Do Not Duplicate or Distribute - Page 1

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ADDITIONAL NOTES: ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES: ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES: ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES: ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES:ADDITIONAL NOTES: ADDITIONAL NOTES:

IMPORTANT

Thank you for attending. The presentation you are about to participate in is brought to you by Response, a training and education company. We do not sell a business opportunity, “get rich quick” program, or guaranteed money-making system. We believe, with education, you can be better prepared to make investment decisions, but we cannot guarantee your success in investing. We do not make earnings claims, efforts claims, return on investment claims, or claims that our training will make you any money. Investing of any kind carries risk and it is possible to lose some or all your money.

The training provided is general in nature and may not be appropriate for all individuals. It is highly recommended that you work with licensed real estate brokers and/or agents regarding real estate transactions, and with licensed securities professionals such as registered investment advisors or securities or insurance licensed professionals regarding securities, insurance, or commodities transactions. We are not a licensed real estate broker; state or federal registered investment advisor; licensed securities broker; dealer; agent or introducing broker; tax accountant; or law firm. The Company’s hired presenters, trainers, and staff may hold various registration and licensing, but they do not operate in such capacity, as agents of the company.

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Agenda: Day 1

- (Drew Moren)

8:00 – 9:00 am Arrival | Check-In (Markie Miller) 9:00 – 9:15 am Welcome | Waivers | Introductions 9:15 – 12:00 pm Software Training

• FSBO Home Bargains • Real Estate – Elite Software – Lab

12:00 – 1:00 pm Lunch

1:00 – 4:00 pm Software Training

• Real Estate – Elite (continued) Software - Lab

Agenda: Day 2

- (Drew Moren)

9:00 – 12:00 pm What have you completed since BOG? Real Estate Roadblocks What are they?

How to overcome them? 12:00 – 1:00 pm Lunch

1:00 – 4:00 pm Overcoming Your Real Estate Roadblocks Using software

Labs

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Workbook

www.Response.com/ICC-Resources

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“FSBOs typically sell for less than the selling price of other homes; FSBO homes sold at a median of $200,000 last year ... and significantly lower than the median of agent-assisted homes at $264,900.” That is approximately 25% LESS than a property listed with an agent. - National Association of REALTORS® - 2018 Profile of Home Buyers and Sellers (page 8)

H

Hoowwddoowweeddooiitt??Each morning, we extract data from over 1,000 sources and deliver it to you in an easy to read email. We provide over 30,000 FSBO listings per month (based on a monthly average for all nationwide FSBO’s), helping you find new discount home leads in your area! Our service delivers you the information you need to save big money on real estate properties!

F FSSBBOOHHoommeeBBaarrggaaiinnsspprroovviiddeess:: • DDaaiillyyeemmaaiillsswwiitthhnneewwlliissttiinnggssiinnyyoouurraarreeaa • DDiirreeccttlliinnkkttooGGoooogglleeMMaappss®®wwiitthhssaatteelllliitteeaannddssttrreeeettvviieewwiimmaaggeess • CCoonnttaaccttiinnffoorrmmaattiioonnffoorreevveerryypprrooppeerrttyylliisstteedd • TThheemmoossttuupp--ttoo--ddaatteelliisstt……GGUUAARRAANNTTEEEEDD!!

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OVERVIEW:

Congratulations for signing up with FSBO Home Bargains-the #1 source for quality For Sale By Owner leads! By now you should have received a welcome email with your first list of FSBO properties.

Why are FSBO property leads so valuable? “FSBOs typically sell for less than the selling price of other homes; FSBO homes sold at a median of $200,000 last year ... and significantly lower than the median of agent-assisted homes at $264,900.” That is approximately 25% LESS than a property listed with an agent. - National Association of REALTORS® - 2018 Profile of Home Buyers and Sellers (page 8).

How do we do it? Each morning, we extract data from over 1,000 sources and deliver it to you in an easy to read email. We provide over 30,000 FSBO listings per month (based on a monthly average for all nationwide FSBO's), helping you find new discount home leads in your area! Our service delivers you the information you need to save big money on real estate properties!

