Post 5: Qualifying Like a Deal Boss – Cut the Fluff, Find Real Sellers, and Stop Wasting Time

💥 Here’s the truth: Not everyone who picks up the phone is worth your time. If you’re new to this game, you might feel like every call is an opportunity, but the reality is that most people aren’t ready to act. If you want to move the needle, you’ve got to get brutally efficient at qualifying. Because qualifying isn’t about being nice or making small talk; it’s about figuring out if they’re serious or if they’re just curious.

Today, I’m giving you a simple framework with four types of questions that will let you figure out in minutes if this person is worth your time. This isn’t fancy stuff – this is about asking straightforward questions that get to the heart of their motivation. Think of it like cutting through the fat to get to the meat of the deal.

🔥 Why This Matters – The Big Mistake Most Newbies Make

Most people on their first few calls fall into a common trap: They try to be liked. They make small talk, they beat around the bush, and they hope the seller will magically bring up the fact that they’re ready to sell. That’s not how it works. If you’re spending 10-15 minutes with every lead, trying to “warm them up,” you’re wasting time. Real Deal Bosses ask the right questions upfront to find out if this lead is real or not.

Here’s What You’re Going to Learn

I’m breaking down four types of questions you’ll use on every call:

Probing Questions – These help you understand their motivation.
Problem Awareness Questions – These dig into what’s driving them to sell.
Solution Awareness Questions – These get them to visualize a future without the problem.
Consequence Questions – These create urgency by making them think about what happens if they don’t sell.

This isn’t about being a “salesy” person. It’s about being effective and getting to the point.

Let’s dive in.

👉 Step 1: Probing Questions – Find Out Why They’re Selling

The first thing you need to know: Why are they even on the phone with you? If they don’t have a strong reason, they’re probably not serious. Here’s how to figure that out fast.

“Why are you considering selling right now?”

This cuts right to the core. Don’t ask, “Are you thinking about selling?” because that’s too easy to dodge. Go straight to “Why.”

“What’s your main goal with this sale?”

You want to know if they’re looking to solve a problem or if they’re just playing around. If they don’t have a clear goal, they’re not motivated.

The Rookie Mistake: Talking too much. Ask the question, then shut up and listen. Don’t fill the silence; let them tell you what’s going on.

👉 Step 2: Problem Awareness Questions – Make Them Acknowledge the Pain

Once you know why they’re selling, you need to get them talking about the problems they’re facing. Most sellers won’t volunteer this info unless you ask. Pain drives action. If they’re not feeling any pain, they’re probably not ready to sell.

“What challenges are you dealing with on this property?”

Make them spell it out. If they have problems, this question will bring them out.

“How much is this property costing you each month?”

This one’s powerful. It makes them think about the “cost” of holding onto it, both financially and emotionally.

The Rookie Mistake: Not asking about the tough stuff. Don’t avoid questions that could make them uncomfortable. The whole point is to make them realize they need to sell.

👉 Step 3: Solution Awareness Questions – Show Them a Better Future

Now that they’re aware of the problem, get them to imagine a solution. This is where you shift the conversation from “what’s wrong” to “what could be better.” You’re helping them see that selling can solve their problem.

“How would it feel to be done with this property and have cash in hand?”

This helps them visualize the relief. The more they can picture it, the more likely they’ll want it.

“If you could move on and focus on other things, what would that be like for you?”

Get them dreaming a little. This is about creating a sense of possibility and freedom.

The Rookie Mistake: Jumping straight to the pitch. Don’t rush in and say, “Well, I can help with that!” Let them marinate in the idea of a better outcome.

👉 Step 4: Consequence Questions – Create Urgency

This is where you put some subtle pressure on. You’re asking them to think about what happens if they don’t sell. You’re not being pushy; you’re just helping them see the consequences of staying put.

“What happens if you decide not to sell in the next few months?”

This question forces them to think about what they stand to lose by waiting.

“Are you comfortable holding onto this property for another year?”

This makes them confront their current situation. If they’re not comfortable, they’ll feel the need to act sooner.

The Rookie Mistake: Avoiding “tough” questions because you’re worried about being pushy. Being a Deal Boss isn’t about being everyone’s friend. It’s about being effective. If they’re not willing to think about the consequences, they’re probably not serious.

🎯 Today’s Action – Qualify Like a Deal Boss

1️⃣Pick Your Go-To Questions

Choose two to three probing, problem awareness, and consequence questions that feel natural to you. Practice them until they roll off your tongue. You don’t need to memorize everything – just focus on what will get you the real answers.

2️⃣Practice Out Loud

Read these questions out loud several times until they feel like second nature. You want to sound conversational, not like you’re reading a list. Confidence is key.

3️⃣Use These on Your Next Call

Next time you’re on a call, go straight to qualifying. Don’t get sidetracked by the small talk. Your job is to find out if they’re serious or if they’re just “thinking about it.” If they’re not ready, move on. Only focus on high-value sellers.

Avoid the “Curious Seller” Trap

The biggest rookie mistake? Spending too much time with people who are just “curious.” Curiosity doesn’t pay the bills. If they’re not ready to act, they’re not a real lead. Qualifying like a Deal Boss means filtering out the fluff and focusing only on high-value leads. This isn’t about being rude – it’s about respecting your time and focusing on the people who are actually serious.

What’s Next:

In the next lesson, we’ll talk about how to move these qualified leads to the next step and start closing deals. This is where the real magic happens.

If you’re ready to cut the fluff, find serious sellers, and start qualifying like a Deal Boss, comment your go to line for each one of these. “Probe, Problem, Solution, Consequence.”

Because this is where you stop hoping for deals and start creating them.

This is how you build a pipeline of real opportunities – and that’s what separates amateurs from Deal Bosses.

#ClosingLikeaDealBoss101Series

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