Nathan Payne shows how open-ended questions like who, what, when, why, and how get prospects talking and lower their defenses in real estate wholesaling. A closed question shuts down conversation. An open one builds rapport and moves toward a deal.
Open-ended question. Who do you know, right? Who do you know? Wonderful, right? We got to really, really work on open-ended questions. Who, what, when, why, how. Who, what, when, why, how. You open that up, you're going to get the conversation flowing. And if somebody is a driver type that I'm trying to be like, kind of pompous, then it opens up, it pulls down their force field, and they start having—
and what I tried to do with this role play, which role plays are You know, they're interested.
I absolutely love that. But I think that the important thing is you want to do business with this person.
And I would try and, you know, pump you up because we don't know each other. So I was trying to say, hey, you're the go-to guy, you know? Yeah, you're the guy that I've been hearing all about. You don't know me, but, you know, I try to make you feel like— feel good. So now at least if there was a wall up, you feel like, hey, you know, this guy respects me or he likes me. So that's the first thing I would do is just like, hey, I heard you're the go-to guy or you're the one that, you know, funds a lot of deals.
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