Wholesaling Objections CRUSHED: 9 Scripts That Turn “No” Into Deals

Alright guys, today I'm going to go over the biggest wholesaling real estate objections and how you actually handle them. If you're in real estate or you're about to get into real estate, you should know that objections are inevitable. Sellers are going to test you, they're going to push back on you and they're going to try and stall you. But there is a secret. Objections are not rejection. They're just questions in disguise. They're uncertainty. So in this guide I'm going to walk through the best objections. Well, the biggest objections you'll hear as a wholesaler and the best ways to handle them. And then I'm going to show you how I personally handle them in my business and I teach my closers to handle them in our business. We're going to master these and then you'll turn those roadblocks into opportunities because no one else is going to be able to handle these objections. Like you will also want to go over one thing really quickly. Every single objection is handled the same way. Acknowledge, disarm, overcome. You just have to know how to apply that principle into the specific objection. Okay, so who am I and why should you listen to me? Well, My name is J.T. sudderth and I am and have been in the trenches of real estate investing for a long time. I've closed a lot of deals, I've been solving problems for sellers the entire time and I've built a faith driven business. I've heard literally every single objection that you can probably imagine. Whether it be on the phone, in the kitchen or in follow ups, I have heard it. The strategies you'll see here, they're not theory, they are battle tested. They're the exact frameworks that I use and my team uses to use when sellers push back and we're able to overcome that and close them. So proof track record. Our teams have generated over $30 million in real estate deals. Collectively I've coached multiple teams of sales reps and acquisitions pros. I've taught classes on this as well. Our close rate is 30% higher than the industry average, which means our profitability is better as well. We close about 1 out of every 8 to 11 inbound ppl leads when the industry average is 1 in 17. We've trained in top programs with Eric Klein, Jeremy Miner, Andy Elliott and more. So we're going to talk about the biggest thing here and it's really not objection handling. It's actually called pre handling objections. So a lot of people get into the mindset of like, oh, how Do I handle this? Objection. The biggest reason we win so much is because we almost never get objections. The reason we never get objections is because we are not reactive. We are proactive. We eliminate those. Those objections before they ever come up. Right. So before we even move into the actual offer portion of the script, you'll see something like this. I'm going to give you guys a quick example of how this would be used. So that $10,000 you said you needed in your pocket at closing, if we can get you close to that closing, the timeframe that works for you, like the two weeks you said you needed to get down to Florida and to make sure you're able to actually get down there and see the birth of your grandchildren. I mean, would you have any concerns at that point? If they say yes with confidence, perfect. Move into the next portion. If they say no or they don't sound confident in the yes, you're like, well, here's an example for pushback. Would you have any concerns at that point? Well, I just want concerns that you guys are actually going to close. And I would say, oh, well, Mr. Seller, what would give you confidence, right, that we would actually be able to close? Well, I would want to see that you guys put down five. $5,000 to earnest money. Oh, that's no issue at all. So, Mr. Seller, if. If we can get you that $10,000 in your pocket like you said you needed, and we can, you know, at least get you close to that close in the two weeks so you can get down there and we make sure you're able to see the birth of your. Your grandchild in Florida. We also put down 5,000 earnest money. So you guys know, we are confident, and you can be confident in us and closing. Would you have any concerns at that point? They're probably going to say, nope, not at that point. Now, you've handled pre. Handled the objection that would have came up later. At the point you get to the price. The. The only objection you should be dealing with is price. There should be no other objection at all. You want to stay on this question until they have absolutely zero concerns. This is the most important part of the entire script, because once the seller says no concerns, you've easily cleared all the road ahead. But it's important that they have 100% confidence when they say they don't have any concerns. You can actually use it. Right? And then earlier, if they give you an objection, you'd be like, well, earlier you had kind of said that if we got you at least close to that number. And then in the two weeks, like we are promising you now, and you're able to get down there and make sure you can watch the birth of your grandchild. I mean, would you have any concerns at that point? I mean, you, you wouldn't have any concerns? Does that sound right? I mean, now do you know, I might notice my tonality there. I think a lot of people miss out on this portion too, is how important that tonality is. So tonality is like extremely important. And, and you want to be able to actually