Beating Them To The Flaw, How Supercommunicators Establish Rapport, Less is More

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Welcome To The Business Of Wholesaling Newsletter!

Every week, we’ll be sending you strategies, tactics, and tools used by successful wholesalers and we’ll cover any important market insights and news in the industry.

Here’s what we got for you today:

• Beating Them To The Flaw

• How Supercommunicators Establish Rapport

• Less is More: Focus On One Lead Pillar For Scaling Success

Free Live Webinar Next Week With Justin Colby!

If you don’t know who Justin Colby is, he’s the founder of The Science of Flipping Podcast and The Science of Flipping Coaching Program and is an active Real Estate investor having done over 2600 deals in multiple markets.

Next Tuesday at 3PM EST, Drew Carrell (Co-founder and CEO of Leadzolo) will be sitting down with Justin live to discuss several topics to grow your wholesaling biz.

Here’s a few things on the agenda:

• Justin’s proven process to find, analyze, and fund deals (Developed and perfected after 2600 deals)

• Why wholesaling should only be one part of your strategy.

• How to use AI in your offer strategy to get more deals from the leads you have.

• And more!

Don’t miss out on this one. Use the link below to register today so you don’t forget over the weekend.

Beating Them To The Flaw

It doesn’t matter what product or service you sell, there’s always gonna be objections and negatives from the prospect’s point of view. Real or not.

Things could always be better in their mind. It is what it is. 

The game is to not try to convince the other party otherwise. That’s usually a waste of energy and time.

Instead, it’s more beneficial for you to acknowledge the flaws that may be in your offer. 

Shooting down every single objection signals neediness or being less than authentic. Besides, there’s no such thing as a perfect offer anyway. 

So welcome the pessimism and entertain the objections. 

A lot of you are already prepared for this. You already know when you present your offer to the seller, there are going to be objections. Price isn’t high enough, etc, etc. 

Typically, most people try to avoid mentioning the negatives. But if you acknowledge them and bring them up before your prospect does, it’ll be to your advantage.

For example, if you know the seller is gonna bring up an objection to the price, bring that up before you mention your price.

“Look, I’m not sure what number you’re looking for, but there’s a good chance my offer won’t match yours. In my experience, it’s usually lower than what my clients were initially looking for.”

This dissolves a defense that’s ready to throw up its walls when it comes to your offer. It also builds trust with the seller. 

The goal is to get to the same side of the table with your seller. And this is a subtle way to do so. It relieves pressure and moves the conversation toward collaboration rather than back-and-forth negotiation.

How Supercommunicators Establish Rapport

Have you ever come across people who are just stellar conversationalists?

People seem to flock towards them and they have the gift of gab to connect with everyone. 

Imagine if we can hone some of the skills of a supercommunicator. How much smoother can we make our negotiations and how many more deals could we close?

One critical piece of sales and negotiation is to establish rapport. 

If you’re trying to align with someone, it’s important to match their energy and mood. 

Sometimes you want to match it exactly. If they’re bubbly and joyful, try to match that same high energy.

If they’re in a lower emotion, it’s better to just acknowledge their feelings. The deal isn’t gonna get done if you’re both sad. 

Our objective is to get the deal. Get the property under contract. This tunnel vision of our goal sometimes leads us to talk more about facts rather than feelings. 

Ask more about how they feel, rather than facts. That’s how connection is built.

Things like beliefs and values. Maybe moments that caused them to change.

Also, be sure to reciprocate how you feel as well about the same subjects. 

You don’t need to spend hours talking about this. If you get distracted it could definitely lead in that direction…

But also don’t disregard how powerful it could be. 

If everyone is trying to contact a seller about their property, it certainly doesn’t hurt to be memorable.

Less is More: Focus on One Lead Pillar for Scaling Success

Less is more.

It’s only when you realize this that you start making real progress in your business.

While in the beginning, it may seem like you need to do everything and try to generate as much business as possible, the reality is that you are actually doing the opposite of what you are trying to accomplish.

By going after multiple lead pillars, not focusing on systems and just operating your business on a whim you are creating a system where you are doing everything and nothing at the same time.

It’s the illusion of productivity. 

It makes you think that if you're not doing multiple things or chasing every opportunity, you're not doing enough.

The secret to scaling your business lies in doing less, not more.

But this doesn’t mean that you should put in less effort or do less work, what it means is that you should become more focused on the work that you choose to engage in.

Starting with lead generation.

Instead of trying to tackle multiple lead pillars all at once, pick one and stick with it.

Are you going to go after distressed properties? Probate? Or maybe even absentee owners?

Just pick one.

Don’t fall into the trap of trying to go after all of them all at once.

And while in your mind, it may seem counterintuitive because you may think that you are going to miss out on opportunities.

The reality is quite the opposite.

By focusing on one lead pillar, you will become the subject matter expert. You will understand all of the motivations, pitfalls, tactics, and even the smallest nuances.

But even more importantly, you will start noticing patterns that you would have never been able to see before.

Whether it be knowing what marketing campaigns work, who the ideal client is, or finding innovative solutions to getting a deal done, you will be able to optimize your sales process and create a scalable and repeatable framework for growth.

Thanks for reading this week’s issue of the Business of Wholesaling. 

We’ll be back next week with more marketing & sales strategies, market insights, and other advice you can use to grow your wholesaling business. 

See you next week.

Team Business of Wholesaling