Posted on: April 20, 2021

The key to finding discounted properties is to have consistent quality conversations with distressed property owners, which means keeping your cool and roll with it. How do you deal with an angry seller?

In this episode, Brent will let the listeners know how to handle an angry seller through a recorded phone conversation. Brent will give his thoughts and tips part by part throughout the recorded call.

Take notes of the tips from Brent to do calls and benefit fully from doing it. Be ready to experience dealing with an angry seller through this episode.

Key Takeaways

  • Keeping calm during the call and stick to the script
  • Using the term ‘cash buyer’ than ‘investor’ in calls
  • Start working on the condition of the property
  • Giving the process, deflecting what the property owner is saying
  • Give the benefits of the way you do business
  • Go straight to the point and soften up the conversation at the same time
  • Pulling out the condition by asking about the property part by part
  • Using TTP Data instead to get the remaining mortgage amount on a property
  • On asking the question, where do you move to next? to estimate the timeline
  • Do not stall and keep going
  • A challenge from Brent for wholesalers to talk to a minimum of 1,000 property owners yourself

RESOURCES:

If you are Ready to Explode Your Wholesaling Business, Click here to Book a Free Strategy Session with me right now!

Subscribe to Wholesaling Inc

Episode Transcription

Brent Daniels:
Hey, everybody. It is Brent Daniels, Mr. TTP, Mr. Talk To People. And the key to finding discounted properties is to have consistent quality conversations with distressed property owners. Now, the quality part there is really, really, really, really critical, because you’ve got to keep your cool and you got to roll with it. Now this seller comes out aggressive right off the bat and they are going to really, try to shock my color, but my color is cool and calm. Check this out.

Timothy:
Hello. What did you want? And why did you keep calling me?

Speaker 4:
I’m looking for Eleanor.

Brent Daniels:
Boom. Right off the bat. What do you want and why are you, why do you keep calling me? I mean, oh my gosh, wouldn’t that stop you in your tracks. You’re mentally, you’re like, whoa, whoa, whoa, whoa, whoa, what’s going on here. But he just rolled with it. Hi. He stuck to the script. Listen, if you have the most effective cold calling script, you’re going to win, but he sticks through the script. Hi, I’m looking for, and the owner. He’s not like, oh my gosh, I’m so sorry. He’s just sticking to it. Now watch.

Timothy:
Why?

Speaker 4:
I’m calling in regards to the property of,

Timothy:
Yes. And?
I want to see if there was a consideration of a cash offer on the property.

Speaker 4:
What you got?

Brent Daniels:
Oh, wait a second, wait a second. Did that just work? To call and say, well, I just wanted to see if you would consider an offer on your property. Now he didn’t do it perfectly. What he did is he said a consideration of an offer. I think he was thrown off a little bit. But, the result is the same, whether he said, I was wondering if you would consider, or if there was a consideration of an offer on your property there. That’s what I would prefer, like in the script. But, he stuck to it and now watch, watch things start melting a little bit. Things started calming down a little bit. He didn’t get shook. He didn’t stop. Now, this is the difference in my opinion, between an American color and somebody that English is their second language.
English as a second language might get really rattled here and kind of fumble and stumble and get off the phone. But, my American caller is just ice water in his veins, ready to go prepared. He’s been through this a ton of times, no problem. And he melts that kind of demeanor. He melts that force field that the owner has put around himself to protect himself and rightfully so. When we’re calling somebody, we’re literally just jumping into their day into their life. They have a right to be angry or upset, but we have a right to be calm and collected. And that’s exactly what he is.

Timothy:
What’s that?

Speaker 4:
I looked at it online already. You buying?

Timothy:
Yes. We’re looking to buy properties in the area. We’re a local investor.

Brent Daniels:
Now, what I would prefer is we’re a local cash buyer instead of investor. I think that’s a little bit better, it just depends. I think both are interchangeable. I think a local home buyer or a local cash buyer is a little bit easier and a little bit smoother. And, it doesn’t sound like, when people hear the word investor, they typically think, I’m going to get low balls. I’m going to be taken advantage of they’re going to give me a super, super low offer as opposed to being a cash buyer. But it’s fine. It still works. It still was digested through his ear and he was fine with it. And he was cool. And he keeps going through this conversation.