make these sellers understand that we are, we, we are there for them and that we, we actually want to problem solve for them. So make sure you're matching the tonality that I do in these objections as well. So now I'm going to give you the most common objections and then how I actually handle them. Right. So a big one you're going to get when you first start or when you're talking to these sellers, like, just give me your offer, just give me your offer. And then I would say something like this. I'm going to say their name is Jamie from now on. Trust me, Jamie, I want to get to the offer just as bad as you, but the last thing I want to do is be like all the other guys throwing out just lowball BS offers. Let me just ask you these specific questions so I can go to my underwriting team and bring you back an offer that we can firmly stand behind. This shows we're not like the other companies. We're actually here to get business done. And we're, we are, we're setting the framework of like, hey, we're going to be asking a lot more questions, so you better be ready to answer next. I'm not interested. If you're going to lowball me, how I handle that. Right. What makes you think I'm gonna lowball you? And then they're probably gonna, they're probably gonna say, oh, these other companies, they all, they only come in, lowball me, give me way less than I wanted. I would say, yeah, I'm a seller. That's, that's why we asked so many questions about the property condition, the situation, to see if we can even help. Right. And if we can, I'll take it to underwriting to get you an offer that, you know, we can stand behind and actually close on. Right. It's because most of these other companies, they'll burn people and they probably heard horror stories. So that's, that's what they're trying to avoid. Yep. The next thing is I need to talk to my wife, my attorney. I need to talk to family. I need to think about it. Right? This is the, this is the biggest. That you should have pre handled this. Right. This is. You should pre handle this objection. And I'm actually going to. It shouldn't even be an objection at all. And I wrote you a way, I guess you can. I wrote you a way, I guess you can overcome it. But it shouldn't be an objection because you should have already pre handled all that and you should have made sure all decision makers were on the call. However, what you could do here is something like this. Oh, no, no, I totally get it. If I were you, I'd want to talk to your attorney too. Let's go ahead and book an appointment for tomorrow so you have time to talk to your attorney. How does 3pm tomorrow sound? Okay, good. I'm writing you down right now for 3pm tomorrow. And just while we have a second here, I mean, before you go, what questions do you think might arise when you're talking to your attorney that just so I can be more prepared for our next call, then they're going to actually open up to what the actual objection is? Because I need to talk to my wife, my attorney, my family. I need to think about it. Those are all something we call smokescreens. Those are just an easy way out instead of actually confronting the real objection at hand. And guys, if you've made it this far into the video, what I'm asking you is to please press subscribe. Not only press subscribe, I'm also going to put something into the description. It's going to be really nice for you. We're going to do 90 day free strategy blueprint calls. It's completely free to you. We're going to break down your business, determine what exactly you need to do to move forward and become successful. It'll either be with me or one of my coaches. And we're going to invest at least 30 minutes to an hour into to try and figure out something to help you go from zero to hero really quickly. We've been on the front lines, we've understood it. We've done over $30 million in deals and we're. And we want to help you get there too. Okay, next. How can you buy my house over the phone? Why they say it, why they say it is like, let's be honest here, you can't. They can't imagine buying house over the phone. They probably have never bought like only one or two houses in their life, right? And how I handle that. It's like acknowledging it, like, yeah, that's a fantastic question. And then overcome. Right. Luckily we do buy a hundred homes per year or this. So acknowledge that we're disarming them here. Luckily we buy a hundred homes per year, and then we're going to overcome it. So it sounds like this. Yeah, that's a fantastic question. And luckily, we buy over a hundred homes per year and we know repair costs to a T, which is why we ask such detailed questions. I'm just going to take all this info you shared with me to the underwriting team, and they'll calculate everything needed to make you a fair offer that we can actually stand behind. Next is, why wouldn't I just list it with a Realtor? The way you handle this is you actually push them away. You say, honestly, that probably might be the best fit for you. I mean, if you can wait six months, pay for repairs, cleaning, showings and fees and. And then, yes, listed with an agent, honestly. But if you don't have the time or the money, or you just want to avoid showings and uncertainty and selling direct to someone who's actually going to be purchasing the property, that makes more sense. Now, they might still give you some pushback. Like, well, the house down the street sold for, you know, 250. I'm sure you've heard that a