KEY FEATURES:

• Direct link to Google Maps®

• Access to satellite and street view images

• Contact information for every property listed

• Phone numbers for home owners

• The most up-to-date list

ACCESS:

To access and download your FSBO leads:

1. Daily emails with a list of FSBO's sent from:

[email protected]

2. Spreadsheet of FSBO properties attached to email 3. Online FSBO database with six month's of inventory:

Website: www.FSBO-HomeBargains.com (click “Login”) Login: [your email address]

Password: 54321

FSBO

HomeBargains

SUPPORT TEAM

866-478-1445 | Mon-Fri 8am_-5pm_{(MST) | products @response.com}

Save time. Make money sooner.

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www.FSBO-HomeBargains.com

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MOTIVATED SELLER

KEY WORDS

Any Offer Auction Bank Owned Blank canvas Bring all Offers Cash Cash Offer Only Contractor Contractor Special Cosmetic Updating Creativity Dated Death Deferred Maintenance Fixer Fixer Upper Flip Forced Foreclosure Gut Handyman Handyman special Make Offer Probate

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REAL ESTATE - ELITE

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ADDITIONAL FEATURES

• Auto Responders / Team Communication

• Contact Management

• CRM (Customer Relationship Management) - Track your properties & leads

- Paperless office

- Document management

- Photos / Videos

- Import existing contacts • Deal Analyzer

• Direct Mail Campaigns

• Document Management

• Marketing Library | Brochures • Marketing Library | Credibility Kit • Marketing Library | Post Cards

• Marketing Library | Pre-written Letters • Marketing Library | Yard Signs

• Mobile Marketing

• Moby

• Publish to Website

• Property Comps

• Property Search (with Prefill) w/ CRM

• PowerLinking | Team Management

• Power Matching

• Websites (20 Free Core or Squeeze Pages)

• Hammerpoint

• Repair Estimator • Rehab Planner

• Rehab Planner Templates

OVERVIEW:

Congratulations on investing in the premier real estate system available on the market today. Soon you’ll be executing deals faster and more efficiently than you ever thought possible.

KEY FEATURES:

• Property Search Details

• Premium Leads

• Contact Management and CRM

• Deal Analyzer

LEAD PIPES | CONTACTS | PROPERTIES:

Nationwide lead lists made on demand and searchable by state and county to create targeted lists that feed your real estate investing business and jumpstart your marketing campaigns. Our leads are refreshed with our data provider automatically! As soon as new information hits the county records, we have it.

LEADS

• Absentee Owners • Active Listings • Bankruptcies • Bored Investors • Cash Buyers • Foreclosures

HAMMERPOINT:

• Repair Estimator – allows you to create a quick, professional repair estimate for each property.

• Rehab Planner – create a custom plan for your rehab or use our rehab template. The rehab planner is

tablet compatible and will allow you to enter in details of your rehab while you walk through the property (provided you have mobile data or wifi connection).

• Rehab Planner templates - we’ve loaded up the Rehab Planner with all of the specific items that our

leading real estate investors use for their rehabs. Get started quickly by adding necessary kitchen, bathroom, floor, electrical, plumbing or even HVAC needs.

• Free & Clear

• High Equity

• Long Term Owners

• Low Equity • Potentially Inherited • Pre-Foreclosures • Private Lenders • Probate • Renters • Upside Down • Vacancies • Zombie Properties

(Additional Features on reverse side)

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ADDITIONAL FEATURES

• Auto Responders / Team Communication

• Contact Management

• CRM (Customer Relationship Management)

- Track your properties & leads - Paperless office

- Document management

- Photos / Videos

- Import existing contacts

• Deal Analyzer

• Direct Mail Campaigns

• Document Management

• E-mail System

• HammerPoint

- Repair Estimator

- Rehab Planner

- Rehab Planner Templates

• Internal Messaging

• Leads Count

OVERVIEW:

Congratulations on investing in the premier real estate system available on the market today. Soon you’ll be executing deals faster and more efficiently than you ever thought possible.