Speaker 4:
You know, I’ve got a swimming pool too, right?

Brent Daniels:
Now he’s giving us the details. Oh, I am telling you, so when you make these calls, remember every conversation we’re going to find it in this call, you’re looking for those four pillars of pre-qualifying every single lead. The condition of the property timeline to sell, their motivation to sell, what is their problem that they have with this property and their price. So now, and this is why I always say, this is why I always coach, listen, start with the condition. All right. Start working with the condition. Start asking about the property. Because, they’re most comfortable talking about the property and that’s fantastic because that’ll open up the conversation. You can see, even with the hardest, most aggressive sellers or property owners. I mean, this guy has maybe had 15 calls. I don’t blame him. Maybe I’d do the same thing, but he came out hot and now he’s chilling out a little bit and he’s given the condition of the property.

Timothy:
Yes. I’m looking up right now, yes a swimming pool.

Speaker 4:
Four bedroom, two bath [crosstalk 00:05:20]

Timothy:
[inaudible 00:06:24]

Speaker 4:
So, what are you talking about?

Timothy:
So, it won’t be me that would run the numbers, that would be my associate but I will be asking you questions about the property. And, then we follow up with the call and give you an accurate offer.

Brent Daniels:
Giving them the process. Deflecting what this property owner is saying is, how much will you give me? How much will you give me? Remember, when you ask somebody, if they would consider an offer on their property, there’s only six responses. Yes, they would consider. No, they wouldn’t. I’ll never sell it. Maybe I’ll sell it in the future. How much will you give me? That’s the fourth one. That’s the one that he hit him with here. All right. So let’s keep listening.

Timothy:
Okay. If you’d like to go through with it, I would ask you first, what would be your motivation to sell your property?

Brent Daniels:
And he’s going, he’s going straight at it. Now, I would prefer, and he’s about to do it, I would prefer at this point that he goes into it and he is giving the benefits of the way that we do business. Basically, that the speed and convenience that we can provide is really what we’re trying to get across and communicate. And, that way they can understand it’s a cash offer. It’s as is. You don’t have to pay all these fees. You don’t have to pay for a real estate agent. You don’t have to make repairs. All of these things give the owner of the property, the benefits, so that they keep going on and keep opening up about the other pillars. But, he’d just straight asked him, what’s your motivation for selling this property? Which is very interesting because I would feel that this property owner would not give them anything, but watch. I mean, sometimes when you go for it, you did what you asked for.

Speaker 4:
Its time.

Timothy:
You feel that it’s time.

Speaker 4:
I’ve been there 10 years here. 10 years, more than 90.

Timothy:
Okay. All right.

Speaker 4:
What are you talking about?

Timothy:
I’m not the one that runs the numbers, but it would be once again, my associate that would run the numbers. I would send this off to her. I’m just the one that asks the question. I’ll send it off to her and she would call you either.

Brent Daniels:
Instead of asking the questions, what I would want you to do here is just say, Hey, listen, I am the person that just reaches out. I’m the people person. I’m the person that tries to start a relationship and see if you would consider an offer. And, then I pass it on to my associate who runs all the numbers and gets you a solid offer. Right? That’s very smooth. That’s very easy. They understand that. It’s a little bit better than, they run the numbers and I asked the questions, right? It’s a little bit black and white and that’s fine. Sometimes when you have a strong personality like this and they’re coming at you hard, you’ve got to be quick and straight to the point. I understand what he’s doing here, but you can soften it up and still be straight to the point if you use these tips that I’m giving

Timothy:
Tomorrow the next day, or whenever it would be best.

Speaker 4:
Okay.

Timothy:
First, I want you to know exactly what we do. First, what we do is we buy properties cash. We pay all the closing costs, there’s no real estate commissions and we buy them completely as is. Which, is the best part is that you don’t have to put another sense into the property.

Brent Daniels:
Word for word, perfect to the script. Benefits, benefits, benefits, and the best part is you don’t have to put another sentence.

Timothy:
How much do you personally think that you would get? What would be a bottom line price that you would not go below?

