The Best Objection Handler, Psychological Flexibility, Missed Opportunities

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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:

• The Best Objection Handler

• Psychological Flexibility

• Turn Missed Opportunities Into Closed Deals

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The Best Objection Handler

When it comes to handling objections, the very best person to do it – is the prospect themselves. 

Newer salespeople spend too much time doing this back and forth with prospects, hoping that with each objection they’re closer to “convincing” the prospect to do business with them.

You can go through this dance and still have someone walk away with a “Let me think about it”. Because even though you answered their objection, they still might not believe you. 

You’re the salesperson. Of course, you’re supposed to have an answer to their questions. 

But when you can get the prospect to answer their own objections, there’s no second thought. They convinced themselves.

So how do you do that? How do you get a prospect to answer their own objections?

Steal this method from the Sandler Selling System - Reversing.

Reversing is the method of using questions to get to the real objection and keep the conversation focused on the prospect, where it belongs.

Example from You Can’t Teach A Kid To Ride A Bike At A Seminar.

Prospect: Will this software package work with Windows?

Salesperson: That’s an interesting question. Why do you ask?

Prospect: I’m wondering just how difficult it will be to run in Windows.

Salesperson: That makes sense. But can I ask why that’s important to you?

Prospect: Because all other programs I’ve tried to run in the latest update haven’t worked easily.

Be careful with your reversal questions, sometimes you might come off as too harsh or defensive. So use little softeners like, “Good question,” “I’m glad you asked me that,” “That’s a good point,” and “That must be an important question to you.”

Don’t let your sales conversations be a reverse interview of your prospect asking and you answering questions. Guide the prospect to coming to their own conclusions.

Psychological Flexibility

One of my goals in 2025 is to think bigger. To be honest, I’ve never had a great goal setting and I’ve tried it all.

From shooting to the moon and hoping to land among the stars or SMART goals. None of it ever stuck.

But I’m going back to a version of shooting for the moon. Dr. Benjamin Hardy calls it an Impossible Goal or as Jim Collins would call it “A Big Hairy Audacious Goal.”

The only difference this time is that I don’t need that goal to exactly happen as I picture. Because the real benefit is expanding my psychological flexibility and leaping to a new level. 

Let me explain.

Psychological flexibility is the ability to respond to obstacles congruent to your standards.

So if you raise your standards, it acts as a filter and new focus. For example, if you say you don’t want to do any deal under $50,000 this year – you won’t consider deals that fall under that. You’ll start looking at different areas and properties that meet that criteria. 

Of course if you’re doing deals for $5,000 to $15,000, there’s a gap. And that’s where psychological flexibility comes into play. 

By raising your standards and focus, you’ll do the necessary actions as if you were already doing $50,000 deals. 

That’s the whole premise of Dr. Benjamin Hardy’s book 10X Is Easier Than 2X. If you were looking to 10X your business, you wouldn’t consider activities that don’t align with that. 

So for me, I’m going to think big. Set it and forget it. And filter out everything that doesn’t make sense with the impossible goal. 

Turn Missed Opportunities Into Closed Deals

Have you ever lost a deal because you forgot to follow up?

It’s frustrating, isn’t it? You have a great conversation with a seller, they seem interested, and then… nothing. Life gets busy, leads pile up, and before you know it, the opportunity has slipped away.

We’ve all been there.

The truth is, wholesaling is all about timing and trust. Sellers need to hear from you more than once before they feel ready to move forward.

A quick thank-you message after your first conversation, a follow-up text a few days later, and an email sharing helpful information the following week can make all the difference.

But keeping track of who needs a call, who’s waiting on a follow-up text or email can feel impossible when your plate is already full.

Now imagine if every follow-up went out at just the right moment. A quick text to check in a few days after your first call. A friendly email a week later, letting the seller know you’re still thinking about them. And just when they’re ready to talk, your CRM nudges you to pick up the phone.

It’s like having a personal assistant who never forgets.

But does that mean you’re less personal? Not at all.

In fact, it’s the opposite. Automation takes care of the busywork, so you can focus on what you do best, connecting with people.

It ensures you’re always showing up, even when your schedule is packed. And when sellers feel like you’re consistent and reliable, they trust you.

And trust? That’s how deals get done.

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