The Death Sentence For Sales, VIVID Selling Framework, The Fortune is in the Follow-Up

In partnership with

You’re receiving this newsletter because you’re a subscriber to Leadzolo’s mailing list. If you want to unsubscribe from the weekly tips and insights, click here.

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 Death Sentence For Sales

• VIVID Selling Framework

• The Fortune is in the Follow-Up

Save 13 Hours Weekly of Podcast Pitching with PodPitch.com

It's 2025. Want to finally be a regular podcast guest in your industry? PodPitch will make it happen. Even the beehiiv team uses it!

The best way to advertise isn't Meta or Google – it's appearing on dozens of podcasts that your customers already love.

You could write a few emails yourself to podcast hosts...

Or you could automate thousands of emails going out weekly, pitching your people as the PERFECT next podcast guest.

With PodPitch.com...

• Log in with your email

• Load your brand info

• Click "automate"

Emails pitching your team as the perfect next guest will start sending out automatically to podcast hosts.

Big brands like Feastables are already using it instead of expensive PR Agencies.

Get your FREE personalized demo!

The Death Sentence For Sales

You could be on the verge of getting the signature on the dotted line. 

But if you temporarily take this away from the prospect… even for a few seconds…

Your deal will be dead in the water. 

This thing that prospects clutch so tightly to their chest – it’s more valuable than money. It’s even more valuable than their house. 

The funny thing is, this asset is not even tangible. 

What is it?

I’ll let Chris Voss explain. In Never Split The Difference, Voss says “People will often sooner die than give up their autonomy.”

Autonomy. 

You don’t even need to take someone’s autonomy away to kill a sale. It’s more fragile than that.

You just need to give the perception that you’re taking away their autonomy. 

That’s how irrational human beings are. 

We would rather hold onto their autonomy than do something that will actually help us. 

That’s why we say that good selling and persuasion is not convincing. It’s leading a prospect to their own conclusion.

As soon as someone realizes they’ve been convinced to do something, they’ll fight to get back the illusion of control.

But when they come to the conclusion themselves… deal closed. 

So your job is really to be a combination of a therapist and a guide. You ask them questions and listen. But you ask questions strategically to plant ideas in the prospect’s mind. 

Real life Jedi mind tricks. But there’s no trickery here. Just good communication.

VIVID Selling Framework

VIVID is an acronym that stands for Vision, Identify, Validate, Impact, and Decision.

It’s a selling framework created by sales training Ian Ross. And if done right, you should have no objections when it’s time to close. 

Ian stopped by Steve Trang’s podcast to give the rundown on his objection-proof framework.

We’ll link to the podcast episode below, but I’ll give a short summary of what VIVID selling is here.

Vision is pretty straightforward. It’s the vision of where the prospect wants to go. 

After you do that, you can easily identify the gap between where they are now and where they want to go.

And whenever a prospect is in a sales conversation, there’s always going to be hesitation on their side. Unless they are 100% certain they’re going to buy from the jump.

So you validate that hesitation. You don’t have to necessarily agree with it. But make the prospect feel like they’ve been seen or heard.

And Ian says the money is made in this next step. Impact. Ian creates an enemy in the prospect’s mind by the time he gets to this step.

That enemy is inaction. 

So if this is done right, the prospect will see the cost of not taking action. 

Last but not least, decision. Yes or No.

There’s a lot of detail that goes into each step that Ian goes over with Steve. Check out the episode below! 

By the way, if you’re still memorizing scripts to do sales… c’mon now. 

Frameworks are where it’s at. Don’t be a scripted robot.

The Fortune is in the Follow-Up

Remember that list of prospects who ghosted you? It's not a graveyard, it's your next goldmine.

While most wholesalers give up after two attempts, the shocking truth is that 80% of successful deals need five or more follow-ups. That gap between two and five is where the real money is.

Here's what most investors miss.

The fact is that circumstances change. Today's "no" could be tomorrow's urgent "yes." That seller who brushed you off might be facing new pressures because of job changes, family needs, mounting repairs, or financial stress.

However, the key isn't just staying in touch. It's about being there at the right moment with the right message.

Forget the typical "just checking in" approach. Instead, share neighborhood success stories, offer market insights, and provide genuine value with each contact.

A quick text Monday, a value-packed email Thursday, and a personal call next week is all it takes. Each touch reinforces your expertise and builds rapport without feeling pushy.

And the best part?

While your competition is burning cash chasing new leads, you could be mining gold from your existing database without spending a dime on marketing.

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