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EP133: How To Convert More Appointments Into Deals

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On today’s episode, Alex discusses how you can turn your appointments into real deals. Before you start talking about money, get to know the seller’s motivation, and why they want to sell. When you know their motivation, prices can fluctuate dramatically. Also, never go into a meeting unprepared. You want to have your numbers front and center, and be ready to explain to the seller why you’re approaching them with those numbers.


Key Takeaways:

  • When Alex approaches the seller, he takes price and money off of the table. He first finds out what their motivation is for selling.
  • Don’t approach meetings and appointments and phone convos with sellers as a negotiation. You want to be standing shoulder to shoulder with them, not making them feel like it’s a you, vs. them.
  • Preparation breeds confidence. Go into the meeting with the seller as prepared as you can be.
  • Don’t be creepy, but check them out on social media and see what some of their hobbies and interests are.
  • Print out your comps and also check out the house in person or on Google street view.
  • The best way to relieve some of the pressure when having you or your team in the seller’s home is by explaining to them right away what they can expect from your being there.
  • Alex shares some of the questions he asks the sellers after he’s done with the tour of the property.


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Mentioned in This Episode:

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“You gotta have the mindset that you’re there to help the seller.”

“Don’t approach meetings and appointments and phone convos with sellers as a negotiation. It’s not you vs. them.”

“Preparation breeds confidence.”


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