111: 3 Seller Objections Handled For You with Zack Boothe

This is the podcast for 10Xing your income and replacing your W-2 with wholesaling real estate, a strategy where you can make big finders fees for finding rundown homes.

In this conversation, Zack Boothe shares his strategies for handling objections when trying to get a contract signed. He emphasizes the importance of setting expectations upfront and pre-closing the seller to avoid objections later. Zack discusses three common objections: the need to talk to someone, the need to review with an attorney, and the desire to sleep on the decision. He provides practical tips and scripts for overcoming each objection and encourages listeners to practice and improve their negotiation skills.

Takeaways

• Set expectations and pre-close the seller to avoid objections later.

• When faced with the objection of needing to talk to someone, ask curiosity questions to understand their concerns and offer solutions to involve the person they want to consult.

• When faced with the objection of needing to review with an attorney, validate their need for legal advice and offer alternatives such as reading through the agreement together or giving them time to consult their attorney.

• When faced with the objection of needing more time, express understanding and offer a timeframe for signing the contract, while still giving them the option to cancel if they change their mind.

• Remember to be human in sales and treat the seller with respect and empathy.

• Practice negotiation skills by recording and reviewing appointments, and continuously improve through self-reflection and learning.

Key Talking Points of the Episode

00:00 Introduction

01:37 What are the top 3 reasons people don’t sign your contracts?

02:32 How can pre-closing help you overcome seller objections?

04:38 What is the importance of the first call with a seller?

05:22 What can be the challenge when you have a lead manager reaching out to sellers?

08:45 What is the best way to overcome objections from sellers?

11:37 What can you learn about negotiation from reading Never Split the Difference?

14:25 How can you overcome succeeding objections from sellers?

18:13 What can you do to avoid being shopped around by sellers?

21:31 What is the reality behind sellers wanting to sleep on the offer you’re making?

23:47 What makes sales challenging for most people?

25:47 How can your approach be the thing that’s preventing you from closing deals?

27:07 How can you get better at closing more deals?

Links

Book: Never Split the Difference

https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805

Podcast: 065: How to Get Your First Deal in 7 Days with David Lecko

https://podcasts.apple.com/us/podcast/065-how-to-get-your-first-deal-in-7-days-with-david-lecko/id1667656532?i=1000633061788