you know, obviously, the warm weather's a plus, but what. What was it that came up that made you want to look at possibly moving from the house now?

Good. Good job. Good job. Then he says something, and then you're like, oh, now we're gonna pace. Make him feel pain by talking about length. How long has that been going on? Makes sense.

Yeah, dude, when you did, I didn't even, like, catch. I just was in it, dude.

That's the thing. You know what I'm saying? It's like, literally, this is what I do really well is I get people to open up to me, and then it's just a conversation. I don't even talk about the house, bro, until. Until after this. I spend, like, 30 minutes on this portion Alone, like, spend as much time as you can getting them to open up. So here is a huge objection. 90 of people get, I need to talk to my attorney. I need to review the contract. Right, bro. No one sends that shit to me, bro. No, because they trust me. They believe me. They love me. Like, they just want to talk to me. Like, they enjoy talking to me. They don't need a dude. These people don't have an attorney, bro. Let's be. I literally told this the other day. I didn't have an attorney on retainer till I was making like 40,000amonth. These people definitely don't make that. You understand?

Yeah.

They don't have no damn attorney. They're going to go talk to. They're going to go sit there with their wife or their baby daddy or some. They're going to go through it and they're going to be like, yeah, I'm scared to sign. They don't trust you enough, they'll sign with somebody else. Makes sense.

Yeah.

Next is the assessment. So this is where we're just literally collecting facts about the property. I'm not going to make you go super in depth into this because it's not that big of a deal. It's literally just to avoid how can I buy my house over the phone. I'm going to say where I'm going to have you do this. I'm going to. I'm going to read all the questions, but it's literally so simple. And then I'm going to have it. I'm going to explain the reasoning behind there and then that's literally all we're going to do for this portion. Okay. And thank you for sharing all that with me, Ty. That is definitely. That's definitely helpful and it, it helps the chances of you getting approved. But before we get into the inside of the house, could you tell them a little bit about the outside, like the neighborhood and how are the neighbors? So say that.

Okay, jt, well, you know, thank you for sharing all that with me. That's truly helpful and. And will definitely help chances with getting you approved and potentially a better offer or what? We can't say that yet. Sorry. Okay, well, thank you for sharing all that with me, jt. That's truly helpful and I will and will help your chant.

Blah.

Okay, well, thank you for sharing all that with me, jt. I truly appreciate it and it's truly helpful to. That'll help your chances with getting approved. Now, before we get into the inside of the house, can you tell me a little Bit about the outside.

Good. But at the end, say, like the neighborhood and, and the neighbors, how are they? Just like, go ahead and put something.

Yeah, okay.

Like throw it out there. Make sense?

Yeah. Okay, well, thank you for sharing all that with me, jt. I truly appreciate it and it's truly helpful and I, I think it'll help your. And it will. I don't know why I'm getting, like, weird.

You're good. You're good. You're good, bro. No worries. Okay.

Thank you for sharing all that with me, jt. It's truly helpful and will help your chances of you getting approved. Now, before we get into the inside of the house, can you tell me about the outside? Like, how's the neighborhood, the neighbors, you know, the structure of the house? Anything? Anything you can tell me.

Good. So they're going to go into their spiel. Then you're just going to be like, if they answer the neighborhood and the neighbor's good. Right. You don't want to put too much. Don't go into the structure too. But like the neighbor in the neighborhoods, because that opens them up to the neighbors, right? We don't open them up to the neighbors. And the brick and the structure, all that. We just want to open them up to the neighbors. Right. Does that make sense?

Yeah. One thing at a time.

Yes. And so then I'll be like, cool. And how about the windows and doors? Are they all weatherproof? Awesome. And then take time between, like, act like we're typing this in or whatever. Right. And the road, is that a double yellow line? And they're like, what do you mean? We'll be like, is it like a public road outside? Like, what are the speed limits? The structure, is it in good condition or do you know anything wrong with the structure right now? And the roof? Any leaks, any missing shingles or anything like that? And if they say anything detrimental, be like, makes sense. Like, we're trying to, like, we want them to like, start to create. We want them to start to visualize how much your shit's gonna cost.