Speaker 4:
[inaudible 00:08:54]

Timothy:
300,000?

Speaker 1:
It is officially, two minutes and 19 seconds into this conversation with a very upfront property owner. And he has got, Timothy, my caller here has got, the motivation and he’s got the price. Now he’s got a little bit of the condition. The guy was kind of selling him on the quality of the backyard. He hasn’t dug in to the property yet. So next, let’s see how he gets the condition of this and the timeline when this person wants to sell. And, he’s already kind of gotten the timeline. I’ll give him 25% because the guy said it’s time. It’s time to sell, I’ve been here 10 years.

Speaker 4:
I’ve got pool too. I’ve got a pool guy, he comes once a week, every Friday and he has the pool cleaned. You can jump in it right now. I don’t have any repair that needs done.

Timothy:
So, there’s no repairs that need to be done. But has there been any remodeling or improvements done in the last five years? Like, bedroom, kitchen?

Speaker 1:
Condition of property. See, this is what I love. This is what I love. When you train somebody and you train somebody and you train somebody and they ask the right questions. This is just beautiful. Right? What remodeling? I understand about the repairs. What remodeling have you done in the last five years to the kitchen and bathrooms? That is a fantastic question because that’s the major ticket items. Cabinets, countertops, appliances, anything that has to do with plumbing. There’s a lot of electrical that goes into kitchen and bathrooms. A bedroom doesn’t cost much to put together and fix up. But the kitchen and bathrooms, that’s where the heart is. That is where the big time budget is. And, he’s asking that question to pull that out. I love it. I love it.

Timothy:
Bathrooms?

Speaker 4:
No. No.

Timothy:
What he’s doing here is really wonderful. All right. What he’s doing is, he’s trying to pull out the condition of the property by asking about the kitchen, the bathrooms because he knows that all of these houses that he’s calling on, were built before 1990. So, these are 30 plus year old houses and if they haven’t been renovated in 30 years. That’s a significant investment that either the property owner has to make or an investor estimate. So, that’s what he’s trying to pull out here.

Speaker 4:
Working on it, now to see if we’re going to do that or not. And that’s just the kitchen pretty much.
Okay. Let’s see. So, there’s four beds, two bathrooms?

Timothy:
Yes, sir.

Speaker 4:
Okay.

Timothy:
Is there a mortgage on the property?

Speaker 4:
Yes.

Timothy:
Are you comfortable sharing how much is left on the mortgage?

Speaker 4:
About $130k.

Timothy:
Okay.

Speaker 1:
Listen, he’s three minutes into this conversation, the guy’s telling him how much his mortgages. I mean, he’s just going through it. He didn’t get scared off. He didn’t get rattled. He’s just going through it and he’s asking those questions. I’m not sure why he asked that question. I don’t ask that question. It’s not in the script but I think he’s just trying to figure out a little bit, he’s kind of trying to keep them on the hook. Throwing out some random questions. Maybe Timothy in his past experience was calling for a mortgage company or a real estate agent or something like that. So he has that kind of in his subconscious to ask, in his back pocket to ask but you don’t have to ask that question. If you have TTP data, powered by Propstream, you can see exactly what they owe or an estimate, pretty close estimate of what they owe. You don’t really need to pull that out. So, don’t feel like you have to ask that uncomfortable question.

Timothy:
And, what’s the occupancy? It’s you and?

Speaker 4:
My wife.

Timothy:
Okay. So just you two. All right. On a scale of one to 10, how would you rate the property?

Speaker 4:
Eight.

Timothy:
Okay. So, if you were to sell this property, where do you think that you would be going? What area would you be move to? Would you stay in the area or move to a different area?

Speaker 4:
No, probably the same area because I like the weather here. Because, I moved from California.

Timothy:
Gotcha.
It’s funny people there and traffic. I was there for 32 years and I had to deal with all this.

Speaker 1:
When you asked the question, where would you move to next? It’s beautiful because it’s going to show you the timeline. That’s what he’s trying to pull out. If he already has another house, if he already has another plan, if he’s already got things figured out, then he’s ready to sign a purchase agreement right now. But, because, right here we’re like, okay, it seems like he’s not quite ready yet. He doesn’t have everything figured out, which is very interesting. So he’s still working on that timeline

Speaker 4:
Every day. Because I lived outside of the city, but I worked in the city. Twenty Century Fox, UCLA medical center, City National Bank.

