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How to Secure Contracts and Prevent Deal Breakers.
To equip you with a battle-hardened framework for securing contracts and systematically eliminating the "seller's remorse" that kills deals.
This is not about theory; it's a direct breakdown of a proven, in-the-trenches methodology for turning conversations into closed contracts.
Many investors lose deals after getting a signature because their process is weak. They focus on the numbers, not the human. Protocol is designed to make you the seller's only logical choice and make backing out of a deal with you seem more painful than moving forward.
Pillar 1: The Pre-Call Blindfold – Ignore the Intake Form
Most investors begin a call by immediately referencing the information a seller submitted online. This is a fatal mistake. You are allowing the seller's uneducated starting point to frame the entire conversation, creating a bias before you've even had a chance to build rapport.
The Problem: When you see a seller's submitted asking price of $250,000 on a house you know is only worth $250,000 at full market value, your mind immediately disqualifies the lead.
You get on the phone thinking, "This is not a deal." Your tone, your questions, and your energy reflect this. You kill the opportunity before it begins.
The Protocol: Do not look at the form. Enter the call completely blind to their asking price and stated motivations.
Your job is not to react to their data entry; it is to become a diagnostician and uncover the real story.
As Nick states:
"I don't like to look at what they fill out on a form... I don't even look at the form. I'll figure it out. If you look at the property and you're looking at the form and the house is worth 250 and they're asking 250, it's like you think it's not a deal already. So, I don't even look at it."
Your first 30 minutes on a call should be a masterclass in discovery, not a negotiation against a number on a screen.
Pillar 2: The 30-Minute Trust Gauntlet
A two-minute conversation will get you a worthless signature. Quick calls are purely transactional. They signal to the seller that you are just another interchangeable "cash buyer." A seller who has only spent five minutes with you has no loyalty. When a slightly higher offer comes in tomorrow, they will drop you without a second thought.
The Protocol:
Your goal for a motivated lead is a 30 to 40-minute initial call. This is non-negotiable. This extended timeframe is not for fluff; it is for building the foundation of trust required to survive the turbulence of a real estate transaction.
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A quick close is a weak close. As Nick explains:
"If you close them in 10 minutes, 5 minutes, and you call them a few hours later, they probably signed with somebody else already. Because they haven't built enough rapport with you... They don't even know me. I want to get to know them."
Use this time to go deep. Understand their story, their motivations, and their pain points. The deeper your connection, the stronger your contract.
Pillar 3: The Four-Pronged Attack – Become the Total Solution
Amateurs present one option: a low cash offer. This forces a "yes" or "no" and puts you in direct opposition to the seller. Professionals position themselves as versatile problem-solvers. You must make the seller believe that you are the only person they need to talk to, regardless of their goal.
The Protocol
Name
Notes
The Protocol:
Open
The Cash Offer (Pitch First)
Open
Creative Finance (Pitch Second):
Open
The Buyer-Finder (Novation):
Open
The Realtor-Hybrid (Listing):
Open
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This framework transforms you from a "buyer" into a trusted advisor. You are guiding them to the best solution, even if that solution isn't your standard cash offer.
Pillar 4: The Contract Walkthrough & The 'Legal Teeth' Clause
This is the final and most crucial step. It is a psychological masterstroke that cements your position and neutralizes competing offers. Do not just email a contract. You must walk them through it, line by line, and explicitly show them the clauses that protect you.
The Background: Nick implemented this after losing three deals in New York—worth a potential $90,000—because the sellers signed with other people after signing with him.
The Protocol: During the contract review, you will stop and explain the enforcement mechanisms in your agreement.
Your Script Should Sound Like This:
"Now, I want to be completely transparent and point out this clause right here. This section is designed to protect both of us. It states that if you try to back out and sell to someone else, we have legal avenues to protect our interest in the property. We can file an affidavit or a memorandum, which clouds the title. We are serious about buying your property, and we're going to spend money on title work the second we hang up. This clause ensures we have a committed partnership. Of course, if a real-life emergency happens, we are human beings and we will work with you to let you out of the contract. But this prevents another buyer from offering you five grand more tomorrow and you leaving us in the dust."
Why This Works:
It Signals Seriousness:
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It Creates a Moral Barrier:
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It Pre-Empts Deal Poaching:
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By showing your teeth in a professional, upfront manner, you establish control and drastically reduce the chances of a deal going sideways. This is how you secure a contract—not just with ink, but with commitment.
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