Posted on: October 16, 2020

Regardless if you’re a new wholesaler or a seasoned one, being ghosted by sellers can be very frustrating. The good thing is, you’re not totally powerless when some of your leads go dark.

In this episode, our very own Cody Hofhine talked about a skill every wholesaler needs to master: resurrecting dead deals. What’s even better is these techniques have been tried and tested and they’ve been proven to work!

If you want to resurrect deals with utmost ease, this episode is for you!

Key Takeaways

  • What to do when your lead goes dark
  • How to write a question that requires a NO answer
  • Another effective way to trigger people to respond

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Episode Transcription

Cody Hofhine:
Hey guys, Cody Hofhine with Wholesaling, Inc. And we are going to deep dive this, when those leads go dark. So we’ve all had those opportunities where something comes in, you have an amazing lead. And things are sounding great and you’re like, “Oh man, this is going to be amazing. This is going to be awesome.” And then all sudden the lead just vanishes, it disappears, it goes dark. So let’s talk about what we can do to resurrect those deals, how to get those people interested again.
Just a scenario that took place over the last couple of months. We had this individual that wanted to sell and he needed to sell quickly. Now here’s the crazy thing, this is how great this lead is. The guy called our acquisition manager, had a conversation said, “Hey, I need to sell, I need to sell pretty dang quick.” And so he’s like, “Awesome. What are you looking to sell?” And the guy was a little bit turned off in the sense of like … even though he wanted to sell quick, he wasn’t being open with us. And so he was [inaudible 00:01:37], “Well, I don’t know you guys are the specials, this is your profession. So you tell me what you can give me.”
And so what we do is if we can’t really find like a big motivation, if he’s not willing to give us a price. If he won’t give us the price and we keep working it, we really have to tell him, “Okay, we’re going to look this out and we’ll get right back to you.” Here’s the thing, we looked it up, we called back, he didn’t answer. Now here’s the crazy part is this individual, then all of a sudden got hyped up again that he needs to sell his home and we couldn’t get ahold of them. But he came up our stairs, he came up to our office and he’s there. And he’s like, “Hey, you guys have tried calling me, I didn’t answer the phone. But now I’m here. I just want to see what it looks like to actually just sell you guys the home.”
Now we tried to work a deal out right then and it ended up not going to right then. He had a daughter that was in the truck and it was like 95 degrees outside, he had the keys with him in the pocket. And he had like an 18 year old daughter in the truck that kept texting and calling during the whole entire time we were there. She’s like, “Hey, come on down, the truck’s hot. Hey, come on down, let’s leave.” And she’s kept calling, calling, calling. So there was really no good energy or real good communication or real good conversation going on because it just kept getting disrupted by this phone call. So he ends up saying, “Guys, I got to go. Just come up with something and let me know.”
He ends up leaving. And I’m just sitting there thinking, “This is so weird, the guy wants to sell, but yet he won’t even come up with the scenario or an agreement with us right now to sell.” It’s like he keeps dodging it. But it’s warm enough, hot enough to know that we’ve got to talk to this guy, we got to follow up with this guy. So I go into the acquisition manager, I said, “Hey, this gentleman came in while you were gone, I sat there. It ended up not going so great because the daughter kept texting and stuff, but follow up with this guy.” Over the next seven days, he followed up with this guy two to three times a day with zero response, zero phone call answer, zero response to text. Nothing, nothing, nothing, had gone dark.
Here’s what you do when a lead goes dark. What you’ll do is you’ll write a question that needs a no for the answer. Now let me explain what that means. You’re not looking for yeses, you’re not looking like … yes, question, “Hey, you still looking to sell your home?” That’s a yes question because he does need to sell. What you do to resurrect the lead is a no question. “Hey, we’ve tried reaching out to you about 15 times now. Usually when something like this happens, it means you’re no longer interested in selling your home. Is this the case?” “Hey, we’ve called you.” And no matter what it is, so think about your scenario. “I’ve called you three times, five times, I left four voicemails, I’ve sent you 52 texts.” Whatever it is, “Usually when something like this happens, it means you’re no longer interested. Is that the case?”
If you can ask a question that brings back a no, because you know they want one. Within a few minutes, we got a text back from this gentleman saying, “No, I totally want to sell it. Guys, I’m so sorry, I haven’t got back with you.” He wouldn’t respond to any phone calls, any text messages until we drove home that no response text and it resurrected that deal again to where we could talk to him. We have since then put that deal under contract and it’s going to be a great deal for our company. So if you’re looking for ways to just get deals back, to get those leads, those hot leads to answer your phone. You can just trigger something by just asking a no question.
The other way around that is asking for something else, like you don’t care about his home anymore. People want you to care about them, people want you to care about their home, people want you to care about their deal. So when you act like you don’t care about their deal, they also respond back. So the other way to do this is not just the no response, now it’s, “Hey, I’ve gotten a hold of you about 15 times, still haven’t heard back from you. Probably means you’ve sold your home, but do you happen to know of any other three bedroom, two bathroom homes in your neighborhood that people are looking to sell at this time?” Get ready, that guy’s going to be like, “Well, I’m ready. I still want to sell my home. Sorry guys, I haven’t got back to you, but yes, I’m still looking to sell my home.” What he is, he’s now getting scared on his end thinking, “Oh man, these guys are no longer interested in my home. They’re no longer interested in my deal. And they’re looking to buy a home and they’re looking to buy a home soon.” And so it gets them to respond and start talking with us again.
If you will use those two followup tricks, when a lead goes dark and you have a hard time getting a hold of him, hard time talking to him, a hard time for him getting back to you. Or you just haven’t heard from him in the last month or two months or three months. Go for a no answer text or ask for someone else’s home because you assume they’ve already sold their home. And you’ll see those guys that are high percentage, start chiming in to get back involved with you so that you can put those deals together.
Guys, thank you so much for listening to the podcast today. If you’re looking for help to build your wholesale business, head on over to wholesalinginc.com. And that’s where you can book a call with our team and be able to talk with our team members and find out if it is a good fit for you guys to be in the tribe. Thank you so much, guys. And we’ll see each one of you guys on the next episode. Take care.

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