Okay.

Right. And then about the H VAC and all that. And then now is there anything I can't see from the front of the house that you might have in the back, like a shed or a pool, any other structure. And then let them just dive deeper. Let them. That's like an open ended question, right?

Yeah.

Boom. Now we're going to transition to the inside. But that should be everything I need for now about the outside of the house. So this should be a perfect Segue into the next portion, which is the inside. For this, I'd like you to walk me through the layout of the house as detailed as you can. Could you do that for me? So just say that really quick.

Great. That should be everything I need about the outside for now. So this. This can segue us into the next portion, which is the inside. For this, I'd like you to walk me through the layout of the house as detailed as you can. Would you do that for me?

Yeah, yeah. You would just say that there.

Okay.

And they're going to walk you through like, oh, this is here, this is here, this is here, this is here, this is here. Right? And you'd be like. And the interior, would you still say it's like a 90s build or whatever year it was built? Like, if it was in the 30s, right. Be like, would you still say it's like the 30s built? Or has it all been updated since then? Then you get into, you know, what type of flooring is it currently? Is it sheetrock or paneling? What type of appliances are in the kitchen? What type of countertops are in the kitchen? Just all those bullshit answer questions like, we're just getting information so we can properly offer something. Does that make sense?

Yeah.

Next. You see, this would be like, thank you. Here's the super important line about condition. So let's say I gave you, like, a $50,000 Home Depot gift card. I mean, what exactly would you do to this property to get it HGTV ready? The reason we asked this, and Eric Klein is the one who freaking told me to know how to do this. But I think it was Eric. But literally that gets him to open up because it doesn't feel like, hey, what repairs are needed. It says like, hey, what would you do if you had 50,000? Does that make sense? It just gets them to open up about.

Okay, cool. Thank you. So let's say I gave you a $50,000 gift card from Home Depot. What exactly would you do with this property to get it, you know, htd. Hgtv Ready.

Good. Really simple. Next. Here is another massively important part of the script, right? It is the secure positioning. It is so important it get. It pre handles all objections. It pre handled all objections. You're going to avoid smoke screens. Like, I need to talk to my attorney. I need to talk to my wife. All that. We're gonna. We're gonna handle all that right now, and we're gonna get the seller to ask us to move forward before we present price. We want Them bought in on the process before we present price. Make sense?

Yeah.

So, like, yeah. Thank you so much for being so detailed with me, really. And here in just a few minutes, I'm going to be running this back to underwriting. Is there anything else you would need to figure out before you truly know if you can close on the property?

Oh, sorry, I thought you were finishing it. Just read that.

So that's good. Yeah, just read that part. Okay.

Oh, that's funny. It changed on here, too.

Yeah, see, that's why I like this one, you know.

Yeah. If I. Oh, cool. I can't edit. Only you can. Cool.

Yeah.

Just want to make sure we can't mess it up.

So. Yeah.

Thank you so much for being so detailed. Now in just a few minutes, I'll be running this back to my underwriting. Is there anything else you would need to figure out before we truly. Before. Out. Before you truly know if you can close? So look, thank you so much for being so detailed. I really appreciate it. Now in a few minutes, I'll be running back to my underwriting. Is there anything else you would need to figure out before you truly know if you can close on this property?

Really good job. The only thing here is, like, the reason we're doing this is just, like, making sure that they don't have, like, someone that is, like, detrimental. Right. So they might be like, well, I need to figure out where I'm moving to. Then we can say, no worries. When. With our offer, it'll also come with a complimentary home finding service. So we'll actually help you find the home you want as well. And all we're going to do is connect them with a realtor in that area. Make sense?

Yeah.

So that's how, like, this whole portion is getting them to reveal their problem so that we can offer, when we offer, we can offer a proper solution to help. Does that make sense?

Yeah.

And then I'd be like, so this has like an absolute deadline that this has to sell by? Yeah. Yeah.

So does this have, like, an absolute deadline? This absolutely has to sell by.

Good. Okay. Is there anyone else that might even be a tiny bit concerned that you're going to be selling the home?

