Sales Process

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Course Module: The 3-Phase Sales Gauntlet

Objective: To master the initial conversation with a seller, identify motivation, and set the frame for a successful deal. This module focuses on the critical first phase: Discovery.

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Overview: The Three Battle Phases

Every seller conversation is a journey through three distinct phases. Mastering each one is non-negotiable.

1-The Discovery Phase: This is the initial intelligence-gathering operation. You identify the seller's true situation, timeline, and pain points. This is where you set the frame and differentiate yourself from the herd. The entire deal hinges on what you accomplish here.

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Copy of Call 1 - Discovery (1).pdf

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2-The Anchor Phase: You establish the financial framework and terms of the deal.

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Copy of Call 2 - Anchor (1).pdf

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Anchor Phase⁠

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3- The Delivery Phase: You execute the close and manage the process through to completion.

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Call 3 - Deliver Phase (1).pdf

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The Discovery Phase: Winning the First 5 Minutes

Forget a generic sales pitch. Your first objective is to gather intel and establish control of the conversation. Do not talk about price. Your goal is to run the seller through a specific sequence of questions designed to reveal everything you need to know.

Step 1: Set the Stage (The Frame Control Script)

Before you ask a single question about the property, you must set the stage. This script immediately frames you as a professional problem-solver, not just another low-baller. It builds trust and establishes the rules of engagement.

Execution:

Deliver this script or a close variation with confidence.

"Hey, just so you know, we're a creative real estate investment group. We specialize in speed and convenience and focus on creating win-win scenarios. If we end up being a match, I can work everything around your needs as much as possible to make this as easy as possible for you. If we're not a match, no problem at all. I won't give you a hard time, and we'll part ways as friends. If there's any way I can help, I'll at least try to point you in the right direction. Does that sound fair?"

Analysis:

"Creative real estate investment group": Differentiates you from traditional buyers.

"Speed and convenience": Directly addresses two major seller pain points.

"Work everything around your needs": Positions you as a flexible partner, not a rigid institution.

"If we're not a match, no problem": This is a powerful takeaway. It removes pressure and demonstrates confidence. You're vetting them as much as they're vetting you.

"Does that sound fair?": This is a critical closing question. It's a micro-agreement that secures their buy-in to your process.

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Step 2: Gauge Occupancy (The Situation Read)

Your next move is to determine who is in the property. The answer fundamentally changes the strategy of the deal. Is it a clean, vacant property or a complex situation with a hostile tenant? You need to know now.

Execution:

Ask the direct question:

"Just so I know, are you living in the property currently?"

Based on their answer, you pivot to targeted follow-up questions.

If Owner-Occupied:

"Have you found your next place that you're looking to go to, or is that something you're still working on?"

Intel Gained: This uncovers their timeline and stress level. If they have nowhere to go, you've just identified a major problem you can potentially help solve, instantly adding value.

If Tenant-Occupied:

"Is the tenant on a month-to-month or an annual lease?"

Intel Gained: This is a mission-critical question. A long-term lease can kill a standard deal, especially a novation, as the end buyer is typically a family that wants to move in. This information flags the deal's complexity from the start.

If Vacant:

Intel Gained: This is the simplest scenario, but you still need to know why it's vacant and for how long. The holding costs are a key leverage point.

Step 3: Define the Timeline (The "Magic Wand" Question)

This is the masterstroke for uncovering their true motivation and desired speed. You're not asking what they think is realistic; you're asking for their perfect-world scenario.

Execution:

Paint the picture for them with this exact question:

"If you could wave a magic wand and everything went perfect, how quickly would you like to sell the property, have the deal closed, the money in your bank account, and you on your way?"

Analysis:

"Wave a magic wand": This framing encourages them to speak about their desires, not their perceived limitations.

"Sell the property...money in your bank...on your way": You are outlining the entire successful result, making it tangible and emotional for them.

Intel Gained: Their answer is your roadmap.

"Next week!" signals extreme motivation and likely distress. A novation is probably off the table, but a wholesale or creative finance deal is a strong possibility.

"30-60 days" is the sweet spot for many strategies, including novations.

"6 months, I'm in no rush" tells you they are likely not a motivated seller, allowing you to de-prioritize them and avoid wasting time.

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Core Principle: Add Value, Don't Chase

The philosophy underpinning this entire process is to position yourself as a valuable resource. By offering help (e.g., finding their next place) and demonstrating a flexible, problem-solving approach, you build rapport that cannot be achieved by simply talking numbers. You are using logical, necessary business questions to uncover their personal situation without being intrusive. This builds the trust required for them to divulge the very problems you are uniquely positioned to solve.

If you’re looking for novations, Prexium is where you’ll find the right leads to close more deals. 👉 Start today

The Cowboy Marketer⁠

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