ton of times. Like, the house down the street sold for so much. Mrs. Seller, do you mind if I share with you the difference between listing price versus walkaway price? And they're going to say, yeah, of course. Like, look, the listing price. You see the $100,000 on the market you see right now? Well, you didn't know that they had to put $10,000 to redo the kitchen because their kitchen's really nice. If you didn't get to see it, you're also going to have to pay 6 to 7% in realtor commissions. Not only that, they had to make other repairs that came up on the inspection. They had to pay title fees, transfer fees, attorney fees, and buyer loan closing costs. Buyer title closing cost. And there's probably more fees that. Oh, I forgot about the document transfer fee. Right. There's. There's way more fees that go into it. So although they may have been listing it for a hundred thousand, they probably walked away with around 80 to 85,000 now. I mean, that's obviously not ideal. Is it worth waiting 6, 6 months with some uncertainty and having to do all the repairs and cleanings yourself just for an extra. I don't know like 5, 10, $15,000 in your pocket max. Then you might get hit with the well, your offer's too low. That's when they say the expectations are higher. What their expectations should not be higher. And the way we can go about that, and my favorite way to go about that is something called the price anchor. So we actually have all of these within our scripts. If you want access to our scripts, you can hop on that 90 day blueprint call. If you, if you qualify, you can get on that call, get with us and we'll actually provide you all the tools and stuff you need in order to be able to like skyrocket, skyrocket your wholesale business. As soon as you join, like we're literally going to give you like applicable steps to take that day to go out and be successful. How so you really shouldn't get the offers too low because their expect expectations are higher. Instead they should just be like you could instead they should just be like ah, like they were a little bit disappointed. However, we're still able to get to the end. We're still able to get the deal closed together. I would say something like this. Yeah I'm sorry that their offer came back in a little bit lower than you you and I would were hoping for would this number at least put you in a better place than you are now? And then they're going to answer and they're either going to say yes or no and be like well I'm sorry, it's not. Let me see what, what else I can get your approval for now we have all, we also have like really strong negotiating tactics and how we actually negotiate like experts in FBI and the FBI and the top negotiators in the country. So what we actually do for that is, is really straight out of the book, never split the difference. However, we, we've created a, a proprietary offer sequence that works really well. We can also get you that on that 90 day blueprint or free call as well. The next is I'm not ready to sell yet. I need more time. And this could not be an objection but instead this could be just like someone who's not ready to sell. Right. And I would handle it like this. Yeah, totally fine. I mean take your time. Now this only works in certain circumstances and I'll explain that a moment. I'm just a little bit confused. I mean you had mentioned it was important to achieve like it was, it was important that you'd mentioned that it was important to, to get on the Florida to watch the, the Birth of your granddaughter in the next two weeks. I mean, if we keep pushing it back. I mean, what happens if you don't get to see that, right? Or what happens if you don't get to experience that? That only works in situations where there is urgency. If they're not really. They don't have anything pushing them to sell or anything urgent like having them wanting to sell, it probably isn't the best fit. It probably just is not the best fit. Honestly, it's not the best fit for you, for them to move forward right now, and that's fine. Not everyone is the best fit to work with us. That's why we have to qualify them. I don't want to pay closing costs. Could be the next one. I would just kind of be confused, like, well, Mrs. Seller, what made you think that we'd make you pay closing costs? Yada, yada, yada. They're going to say this. Oh, oh, no, Jamie, we don't charge any closing costs. In fact, the number that I tell you is actually what you take home at closing, minus any mortgages, taxes, or liens or anything like that. But if I say $100,000, that's what goes into your pocket, directly into your pocket at closing. As long as you pay Uncle Sam and pay the bank. If you have a mortgage left on the property, the next one. This is one of my favorites because I actually have tended to get properties under contract when they already have other investors at higher offers. One good story of this is we had a woman, she had offers for 570 from three people, and I was at 500. And she accepted our offer because I asked her the question, like, what would actually, like, I, I know you got those offers, like, what held you back? They're like, oh, well, they didn't want to open up due diligence for two weeks. And I was like, oh, I mean, would it make you feel more confident if I put in $5,000 of earnest money tomorrow morning? And she was like, yeah, that would make me so much more confident. And I ended up getting her at 500. So I would say, ah, what, what