Episode Details

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Ever have a great conversation with a seller only for them to disappear without a trace? In this episode, Josh High dives deep into seller "ghosting", and he unpacks the psychology behind them ignoring you. Learn proven strategies to reconnect, close more deals, and turn a difficult challenge into an opportunity for growth. Josh shares actionable tips on setting clear expectations, crafting follow-up messages that get responses, and building trust to create long-lasting business relationships.

What You’ll Learn in This Episode:

• Why sellers ghost you and how perception affects trust-building.
• Understanding sales resistance and the fears prospects commonly face.
• Building real rapport through credibility instead of surface-level conversation.
• Recognizing and addressing non-committal language in conversations.
• Two follow-up strategies guaranteed to bring back lost deals.
• The "Ghost Text" strategy and why it’s ridiculously effective.
• Turning ghosting into an opportunity to greatly improve your sales techniques.

Timestamps:

• (1:24) Understanding pipeline bottlenecks and tracking the right KPIs for growth.
• (3:42) Measuring deal flow efficiency and identifying sales process gaps.
• (7:15) The impact of dialing expectations and setting achievable sales targets.
• (10:48) Why tracking talk time can lead to bad sales behaviors and inefficiencies.
• (14:30) How spammed phone numbers reduce connection rates—and how to fix it.
• (18:20) Prioritizing high-quality leads vs. low-value cold calls for better results.
• (22:05) The hidden sales process gaps that cause deals to fall through.
• (26:40) Five reasons sellers ghost and proactive strategies to prevent it.
• (30:15) Handling objections effectively to increase signed contracts.
• (34:00) The 6-step KPI review process to eliminate bottlenecks and scale predictably.

Follow Tiffany and Josh

• Tiffany Instagram: @tiffanyhighofficial
• Josh Instagram: @joshhighofficial
• Website: Results Driven REI