KEY FEATURES:

• Property Search Details

• Lead Pipes – Cash Buyers, Pre-Foreclosure Leads, Foreclosure Leads • Contact Management and CRM

• Deal Analyzer

LEAD PIPES | CONTACTS | PROPERTIES:

Nationwide lead lists made on demand and searchable by state and county to create targeted lists that feed your real estate investing business and jumpstart your marketing campaigns. Our leads are refreshed with our data provider automatically! As soon as new information hits the county records, we have it.

LEADS

• Cash Buyer • Pre-Foreclosure • Foreclosure • Absentee Owners • Active Listings • Bankruptcies

HAMMERPOINT:

• Repair Estimator – allows you to create a quick, professional repair estimate for each property. • Rehab Planner – create a custom plan for your rehab or use our rehab template. The rehab planner is

tablet compatible and will allow you to enter in details of your rehab while you walk through the property (provided you have mobile data or wifi connection).

• Rehab Planner templates - we’ve loaded up the Rehab Planner with all of the specific items that our leading real estate investors use for their rehabs. Get started quickly by adding necessary kitchen, bathroom, floor, electrical, plumbing or even HVAC needs.

SUPPORT TEAM

866-478-1445 | Mon-Fri 8am_-5pm_{(MST) | products @response.com}

• Marketing Library | Brochures • Marketing Library | Credibility Kit • Marketing Library | Post Cards

• Marketing Library | Pre-Written Letters • Marketing Library | Yard Signs

• Mobile Marketing

• Moby

• Optin Forms

• Personally Penned Letters

• Property Comps

• Property Search (with Prefill) w/ CRM

• Power Linking | Team Management

• Power Matching

• Publish to Websites

• Scrum Board

• Tasks

• Training Video Tutorials

• Websites (20 Free Core or Squeeze Pages)

VIDEO TUTORIALS:

To access video tutorials for the software ...

Click on the "Training" tab found on the left side of the screen Click "Elite Training"

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BUYER PREFERENCES

1 1.. WWhhyyiissiittiimmppoorrttaannttttookknnoowwwwhhaattyyoouurrccaasshhbbuuyyeerrwwaannttssttooppuurrcchhaassee?? 2 2.. WWhhaattqquueessttiioonnssddooyyoouuaasskk?? 3 3.. WWhheerreeccaannyyoouuiinnppuutttthheesseeddeettaaiillss??

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QUALIFYING CASH INVESTOR QUESTIONNAIRE

NAME: BUSINESS: PHONE NUMBER: (office) (cell) EMAIL: (business) (personal) WEBSITE: OTHER

1. Where are you investing? (City, County, Zip Codes, etc…)

2. What type of properties are you buying? (SFR, Duplexes, Mobile Homes, Multi-Family, etc.) 3. Do you buy for yourself or do you wholesale?

4. What property characteristics do you look for? (Beds, Baths, Sq. Ft., etc.) 5. What is your maximum purchase price?

6. What is your average repair budget? Are there repairs you avoid? (Foundation, Mold, Termites, etc.) 7. How do you finance your deals?

8. What % do you purchase properties? What is the maximum %?

9. What is the minimum amount of equity you expect to make per property? 10. How many properties can you handle per month?

BANDIT SIGNS and CRAIGSLIST VIRTUAL BANDIT SIGNS

“Thanks for calling my ad/sign. I’m still negotiating with the seller but I should have the property locked up soon. What interested you in this deal? So I’m assuming you’re an investor, correct? I come across great deals like this ALL THE TIME. I might have a couple other deals that fit your needs. Walk me through what you looking for and I should have something for you in the next week or so…”

[Continue the conversation by asking questions ‘Qualifying Cash Investor Questionnaire’]”

WE BUY HOUSES

“I saw that you buy houses, is that correct? Great, I’m a real estate investor too. I wanted to touch base and see if you currently have anything for sale. Sometimes I can find great deals through other investors. Do you have anything available?”

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SELLER SCRIPT

1 1.. WWhhyyiissiittiimmppoorrttaannttttookknnoowwwwhhyyaahhoommeeoowwnneerriisssseelllliinngg?? 2 2.. WWhhaattqquueessttiioonnssddooyyoouuaasskk?? 3 3.. WWhheerreeccaannyyoouuiinnppuutttthheesseeddeettaaiillss??