held you back from. From moving forward with them? Then they're going to say like, oh, I didn't trust them, or their process is too slow, or they wanted to list it on the market or all that. And then you say, like, well, what would make you feel confident that someone can actually not do what they did? So if they said, like, the process is too slow, like, well, what would make you feel confident that the process wouldn't be too slow or if they said that they want to actually close on time. Well, what would make you feel confident that someone could actually close on time? The next is how do I know if you're legit? A lot of people tend to ask this because there's so many scams going on nowadays. Right. And I don't blame them. I mean, I would want to. I would want to know too. So I would literally come in from like, my point of view. I would say, like, yeah, great question. I mean, if I were you, I'd want to know who I'm selling to as well. I can send you our website and past clients. You know, we worked with licensed title companies and even have he even helped hundreds of families. But let me ask you this. I mean, what would help you feel most confident we're legitimate, Then they're going to tell you what would help them feel the most confident that they're legitimate. And then we would give them that. That's literally all we're going to do. We're just going to. We're going to ask and we're going to give. We're going to give them whatever they ask for. The next is, I don't want to sign anything right now. Again, this, this is why I tend to only give people offers if they have motivation with urgency. Because if they don't, then there's like probably no reason to give an offer because you have no leverage. However, you could say this here. You had mentioned it was important to get down to Florida within the next two weeks to watch your granddaughter be born. If we keep pushing it back, do you believe you'll still be able to get down there in time? Right. I'm really concerned here. My tonality tends to be really concerned throughout the call. I speak when something called the late night DJ voice. If you ever read the book Never Spills the Difference by Chris Voss, I highly recommend you listen to it. But if you haven't, or then utilize all of my tonalities training in this call and use that when you're handling your next objection. Next is my house is worth more than that. Oh, I can't tell you how many times I've heard this one. And I would say, yeah, I completely understand. And you've probably built memories here. You've had like this is. This house means a lot to you. And from our side, it means a lot to us too, you know, but updated homes in the area are selling for, you know, $200,000 and they've already absorbed, you know, 10 to 12% in closing cost and probably 10 to 15, maybe even 20% for prep cost. I mean if you want the highest price, listing probably is the best idea, especially if you can afford the showings, if you can afford the cleaning, if you can afford to make the necessary repairs in order to make this thing perfectly market ready. But if you're looking for like speed and convenience and a done for you like service, I mean this is where we need to be at. And then the last one is, you know, I can just fix it up and sell it myself. And this is the truth. If they can fix it up and sell themselves, then that's what they should do. However, a lot of people can't do that. So you say again, pushing them off, like the goal is to push them off here. Like we don't need them, they need us. Right. So you would say that might be the best option if you can afford it. I mean really. But let me ask you this miss Seller. I mean it's another six to eight months of stress and repairs, mortgage payments and taxes and also uncertainty. Is that worth an extra 10 to $20,000? If yes, do it please. If not, this solution will save you time and stress. So those are the biggest ones that you're going to. They are going to see if you need help practicing a specific objection. Of course you can hop on that 90 day blueprint strategy call. You should go actually, you should go apply right now and see if you qualify for that. But these are all really, really good ways that you can utilize it. And if I were you, I would try and hammer the tonality first. Tonality is the most important part of any portion of this in fact, which is the craziest part. It's not really what you say, it's how you made them feel. And the way you make them feel things is not actually with like, it's not actually with rhetoric, it's actually with tonality. So that's what you should focus on is your tonality Objection are signed. The seller is still engaged though. So if you pre handle them early, stay calm and always circle back to the seller's number, timeline and dream outcome, you're going to find that objections actually move you closer to the close. Especially if you pre handle them because all you have to do is just like bring them up for the seller. They confirm and then you move forward. If you guys want a 90 day custom blueprint for you or your acquisitions team or just your business in general, or help scripting your objection handling anything like that, you can book a free one to one 90 day blueprint call below in the description, so make sure you click that link. Don't forget to like subscribe and we and we'll do anything we can to help you be more successful in your market with your schedule and your budget. Have a great day guys.