Timothy:
That was when you worked in California?

Speaker 4:
Yes.

Timothy:
A lot of people from California moving to Arizona and [inaudible 00:14:03] .

Speaker 4:
Yeah, to get away from all that.

Speaker 1:
Building the rapport, building the relationship, opening up the conversation

Timothy:
Just to confirm your name is Eleanor. Okay. Let me see a few more questions here.

Speaker 1:
Don’t stall. Don’t say I have a few more questions here. Right? Just keep going. Just keep rolling with it. When, you talk about, there’s more questions to ask, that starts to sound like an interrogation instead of a conversation. So, don’t put that in there. I think he’s kind of stalling for time because he’s either taking notes or he’s not really sure what to ask next to try to pull out that timeline.

Timothy:
Any other reason why you got one?

Speaker 4:
You’ve got two.

Timothy:
What’s that?

Speaker 4:
You’ve got two left.

Timothy:
All right. Let’s see. Well, when would you like to be completely done with the property? Once we get this ball rolling, we typically close within 30 days. So would that work for you?

Speaker 4:
300?

Timothy:
30 days. I know you’re asked for 300, at least.

Speaker 4:
If you can give me 300 day in 30 days, then call me back.

Timothy:
Well, my associate will be calling you back to follow up with you. So, this would not be the only call that you would get in regards to your property.

Speaker 4:
Okay, very good.

Speaker 1:
He got them all; condition, timeline, motivation, price. Five minutes, 27 seconds. They’re about to get off here. So, there’s not much more to this call, but look, look at all that information that you can. Are you going to get this on every call? Absolutely not. Is it possible to get these? You’re hearing it. This is real life. This isn’t made up. This is a real call to a property owner here in Phoenix. You know what I mean? You can do this. Use this, use the tips and tactics that I’m talking about. Remember, I’ve talked to 45,000 property owners like this. 45,000 property owners. I’m telling you, once you get into that rhythm, once you can sound like you’re their neighbor. Once you can get past them being angry at you for calling, then you are unstoppable.
But it takes time. That’s why I want to challenge you before you hire anybody to make calls for you, you, talk to, not call, talk to a minimum of 1000 property owners yourself. I’m telling you that once you’re able to do that, the fears of picking up the phone are gone. The fears of rejection are gone. The fears of asking people about real estate and having good conversations with anybody, are gone. I want that for you, but you have to put it in the work that is something earned. You can’t buy that. You have to earn it. But, I’ll tell you what, the pride and the confidence and that bulletproof mindset that you’re going to have after you’ve done that. It is, oh my gosh, it’s worth all of it. It is worth all of that fear and rejection.
So, get there as fast as you can. That is the challenge. Use this. Make sure that you’re using the TTP script to TTP script.com and it’s absolutely free. Just download it and start using it today. Start taking action. Don’t just hallucinate in your head of all the different things that are going to happen, if you make a call and how scared and the fear and, and the anxiety that you might feel. Don’t even think about it. One, two, three, four, five, call. Five seconds, that’s as long as you get to make that call. Boom. You get an accurate phone number for a property that needs some love and you use that script. You are going to win. It’s just a matter of time. You will win. You will absolutely win. I want that for you because I love you. I love that you are like me, that we are real estate entrepreneurs, we have that fire in our belly.
So, get after it today. If you’re interested in joining the most proactive group in real estate investing, it is the TTP program. Go to wholesalinginc.com/TTP. I personally mentor you. You get my cell phone. We text, we call, it’s crazy, it’s bananas, right? But, it’s the truth because I want you to be as successful as possible and I want to work with you. I love you. If you’re interested in that, wholesalinginc.com/TTP. Check it out, scroll down, keep scrolling. The little scroll thing is tiny, because there’s so many testimonials. Nobody, nobody has more testimonials. Check it out. If it feels good in your gut, sign up for a call. Until, next time. You’re the best. TTP.

Leave a Reply

Your email address will not be published. Required fields are marked *

Wholesaling