💥 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: 1. Probing Questions – These help you understand their motivation. 2. Problem Awareness Questions – These dig into what’s driving them to sell. 3. Solution Awareness Questions – These get them to visualize a future without the problem. 4. 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.

💥 Here’s the deal: Objections are a part of the game. No matter how smooth you sound, no matter how solid your rapport is, sellers will throw objections at you. And that’s a good thing. Why? Because objections mean they’re listening – and if you handle them right, you can turn hesitation into opportunity. Today, we’re diving into a core technique from Sandler Sales training: Stroke, Repeat, and Reverse (SRR). This strategy is all about keeping control of the conversation by addressing the seller’s concerns and redirecting the discussion back to the questions you need answered. By mastering SRR, you’ll learn how to keep calm, show empathy, and keep moving forward – like a true Deal Boss. 🔥 Why This Matters Objections are just resistance. They’re the seller’s way of testing whether you’re the real deal or if you’re just another caller. When you handle objections well, you’re not just removing barriers; you’re showing the seller that you know what you’re doing and that you’re someone they can trust. So instead of trying to bulldoze through objections, use SRR to listen, validate, and redirect. The SRR Technique – Stroke, Repeat, Reverse 1. Stroke: Acknowledge their objection with empathy. This shows respect and lets them know you’re listening. 2. Repeat: Restate their concern in your own words. This clarifies their objection and helps them feel heard. 3. Reverse: Flip the conversation by asking a question that redirects back to the main point. Using SRR not only defuses objections but keeps the conversation moving forward. Let’s look at how SRR can be applied to six of the most common objections. The 6 Core Objections and How to Handle Them with SRR 1️⃣ “I’m Not Interested” Stroke: "Totally understand. A lot of people I speak with aren’t interested at first." Repeat: "You’re saying you’re not really interested in selling right now, right?" Reverse: "If you were going to sell, when would be a good time to follow up with you in the future?" 2️⃣ “Give Me a Price/Offer”

💥 Here’s the truth: rapport isn’t about talking about the weather, your favorite sports team, or if they like dogs. Real rapport comes from understanding the seller’s needs, being able to solve their problems, and showing them you’re the expert they can trust to get it done. This isn’t about chit-chat; it’s about building a business connection. Rapport is what turns you from a stranger into a trusted advisor, and it’s what makes sellers feel confident choosing you over the next guy. But real rapport doesn’t happen by accident – it’s a skill you build intentionally. 🔥 Why This Matters People don’t care about how much you know until they know how much you care… about solving their problem. Sellers want to feel like you “get” them – that you understand their situation and have the expertise to help. So, let’s get rid of the fluff and focus on building rapport that’s based on value, understanding, and credibility. The 30-Second Commercial – Introducing Yourself Like a Deal Boss This is where Sandler Sales training shines. Instead of starting with small talk, you’re going to start with what we call the 30-Second Commercial – a quick, value-packed intro that positions you as the solution to their problem. In 30 seconds, you’ll convey who you are, what you do, and how you can help them. This isn’t a sales pitch; it’s a way to establish credibility from the start. How to Execute: 1️⃣ Know Your Core Buyers Before you even get on the phone, know who your real buyers are. Identify your top five buyers in your market – the ones who know exactly what they want and are ready to act. These are your “Big Buyers,” and they’re the anchor to your credibility. Knowing that you already have solid buyers lined up gives you the confidence to speak with authority. You’re not just calling to “see if they’re interested” – you’re calling because you know exactly how you can solve their problem and make the process smooth. 2️⃣ Create Your 30-Second Commercial This is your opening line that tells them who you are, why you’re calling, and how you can help. Here’s an example:

💥 Let’s get real: you could have the best script in the world, but if your tone doesn’t back it up, it’s game over. 💥 Today, we’re leveling up. Now that you’re nailing the words, it’s time to focus on how you say them – your tonality, your body language, and your facial expressions. Here’s the thing: it’s going to feel weird. You might feel like you’re “acting.” But guess what? When you’re closing deals and making money, no one cares if it felt awkward at first. The truth is, every DEAL BOSS started out bad. You suck, you show up, and you keep going until one day… you suck a little less. And then, one day, you’re actually good. 🔥 Why This Matters Tonality is what turns words on a page into a connection. It’s the difference between sounding like a script and sounding like a trusted expert. If your tone, body language, and expressions are in sync, you project confidence naturally. Sellers don’t want to talk to someone who sounds robotic or stiff; they want someone who sounds like they know their stuff. So let’s dive into how to move from “awkward and stiff” to “smooth and CONFIDENT.” The Skill Stacking Loop – The Process to Becoming a Killer Closer If you want to be a killer closer, you have to create a feedback loop for yourself. Great communicators aren’t born; they’re made through repetition, feedback, and refinement. The fastest way to grow is to see yourself in action and make adjustments. Embrace the awkwardness – that’s where real growth happens. How to Execute: 1️⃣ Master Your Tonality Slow it down and lower your tone. Confidence isn’t rushed. Practice each line with a steady, calm pace, and add a slight “lift” at the end of questions to keep it conversational. Put energy in the key parts. Emphasize the words that matter, and let your tone reflect the value you’re offering. Sellers can sense if you’re engaged and confident, or if you’re just going through the motions. 2️⃣ Engage Your Body Language Stand up straight and move. Even if you’re on the phone, body language affects your voice. Standing tall, smiling, and using hand gestures will add energy and life to your tone, making you sound like someone who knows what they’re doing.

💥 Let’s get real – most people overcomplicate the buyer outreach process. 🛑 You don’t need 50 buyers. 🚀 You just need 5 solid, reliable, real buyers in your target market who know exactly what they want and are ready to act. The Core 3 – What Makes a Buyer “Real” in Your System With the Deal Boss Cold Buyer Script, you’re focused on uncovering the Core 3 with every potential buyer: 1️⃣ Exit Strategy Are they a buy-and-hold investor, a rehabber, a wholesaler, or something else? Knowing this tells you how they profit and why they’re interested in specific deals. 2️⃣ Target Asset Type Are they looking for single-family homes, multifamily, commercial properties, or land? This helps you pinpoint which deals are relevant for them. 3️⃣ Target Location What areas or zip codes are they focused on? This shows you exactly where they’re ready to do business. Lock down these three points, and you’ve got yourself a qualified buyer. Anything beyond the Core 3 – like price range, frequency, or financing preferences – can be gathered over time, as the relationship grows. 🏷️ Buyer Tagging System – Rating Your Buyers for Quick Identification Once you have the Core 3, tag each buyer according to their value in your system. Here’s the breakdown: 💰 buyer_buy box discovery – Contact made, but Core 3 NOT yet complete. Still gathering info to determine their fit. 💰 buyer_catfish – Likely a tire kicker or wholesaler without real value. Keep them low priority. 💰 buyer_wildcard – Could bring value or may not; worth giving them a shot on one deal to see how they perform. 💰 buyer_player – Known to own multiple properties or move deals but can only handle limited volume (e.g., 2-5 deals per quarter). 💰 buyer_anchor – The big buyer with teams in place to handle volume and close deals fast. These are the ones who will move quickly and solve problems. This tagging system helps you stay organized and keeps your focus on the most valuable contacts. 👉 How to Work the Deal Boss Script Like a Pro