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From First Call to Closing Deals.
This document is a tactical breakdown of the lead response and initial seller call strategy. Standard, passive follow-up is a death sentence in this business. The market is saturated with investors making weak, delayed attempts at contact. This playbook is designed for aggression, speed, and control.
It’s a system built to dominate the critical first hour of a lead’s life, ensuring you are the first, most persistent, and most memorable voice the seller hears. Execute this correctly, and you close deals your competition never even knew they lost.
PRINCIPLE 1: The Platinum Minute (The First 60 Seconds)
The single most critical phase of a lead's lifecycle is the first minute after they submit their information. Motivation decays exponentially with every passing second. The seller is actively seeking a solution right now. Your job is to intercept that intent before anyone else.
The Mission:
Make contact within 60 seconds. Not five minutes. Not an hour. One minute.
Execution:
System Integration:
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Immediate Action Protocol:
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The "Triple-Tap" Method:
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This isn't about being annoying; it's about piercing the noise. A seller who just filled out a form is often immediately hit with distractions or second thoughts. The Triple-Tap is a pattern interrupt designed to command attention. You are signaling that their problem is your top priority.
PRINCIPLE 2: The Relentless Follow-Up Engine
Most investors give up after one or two attempts. This is a gift to disciplined operators. The Scancarello Method deploys a multi-channel, automated assault to ensure no lead goes cold.
The Mission:
To remain top-of-mind through a structured, inescapable follow-up sequence until contact is made.
Execution 2
Multi-Angle Attack:
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The 10-Day Blitz:
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The 36-Month Nurture:
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The fortune is in the follow-up, but "follow-up" is a platitude. This is a system. It's relentless, it's automated, and it's built on the certainty that timing is everything. While your competitor is chasing the next new shiny lead, your automated engine will be there when this "dead" lead is finally ready to sell.
PRINCIPLE 3: Framing the First Call - The Art of Control
Once you get the seller on the phone, the real work begins. The goal is not to "pitch" them. The goal is to control the frame of the conversation, establish yourself as a problem-solver, and disarm their natural skepticism.
The Mission:
To lower the seller's guard, diagnose their true motivation, and establish yourself as the expert who can offer the simplest, most direct solution.
Execution & Script Breakdown:
Set the Stage:
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Introduce Doubt & Lower the Guard (CRITICAL STEP):
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Frame Yourself as the Filter:
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The Ultimate Qualifying Question:
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Study the language here. "Maybe," "possibly," "there may be better options than me." This is psychological warfare.
Every salesperson is trained to project absolute certainty. By projecting selective uncertainty, you instantly differentiate yourself. You become a trusted advisor, not just another low baller.
The "simplest process vs. highest price" question is a checkmate move. It frames the conversation around the value you provide (speed and convenience) versus the commodity they can get elsewhere (a higher price with more hassle). Their answer is the key that unlocks the rest of the negotiation.
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