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The First 7 Seconds
1. The Core Principle: The 7-Second Verdict
Forget everything you think you know about sales introductions. The pleasantries, the "how are yous," the timid requests for a moment of their time—throw it all in the trash. It's garbage that gets you deleted.
The battle for control of a sales call is won or lost in the first $7 seconds. This isn't an opinion; it's a law of human interaction. In that razor-thin window, the seller on the other end of the line makes a permanent, subconscious decision:
The prospect decides right then and there if they will do business with you. Your job is to seize control of that window and make it impossible for them to say no.
SELF-ASSESSMENT
Pull out your phone right now. Open the voice recorder.
If the answer is anything less than a resounding "hell yes," the rest of this document is your new bible.
2. The Mission: Projecting Inescapable Confidence
The single most important asset you have on a call is not your script, your data, or your offer. It's the confidence you project. Most wholesalers sound like they're asking for permission. You will sound like you're giving the opportunity.
How is this achieved?
Vocal Tonality
Your voice must come from your chest, not your throat. It's firm, decisive, and carries the weight of someone who writes checks and closes deals.
Pacing & Energy
You jump into the call with controlled urgency. You're not frantic, but you're not passive. You are a busy person with a specific reason for calling.
The Mindset
You must believe, without a shadow of a doubt, that you have the solution (and the money) they need.
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The Confidence Rep
This isn't a suggestion, it's a command. You will do this until it's muscle memory.
3. The Playbook: The Assumption-Based Opener
Weak salespeople ask questions. Elite operators make statements. We never, ever ask "Is this Johnny?" It's a weak, permission-seeking question that immediately positions you as a subordinate.
Instead, you use an assumption-based opener. You act as if you already know them.
The Script Breakdown:
"Johnny, what's going on, man! Hey, real quick, I saw that you left a remark on our Facebook page. You're looking to sell your property over there at 123 Main Street, is that correct?"
Let's dissect this weapon:
Adapt & Conquer
The script is a template, not a prison. Your lead source will change. Your strategy must adapt.
Scenario: The lead isn't from Facebook. It's a probate lead you got from public records. The deceased owner's name was Robert Jones, and you believe his son, David, is handling the estate.
Your Task: Rewrite the opening line for this scenario. Post your best version in the private group for critique. How do you establish context without sounding like an ambulance chaser? GO.
4. Advanced Tactics: Engineering the Conversation
The goal is not to close in the first minute. The goal is to earn the next minute. The longer you keep a prospect on the phone, the more invested they become.
The Law of Investment: The more time a person invests, the more they want to see it through.
Eliminate Yes/No Questions
The Objective is Conversation
Differentiate or Die
A "no" is a dead end. An open-ended question demands engagement.
A quality conversation uncovers the seller's true pain points. That's the ammunition you need.
If a seller filled out your ad, they filled out three others. This process is how you win.
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Question Conversion
Take these weak, dead-end questions and re-engineer them into powerful, open-ended questions that force the seller to talk.
(See suggested answers at the bottom if you get stuck, but do the work first.)
SUGGESTED ANSWERS
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