Okay. Is there anyone else there that might be a tiny bit concerned that you're going to be selling the home?

No. And then you would say, no realtor, no crazy ex girlfriend or anything like that? Like, laugh. You have to laugh at this part.

Okay. Okay. So is there anyone else that might be a tiny bit concerned that you're Going to be selling the house, you know, like.

Yeah, good. I. I'm sorry, I would say. I would say no. And then you just want to get them to confirm again. No. You want to put those. No.

Like, I said it wrong.

Yeah, no, sorry, my bad.

Okay, great. After all the mortgages and liens have been taken out, how much do you need in your pocket at closing in order to.

So it would be like this. Okay, great. And after all mortgages and liens have been taken out at closing, how much do you need in your pocket in order to be able to move to Arizona, closer to your grandkids and get away from this cold?

Okay, great. And after all the mortgages and liens have been taken out, how much do you need in your pocket at closing in order to, you know, be closer to your family?

Too, too, too easy. You need to create pain in this sentence. Try again.

Okay, great. And after all the mortgages and liens have been taken out, how much do you need in your pocket at closing in order, you know, to get out of this cold and be close to your grandkids?

Pain. More pain by. By doing something. By pacing out longer. The end of the sentence. Longer. And also being more empathetic in your tonality.

Okay, great. And after all the mortgages and liens have been taken out, how much do you need in your pocket at closing in order to, you know, get out of this cold you've been talking about and finally be closer to your grandkids?

Great job. Excellent, excellent execution. And they'll probably, they'll be like, I need at least 30,000 in my pocket at closing. And how much is currently left on your mortgage?

Okay. And how much is currently left on your mortgage?

Good. The reason we do that is because a lot of people, if you ask them out the gate what's on your mortgage, they'll be like, dude, don't ask me that question. You know what I'm saying? But now that we were empathetic and said, hey, in order, how much do you need to achieve dream outcome? Right. They're going to say 30k. And then they're also going to tell us their mortgage price. We just have to add those two together. That make sense?

Yeah.

The difference in. The difference in this versus asking them, hey, how much do you want for your house? We take them out of a transactional and logical based thinking and we put them into emotional solution based thinking. Does that make sense?

Yeah.

That's why we offer it this way. Instead of saying like, hey, how much do you want for the house, everyone's going to say whatever the fuck this estimate says, right? So instead of doing that, we say, how much do you need in your pocket to achieve dream outcome? And how much do we have to pay off in order for you to achieve that? Does that make sense?

Yeah.

Okay. Now here. Here's the portion that's called the price anchor. This price anchor is to get them thinking we're going to offer them way lower than we actually are. So when we make our offer, it doesn't seem as bad and we're going to take the deflection off of ourselves and put it on other companies. So be like. So, Ty, I just want to let you know I'm seeing other investors and keep in mind, by no means is this our offer, but other investors are buying similar properties at like, let's say, let's say estimates 200,000. So you'd be buying similar properties, like 80 to $100,000. And again, that's not our offer. Just what I kind of see, other investors are buying properties for cash at. If they offered you something like that, would you still be able to. To move to Florida with your family or. Or to Arizona with your family and get away from cold or no? I think so. Okay.

Okay.

And so if they. If they said that good, like, you'd be able to know. Right? But if you. If they were like, nah, I can't do that. They. You'd be like. And really, by no means is that our offer, but go ahead, say this highlighted line.

Okay, so, jt, I. I just want to let you know I see other investors and keep in mind, this by no means is our offer, but other investors are buying similar properties at, you know, 80 to 90,000. Or is that what I say? 40 to 50.

40 to 50%.

Zillow.

So if Zillow Zestimate says 200,000, 40 to 50% would be 90 or would be 80 to 100,000. Right. Make sense.

So, yeah, that's why he said. Okay, so do we say. Do we tell them, like, what Zestimate is saying?

No, no, no, no, no, no. Great question. Because a lot of people get that confused. You want to just say the number. We're just like, anchoring them to a low number.

