In this episode, the focus is on the key questions to ask when conversing directly with sellers about property sales. It provides a comprehensive list of questions designed to gauge seller motivation, understand property conditions, and establish a connection with the seller. The script also includes practical advice on how and when to sprinkle these questions into a conversation to avoid sounding overly scripted. Real-world examples, including phone call recordings, demonstrate how to effectively use these questions in practice. The episode also touches on the importance of being willing to call sellers and the psychological aspects of handling rejections in sales. Additionally, there are tips on how to conduct online research to gather preliminary information before making a call.

Episode Timeline:

00:00 Introduction to Seller Conversations

01:24 Overcoming the Fear of Rejection

02:58 The Story of Deshawna Barber

04:05 Key Questions to Ask Sellers

05:17 Understanding Seller Motivation

05:30 Evaluating Property Condition

09:41 Managing Seller Interactions

18:19 Live Seller Calls

21:10 Technical Difficulties and Dialing Errors

21:32 First Seller Call

22:34 Analyzing the First Seller Call

23:25 Second Seller Call

26:16 Analyzing the Second Seller Call

28:23 Market Research and Property Analysis

32:57 Concluding Remarks and Next Steps

Actionable Takeaways:

· Get Comfortable Hearing "No": Success in real estate starts with overcoming the fear of rejection. Train yourself to expect and embrace hearing “no” multiple times before getting a “yes.”

· Ask Motivational Questions, Not Just Property Details: Go beyond basic info—ask “Why are you selling?” or “What will you do with the money?” to uncover the seller's true motivation.

· Use FaceTime or Video Tours When Possible: Instead of relying only on verbal descriptions, ask the seller if they can walk you through the property virtually. This reveals more than words can.

· Sprinkle Questions Naturally: Don't read from a script. Let the conversation flow and listen actively—many of your key questions will be answered if you simply allow the seller to talk.

· Know When to Pause and Follow Up: If you're unsure or need more time, say, “I think I have enough information for now—can I call you back?” It's more professional than winging it with uncertain answers.

Quotes:

• "If you're not hearing nos, you're probably not hearing yeses either." - Dr. John Crutchfield

• "No comes in a lot of different forms." - Dr. John Crutchfield

• "If you can find out why they're selling, you can get to who can help them." - Dr. John Crutchfield

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