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REAL ESTATE

LEAD SHEET

How Did You Hear About Us:

Sellers Name: Phone/Email: Property Address:

Type of Property: Single Family Mobile Multifamily Other: Number of Beds: Number of Baths: Garage/Basement: Is there a Pool: Square Footage: Year Built:

Type Of Repairs Needed: Cost to Put In Mint Condition: Why are you selling:

Do you have HOA Fees (current?):

How much do you owe on the property?

If they Owe-If I Pay Cash and Close Quickly Would You Take The Payoff? YES NO Are Payments And Taxes Current:

Asking Price:

Is that Price Flexible:

Internal Use:

What is the assessed value of the property? When did the seller buy the property?

What price did the seller buy the property for? What school district is the property in?

Quick Comps:

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FINDING “OFF MARKET” DEALS

ABSENTEE OWNERS BANKRUPTCIES FREE & CLEAR HIGH EQUITY VACANT PROBATE

TOP PERFORMING LEADS

• Absentee Owner • Free and Clear • High Equity • Expired Listings • Vacant • FSBO Listings • Potentially Inherited • Long Term Owner

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TOP PERFORMING LEADS

• High Equity

• Individual and business

• Absentee owner (In State and Out of State) • Absentee Owner (Out of State)

• Built prior to 1985

• Minimum 10-year ownership

BUSINESS ENTITY

How to track down owner of a business entity 1. www.OpenCorporates.com

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CONTACTED MOTIVATED SELLERS

Direct Mail

Post Card

or

Letter

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DIRECT MAIL - SCRIPT

“Thank you for calling me back.

I am interested in buying your home.

I have a few questions to help me to

make you a better offer.”

Refer to the “Seller Script – Lead Sheet”

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www.BatchSkipTracking.com www.BeenVerified.com

SKIP TRACING

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SKIP TRACING – SCRIPT

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Questions you might be asked:

“How did you get my contact information?”

“We have unique ways of using online databases

and public records that help us locate information of

property owners.”

“Are you an agent?”

YES or NO.

If yes. “I am a licensed agent, but I would not be

acting as one for this transaction. I’m an investor.”

“Why should I sell to you/What’s in it for me?”

“It’s a fast close with cash in your pocket. No agent

fees.”

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NETRONLINE.COM

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VACANT PROPERTIES:

FINDING HOME OWNERS

Workbook

www.Response.com/ICC-Resources

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Inner Circle Camp | Day 2

9:00 – 12:00 pm What have you completed since BOG? Real Estate Roadblocks What are they?

How to overcome them? 12:00 – 1:00 pm Lunch

1:00 – 4:00 pm Overcoming Your Real Estate Roadblocks Using software

Labs

Workbook

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1. What have you completed since attending BOG? 2. How many offers submitted?

3. How many deals closed?

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DAILY ACTIVITY WORKSHEET

Name: Day:

FINDING & QUALIFYING CASH INVESTORS

TECHNIQUE GOAL ACTUAL QUALIFIED INVESTORS

Craigslist Phone #'s YouTube Phone #'s Google Maps Phone #'s Bandit Signs (create and place) Ghost Ads

Auctions Landlords

Direct Mail - Post Cards/Letters Other

TOTAL Total # of Qualified Cash Investors (All Time)

FINDING DEALS

TECHNIQUE GOAL ACTUAL QUALIFIED LEADS

MLS Listings (A and B) Pocket Listings Wholesalers

Bandit Signs (create and place) Driving for Dollars - Vacant Homes Direct Mail - Post Cards/Letters Social Media

Highest and Best Craigslist Ads Zillow

Other FSBO Websites Landlords/Property Managers Cold Calling Door Knocking Power Team Other TOTAL WRITTEN OFFERS

PROCESS GOAL ACTUAL

ARV Calculations

# of Qualified Leads with Equity Property Walk Throughs Repair Estimate Calculations MAO Calculations

Verbal Offers Made (Off Market ONLY) Written Offers Made

Counter Offers Accepted Offers Re-Offers

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WEEKLY ACTIVITY WORKSHEET

Name: Week:

FINDING & QUALIFYING CASH INVESTORS

TECHNIQUE GOAL ACTUAL QUALIFIED INVESTORS

Craigslist Phone #'s YouTube Phone #'s Google Maps Phone #'s Bandit Signs (create and place) Ghost Ads

Auctions Landlords

Direct Mail - Post Cards/Letters Other

TOTAL Total # of Qualified Cash Investors (All Time)

FINDING DEALS

TECHNIQUE GOAL ACTUAL QUALIFIED LEADS

MLS Listings (A and B) Pocket Listings Wholesalers

Bandit Signs (create and place) Driving for Dollars - Vacant Homes Direct Mail - Post Cards/Letters Social Media

Highest and Best Craigslist Ads Zillow

Other FSBO Websites Landlords/Property Managers Cold Calling Door Knocking Power Team Other TOTAL WRITTEN OFFERS

PROCESS GOAL ACTUAL

ARV Calculations

# of Qualified Leads with Equity Property Walk Throughs Repair Estimate Calculations MAO Calculations

Verbal Offers Made (Off Market ONLY) Written Offers Made

Counter Offers Accepted Offers Re-Offers

TOTAL OFFERS TOTAL # OF WRITTEN OFFERS MADE (ALL TIME) TOTAL # OF OFFERS ACCEPTED (ALL TIME) TOTAL # OF COMPLETED DEALS (ALL TIME)

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_Assignments

ADDITIONAL NOTES:

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(i.e. lack of knowledge | fear | not focused on one strategy | not actively investing, etc.)

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Nootteess::

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Nootteess::

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Nootteess::

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OVERCOMING OBJECTIONS

1. “I want to think about it”

“I can appreciate that Mr. Seller, but wouldn’t you agree that two minds are better than one? I

mean if I leave and you have questions, the chance of you picking up the phone and calling me

is slim to none. Wouldn’t you agree? (Yes)

So let me ask you a question Mr. Seller. What specifically would you like to think about? The

Contract, or Me or the Process or how about the price?

Shut UP… Price: Ok, Mr. Seller, you do

realize that I am paying cash AND I’ll be paying all closing costs as well and remember you

DON”T have to pay any commissions to a Realtor so you’ll save thousands of dollars. So with

that being said, what price did you have in mind?

Shut Up… (I was thinking more like $135K)

Ok Mr. Seller, laughing, you’re killing me here. If I agree to your $135K can we get this done

today? (Nail Down Close) (Yes)

Great, let’s get this contract filled out.

2. “I want to sleep on it”

“You’re right, this is a big decision isn’t it?

You told me earlier that you really wanted to sell you mothers house because You want to

settle the estate and pay off some bills, is that correct?

(Yes)

You see that by selling the property to me you can archive this right?

(Kinda)

OK, Mr Seller, what is your concern, is it Me, the process, the contract or the price? (It’s the

contract, I don’t like being rushed through something this important)

OK, Mr. Seller, I can appreciate that. So let’s go through the contract line by line to you can ask

any question. Would that be OK?

(sure)

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Answer all the questions, get to the end of the contract and have them sign the contract.

If they STILL want to sleep on it say:

OK, Mr. Seller, why don’t we sign the contract and I’ll call you in the morning. You can say yes

and I’ll proceed and no and I’ll rip up the contract. Does that sound fair?

3. “I have several other investors the will be looking at the property”

“Ok, Mr. Seller, that’s kind of a shock!

I’m sorry Mr. Seller, I don’t play bidding wars, I’ll have to withdraw my offer” (stand up, take

the offer and start packing up)

Is there something I said or did that makes you not like me?

(No)

OK, then you like me right, are you confident I can close this deal?

(Yes)

Is the price a fair price?

(Yes)

Did you know that most of the mail you received is from newbie investors that went to a

weekend seminar and will tell you anything to get you to sign the contract. You know that

right?

(Yes)

Then I don’t understand Mr. Seller. I’m sitting here with you, you like me, the price and

you’re confident that I can get the deal done. But you want to waste your time taking to

other so called investors and you’ll lose the one sitting right in front of you. That’s doesn’t

make senses does it Mr. Seller. (No)

Great, would you like to close on the 13th or the 15th?