Cool. Cool. Okay. So, jt, I just want to let you know I see other investors and keep in mind, this is by no means our offer, but other investors are buying similar properties at. In your area, around 70 to 80,000. Again, this is not our offer. Just what other investors are buying properties for cash at if they offered something to you like that, would you still be able to achieve your. Your goal of getting out of this cold and being able to be closer to your grandkids?

Good. Jacob, what's your question?

Oh, yeah, I mean, I was just curious. Do you have a hard jump at. At 1 or.

Or will?

I'm gonna.

I'm gonna stay. I'm gonna stay as long as you. You're good for that?

Yeah. Yeah. Good.

And then they'll say, if they say yes, be like, okay. But if they say no, be like. And really, that's by no means our offer. I'm just trying to understand what I should do in the case that our underwriting team comes back in a little bit lower than you and I are hoping for. You and I puts us on a team just so you get. That's the whole purpose of saying that. So that's super important there. But go ahead and say this.

And really, that is by no means our offer. I'm just trying to understand what I should do in the case that our underwriting teams come back in a little bit lower than you and I are hoping for.

Doesn't sound emotional enough, bro. Doesn't sound like you care enough.

Okay. And really, that is by no means our offer. I'm just trying to understand what I should do in the case that our underwriting teams come back and add a little bit lower than you. You and I are hoping for.

Great job. Really good job. Really good job. So, remember, they said they needed, you know, $30,000 on pocket or whatever you'd be like. So that. What did they. What did they say? 40. I don't even remember. But. So that 40,000 you said you need in your pocket at closing. If we can get you close to that closing a time frame that. That works for you and. And make sure you're able to get down to Arizona with your family and. And get out of the cold. Would you have any concerns at that point? Say that.

Which part?

This part here.

Blue.

Yeah,

so. So that, you know, 40,000 you said you needed in your pocket at closing. What?

No, I'll just talk another about it.

So that 40,000 you said you needed in your pocket at closing. If we can get you close to that closing time in a time frame that works for you and make sure you achieve, you know, getting out of this cold and spending more time with your grandkids, which seems to be the most important to you, I think, as it should be at this point. Would you have any concerns up to this point?

Good. The Only thing I don't want you to do is don't go, like, point, point with your grandkids. That seems like the most important thing to you, as it should be at this point. Like, don't add those things. Like, you're just saying, like, if you're going to emphasize it, emphasize it in one sentence. Because then at that point, you sound like you're trying to get him to feel more. You know what I'm saying? So run that one more time.

So that 40,000 you said you needed in your pocket at closing, if we can get you close to that close in a time frame that works for you and make sure you achieve getting out of this cold and being closer to your grandkids, would you have any concerns at the. At that point?

No. But if they said yes, so they're like, I just want to make sure you guys would actually close, what would you say? You would say, and what would give you the confidence that we can actually close? And now if they're like, well, I just want $5,000 earnest money, you might. Oh, we can do that. No issue. Right. So we've seen. We are trying to get them to open up to their objections right now. Like, we're trying to get the pre Handle objections. If we're like. They were like, would you have any concerns? And they're like, well, we just want to make sure we can close the next 30 days. Like, oh, no worries at all. I'll make sure when I tell the underwriting team, when we give you an offer, it has to close it in 30 days. Right. So we're. We don't want to ever give them an excuse to back out. So we're giving them the opportunity to address concerns before we give price, because once we get price, it's time for them to sign. Make sense?

Yeah. How are you? I mean, I've heard a lot of times people aren't really giving much push back on the emd.

They're not.

Okay.

I'm just giving.

I'm just giving examples. Like, a hundred bucks or something.

Yeah, I'm just giving examples.

Okay. Okay. So I was like, five's a lot. Like, whatever. And I know I heard somebody else talking, like. And they wanted, like, what, 10,000? I think they had done a thousand. And he was like, why don't you do 10,000? And he was like, well, because, you know, we're doing six to 10 or more of these a month. Are you gonna spend out?

You know, the truth, Ty, is we never have to put the earnest money in Anyway, it's not due till the end of due diligence. So with our contracts, it's not due to the end of inspection. If you don't have a buyer by the end of inspection, you drop out. And so we never even. We never put in earnest money. What?

