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Most new acquisition managers expect motivated sellers to sound highly distressed right out of the gate, but the reality is that real seller conversations are often messy. Sellers ramble, throw up immediate price objections, and try to hide the true reason they want to sell. In this episode, Sage, one of the acquisitions and sales trainers inside Results Driven, pulls back the curtain and analyzes a live cold call from an acquisition manager named Adam.

Listen in as Sage breaks down exactly how Adam expertly navigates a vacant lot seller in Columbus, Ohio, who immediately throws up "smoke" by demanding a high price. You will learn how to bypass early objections, the exact questions to ask to uncover the true motivation, and why a seller wanting to fund a new business is still a highly qualified lead for your pipeline. If you want to know how the pros analyze and control messy calls, this episode is jam-packed with subtle tactics that will change the way you handle seller conversations. Listen and enjoy the show!

You’ll Learn How To:

• Ignore the initial "smoke" and price objections that sellers throw at you at the beginning of a call
• Use a specific pivot question to quickly uncover a seller's true underlying motivation
• Recognize non-distress motivation (like a seller moving toward a goal rather than running from pain)
• Categorize leads accurately to keep high-potential sellers in your follow-up pipeline
• Maintain control of a messy conversation without arguing or breaking rapport

What You’ll Learn in This Episode:

• (0:00) Recognizing that motivated sellers can be driven by moving toward a goal, not just running from pain
• (1:07) Why new acquisition managers lose deals by getting distracted by seller noise
• (2:06) Adam reaches out to a vacant lot owner in Columbus, Ohio
• (3:50) The seller throws up "smoke" by demanding a high price and refusing lowball offers
• (4:19) The exact pivot question Adam uses to bypass the smoke and uncover the real motivation
• (6:13) Sage’s breakdown of why Adam's carbon-copy approach worked so perfectly
• (7:58) Why this specific non-distressed lead is still a perfect fit for the follow-up pipeline

Who This Episode is For:

• Acquisition managers and lead managers looking to sharpen their live call skills
• Real estate investors struggling to get past the initial price objections of unmotivated-sounding sellers
• Anyone building a sales team who needs a framework for analyzing and coaching live seller calls

Why You Should Listen: 

Sales training in a vacuum is easy, but real-world seller calls are messy and unpredictable. By listening to an actual live call and a professional breakdown by Sage, you get a front-row seat to the exact psychology and tactics required to close more deals. You will learn how to stop getting bogged down by a seller's defense mechanisms and start uncovering the real reasons they are willing to sell their property.

Connect with Sage:

• Connect with Sage inside the Results Driven REI Facebook community!

Follow Tiffany and Josh here:

• Tiffany Instagram: @tiffanyhighfficial
• Josh Instagram: @joshhighofficial
• Website: https://resultsdrivenrei.com/home/
• Get Tiffany’s free resource: www.rdebook.com

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