Start filling out the contract.

4. “What makes you different from everyone else”

That’s a great question Mr. Seller. I’m different because, I’m honest, ethical and I get deals

done. I’ve been doing this for a while and I have a great team of people around me that are

accomplished and produce results. So they question is Mr. Seller, would you prefer a check or

bank wire when we close on your property?

(Wire)

Great, please put your name here.

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5. “If I can’t get this price, I’m not going to sell it”

“I can appreciate that Mr. Seller, I understand your frustration with the market. But please

let me ask you a question. What makes you believe that your house is worth $30,000 more

than your neighbor that has a very similar house down the street?

(Mine is in better condition)

We’ll if you we’re a buyer, which your will be, would you buy a house that was very similar

and pay $30,000 more?

(No)

You want to sell your house don’t you?

(Yes)

So what makes you think I or any other buyer will pay a premium for this premium for this

house?

(Not sure)

Ok, Mr. Seller, you do realize that I am paying cash AND I’ll be paying all closing costs as well

and remember you DON’T have to pay any commissions to a Realtor so you’ll save thousands

of dollars. With that in mind, what’s the best you can do on price?

($135K)

OK, Mr Seller, I agree to $135K can we get this done today?

(Yes)

Great!

6. “Your price is to low”

“Ok Mr. Seller, I can appreciate that. So I understand, the price is to low compared to what?

(Mr. Greenberg’s house down the street)

OH, that house. Well first off, it hasn’t sold and it’s been on the market for 187 days. Also

the house is 1876 sqft and your house is 1350 sqft. That’s not a comparable sale by any

means. Did you know a certified appraiser needs 3 SOLD comparable properties with in 10%

of the square footage that has sold in the last 90 days in a one-mile radius?

(No)

With that in mind here are the comps that fit the appraisers criteria. As you can see Mr.

Seller, if you put your house on the market today you would get roughly $145,000 for the

property. But remember, you have to pay Realtor commissions, closing costs and more than

likely you’ll spend some money on cleaning up the property. If you get down to net, cash in

your pocket

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numbers, you’ll see that mu $135,000 price is a very fair offer, wouldn’t you agree?

(Yes)

Great, when would you like to close, on the 13th or 15th?

7. “Your price is to low, we’re not going to give it away” (x2)

“[Name] what price do you absolutely have to have?

Ouch!!!

Based on that … there are a couple of real important questions I need to ask you …

Specifically … why do you feel your home is worth $______________ more than your

neighbor’s?

(Because my house has a new roof, new ac, new bathroom, new kitchen)

(Name) in today’s market place … that means you’ve simply brought your home up to

selling standard, buyers expect to have these items, not pay a premium … right?

If you were purchasing a home … and two similar homes were for sale … one for

$_ … and one for $ … which would you, buy?

Wouldn’t you want to use the extra $___________________ … to do what you wanted to

the home? …

Don’t you think most buyers would feel just like you? Of course they would. That’s why I

came up with the price of $__________________ which is a fair cash offer with the hassle

of showing your property, fixing anything and spending thousands on real estate

commission’s or fees.

Does that make sense?

Great, when would you like to close, on the 13th or 15th?

8. “I have no place to go once I sell”

“OK, Mr. Seller. What if we could disperse 50% of your proceeds at close of escrow and give

you one to two weeks to move out? Would that work for you?

Great, of course we’ll have to be looking for a place prior to closing so we can have

everything lined up and ready to go on closing day.

Does that sound fare?

Great, when would you like to close, on the 13th or 15th?

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9. “I have to talk it over with my family

member/wife/brother/sister/uncle.”

If you ask this question on the phone prior to making the appointment then you will rarely

get this objection.

Ask “I need to purchase on a property this week so if we like each other and we can come to

an agreement on terms and price, are you the right person to make the decision?”

If they use this objection you can respond this way:

“I can defiantly appreciate that Mr. Seller, how do you think your (partner, spouse, etc.) will

respond to what we've discussed today?