I don't have to put any money in?

No.

Oh, I always thought, like, I'd have to put up because, like, here EMD is due three days after you opened.

Well, why is it like that? Is it in the contract? Yeah, yeah, yeah, we took that out. We haven't. We have a nationwide contract that we just use. I'm not saying that I'm not a legal advisor, but our nationwide contract, bro, you don't have to play any AMD in. The only person that puts EMDN is your buyer.

Oh, amazing.

Okay, now some people will be like, JT, you have to put in $5,000 earnest money. Here's a real life example. I asked her, you know, she had an offer at 600,000 or 570,000, right? You had two offers, 570, 580,000. I said, if we can get you close to that closing, the time for. She told me she needed 40,000 in her pocket, which was only $500,000, right? So I was like, hey, if we can get you close to that closing, the timeframe that works for you, make sure you achieve X. I mean, would you have any concerns at that point? He's like, I just want to make sure you guys are actually close. I'm like, well, you kind of have the offer for 570 and 580. Why not just take those? She's like, well, I mean, they wanted to wait two weeks for them to even open escrow, right? And I was like, ah. And if we were to open up escrow tomorrow, would that give you more confidence? Oh, yes. Be like, okay, and how much earnest money would you like tomorrow? She's like, 10,000. I'm like, done. I wired it that night. She signed a contract for 500, and she had an offer at 570 and 580. And I got her 70k below her next ask because I solved her problem. She wanted confidence that someone would actually close. Does that make sense?

Yeah, but you had the cash to wire, so you, you had to wire and, and do that in that situation,

you're saying, yeah, but it doesn't matter, bro. If that happens to you, I'll wire the money for you, okay? So don't ever worry about that.

Okay. And so then nobody's Ever told me that. Like, I don't know, these little things.

See, that's what I'm here for, bro. But if they say no, no concerns, they're like, okay, and what would you like the next steps to be from here? And then they'll say, well, what do you mean? I'm like, are you ready for an offer? And then you'll say, okay, so what I can do from here, if you feel like it'll help, they'll run down the hall to the underwriting department to see if we can get you approved for one of our cash offer programs. And within the next few minutes, I'll either have you, A, an approval with a offer attached to your file number or B, a denial with the reason why. So just hold on a few minutes here and I'll put you on hold. Yeah, try that.

Okay, which part is that?

Here, on this. Okay.

Okay. So what I can do from here, if you feel like it would help, if you like it helps. Okay, so what I can do from here, if you feel like it would help, is run down the hall to our underwriting department to see if we can get you approved for one of our cash offer programs. And within the next few minutes, I'll either A, have an approval with an offer attached to your file number or B, a denial with reason why. So just hold on a few minutes while I put you on hold.

Good. So then we're gonna go to our three minute hold. There's reasons for this. We're gonna put them on mute, not hold, because the mute. We can hear what they're saying on the phone. So we can hear what they're saying when they go talk to their husband. I don't really care. I only need 20k. Right. So that you can hear all that stuff on the phone. Right. That's number one. Number two is we're creating suspense. Number three is we're gonna go run our comps during this time. Right. Next thing we're gonna do, we're gonna come back, we're gonna say, hey, Ty, can you hear me? Yes, I can. So I don't have good or news quite yet. So we're diffusing the situation yet again. They just have a few more specific questions they want me to ask before we can give you an offer we can firmly stand behind. This is going to buy you more time to run comps. And this is also going to still create more suspense. Now we're going to ask specifics, super specific questions. Right? Do you know the exact age of the H. VAC what about the roof? The school? What school? For if they already told you this stuff, do not re. Ask the question. So that's why it's important to have super important notes. Okay. Right now here's the most important part and here's what we're going to train right now. It is getting embodied on the process. Right. So I'm going to say, all right, perfect. That that's all they needed for now I'm going to do this, I'm going to do a big portion of this and then I want you to to do it with me. Okay? All right, perfect. Yeah, that's all they needed. Before I take this back to the team, do you mind if I share with you how our process works?

Yeah.

