Episode Details

Are you accidentally talking yourself out of highly profitable wholesale deals? In this solo episode, Mark Stubler reveals why the biggest mistake investors make is treating their initial seller phone calls as a transactional checklist instead of a trust-building opportunity. Mark breaks down exactly why sellers immediately put their guard up and how you can disarm them by transitioning from a pushy salesperson into a trusted guide.

You will learn the exact Joining Forces framework to make the seller feel like you are on their team, plus the specific mirroring and labeling techniques developed by an FBI hostage negotiator that invite sellers to openly share their deepest pain points without hesitation. Be a part of the TTP training program now.

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Show notes:

• (0:00) Beginning of today’s episode
• (0:46) Why the appointment starts on the first phone call, not at the front door
• (1:16) Why sellers instantly put up a guard during initial phone calls
• (1:42) Stop pitching solutions and trying to prove yourself immediately
• (2:18) How Mark almost lost a deal by focusing too heavily on margins
• (4:18) The "Joining Forces" framework that transforms you into a trusted guide
• (6:42) Why sneezing offers all over the seller destroys your authority
• (8:17) Why the best acquisition managers listen to understand, not respond
• (8:46) Using the FBI "mirroring" technique to keep the seller talking
• (9:36) Using the "labeling" tactic to uncover the seller's deeper pain points 
• (12:00) Why building deep trust on the front end makes negotiations effortless

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Resources:

• Never Split the Difference
• To speak with Brent or one of our other expert coaches call (281) 835-4201 or schedule your free discovery call here to learn about our mentorship programs and become part of the Tribe

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