(Yes they might but I think I should check with them)

Okay, here's an idea. You can introduce me to him/her and we can go over this together,

sometimes things get lost in the translation. This way if he/she has any questions I can

address them right then. Is he/she available right now?

About 50% of the time the seller will just make the decision and sign the deal.

10. “I’m not sure I can sell it at that price”

“OK Mr. Seller, how far off are we?

or

“OK, Mr. Seller, what price are you thinking?”

When seller names the price move to objection number 6 or 7.

11. “I’m not comfortable with the process/contract?”

“I’m sorry to hear that Mr. Seller, I must not have done my job thoroughly and I’m sorry for

that.

Please let me know specifically about the process or contract you are not comfortable with?

(Yellow or Green personality type)

Credibility, deeper rapport and slowly going through the contract will solve this objection.

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12. “How do I know this isn’t a scam?”

“How is that Mr. Seller?”

Listen for the real objection.

“Let me ask you a question Mr. Seller, If I can prove to you that this is not a scam would you

move forward with me today?”

The reason for this objection is again lack of credibility, not enough rapport and rushing

through the process with the wrong personality type.

13. “I’m not ready yet, it’s happening way to fast…”

This objection will arise when rapport or credibility has not been properly established for

the personality type. To overcome this objection you must get to the root of the issues by

asking these questions.

“I’m so sorry Mr. Seller, I must be moving to quickly. Please forgive me.”

“Can I ask you a question Mr. Seller?”

“What most concerns you, is it me and my company, the process, the contract or the

price?”

Listen…

If it is anything but price, take it slow and start the presentation all over again.

If it’s price, then ask, “Ok, I can appreciate that Mr. Seller, what price did you have in mind?”

“And how did you come up with that number?”

Follow #6 or #7

14. “Here’s an appraisal I just had completed”

Look at the appraisal and see if it’s at or close to the average of the three comps you

selected. If it’s close then you can continue with your presentation and back out the Realtor

commission, closing costs, repair cost and investor profit.

If the number is retail and the “gap” between where you need to be and the appraisal do

this:

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“Thank you Mr. Seller for this information, I appreciate it. Now as you know I’m an investor

and do not by properties for retail price. If that were the case I would have 30,000 (current

inventory) to pick from.

So, Mr. Seller, you do realize that I am paying cash AND I’ll be paying all closing costs as well

and remember you DON”T have to pay any commissions to a Realtor so you’ll save

thousands of dollars. So with that being said, what price did you have in mind?”

Shut up and listen.

If they are close to you number you can use the “justification close” and if not, state your

number and see what they say.

15. “I’d like to run this contract by my lawyer first”

“That’s a great idea Mr. Seller, I encourage all the seller I speak to seek legal advice.

Let me ask you this Mr. Seller, If your attorney gives you the thumbs up are you ready to

move forward with the contract?”

If yes:

“Great, why don’t we do this, let’s put a clause in the contract that say. “Contract subject to

sellers attorney’s approval on or before ___________________ (one week).”

We can execute the contract now and you can consult your attorney and if he approves

than we can move forward, and if not than we can cancel the contract or make the

necessary modifications.

Does that sound fair? (closing question, start filling out the contract) If No: than it’s another

objection.

“OK, Mr. Seller, what is your concern, is it me, the process, the contract or the price that

your concerned about?”

If it’s price go to abjection number 6 or 7.

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16. “My friend is a Realtor and she said it was worth $X” or “The tax

assessment says it’s worth more than your offer”

Look at the number and see if it’s at or close to the average of the three comps you

selected. If it’s close then you can continue with your presentation and back out the

Realtor commission, closing costs, repair cost and investor profit.

If the number is retail and the “gap” between where you need to be and the appraisal do

this:

“Thank you Mr. Seller for this information, I appreciate it. Now as you know I’m an

investor and do not by properties for retail price. If that were the case I would have

30,000 (current inventory) to pick from.

So, Mr. Seller, you do realize that I am paying cash AND I’ll be paying all closing costs as

well and remember you DON”T have to pay any commissions to a Realtor so you’ll save

thousands of dollars. So with that being said, what price did you have in mind?”

Shut up and listen.

If they are close to you number you can use the “justification close” and if not, state your

number and see what they say.

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