And then. Good. So once they give you permission, I'll repeat that first line for me and then I'm going to do the rest.

All right, perfect. This is all they needed. Before I take this back, do you mind if I share with you how our process works?

Good. Now we're going to take them through this, this whole thing. Awesome. So if you do receive a final approval, it's going to be attached to file number JC 1234 like we discussed earlier. After that, I'll send you a simple three page agreement that we'll go over together that outlines how the process works. And luckily for both of us, it's written in third grade English. Not to insult your intelligence, but to make sure everyone can easily understand it. Then once that is approved, we'll send you a member of our send a member of our team out to the home in the next 72 hours to take some pictures so our team can get ready to start the closing process. Once we have pictures in hand, we. We will show them to our contractors first to get an accurate repair budget and then possibly to the open partner market to make sure we can get the price we will and the time frame, the price we say we will and the timeframe we promised you. We're going to schedule a couple of walkthroughs with our contractors and retail partners. But our team is used to this, so this process is completely hands off for you. So you don't have to stress about repairs, renovations, cleaning or anything like that. And at that point you sit back, relax and get paid. Do you have any questions or concerns about the process before I take this back to get final approval? And the reason we say this line, of course, is to get into undo any other objections just in case there is. But go ahead and say this entire portion right here. It's very fact of the matter, but it's just kind of like fun.

Yeah. Like here when it says like when you're like possibly to the open partner market.

Great question.

Aren't they, aren't they asking like, well, aren't you the one buying the property?

Yes, great question. And so what I would say is, oh, 100%. So our goal is to slice the cake however we need to in order to get the price. The price we promise you and the time frame we promise. As long as we do those two things for you, does it really matter what we need to do in order to make sure you get that?

We say that again. Like, what do you mean?

So for example, if they're like what's the open. Or if they're like, wait, are you not the one buying the house? Be like, oh, it's completely our intention to buy the house, but at the end of the day, our goal is to get you the price we promise you and the time frame we promise you. So as long as we cut the cake, however it takes to get you that price in the time frame we promised. I mean, do you really have any concerns other than that?

Oh yeah, no, I guess not exactly. That makes sense.

Yeah.

Okay. Yeah, because I didn't know what. Is there ever like a lot or does it seem very seldom that there's pushback on if you're the actual buyer or something? Because what does it matter? We get it under contract and we're still getting them their money. Like I don't, I don't know like how many or if a lot of people are concerned about that or they are somewhat.

But you just have to, if you frame it like as long we're going to cut the cake, however, we need to get with the price we promise and the time for me promise you, as long as we do that, is there really any concerns? Every time they say no.

Right.

Okay, so run this whole part for me really quick.

Okay, awesome. So if you do receive a final approval, it will be attached to the file number and 7, 8 and JC7890 like we discussed earlier. I'll send you a simple three page agreement that we'll go over together that outlines how the process works. And luckily for both of us, it's written in third grade English. Not to insult your intelligence, but just to make sure that everyone can easily understand it. Then once it is approved, we'll send a member of our team out to the home within the next 72 hours, take some pictures so our team can get Ready to start the closing process. Once we have the pictures in hand, we'll share them with our contractors first to get an accurate repair budget and then possibly to the open partner market to make sure we can get the price we say we will in a time frame we promised you. We'll schedule a couple of walkthroughs and with our contractors and retail partners. But our team is used to this. So for you, this process is hands off. So you don't have to stress about any repairs, renovations, cleaning, or anything like that. And from this point on, you sit back, relax, and get paid. Do you have any questions or concerns about the process before I take this back and get a final approval?

Nope. Okay, awesome. Just give me a few minutes here with the team and I'll see if we can get you approved.

Okay, awesome. Just give me a few minutes here with the team and I'll see if we can get you approved.

Beautiful. I'm going to open this question up for Jacob tomorrow. What we'll do is we'll do the offer and the close Because I'm going to have to spend a good amount of time on teaching guys how to offer and price negotiate. And I don't have the. I probably can't spend another hour here, so we'll do this tomorrow. Jacob, what question do you specifically have about this?