Alex shares an awesome tip that's been working with his team. Last year, one of the problems he was having was that his team was over-qualifying the leads, but this year, they've opened up the criteria and are getting in front of more sellers (even if they don't seem motivated). Another tip is that Alex's lead manager has been spending much more time on the phone with these potential sellers to build rapport and to really dive deep as to why they're selling!

Key Takeaways:

• Alex has noticed that when the lead manager digs deeper on the phone, they were able to build better rapport during the in-person appointment.
• When you ask problem questions, impact questions, and picture-perfect questions, Alex's team was able to give a more customized offer.
• Last year, Alex was shooting himself in the foot because they were over-qualifying their leads.
• It's better to get in front of a potential seller than never have that opportunity at all.
• Building rapport is critical! Alex's lead manager spends about 10 to 20 minutes on the call with a potential seller.
• Alex had to make a difficult decision about a month or so ago and let one of his team members go.
• The newly hired acquisition manager recently closed his first deal just because he built such great rapport over the phone.
• When there are challenges in your team, it's important to keep the lines of communication open.

Mentioned in This Episode:

Feel free to connect with Alex about doing a JV! Email him at [email protected]

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Tweetables:

"One practical tip is to start running more appointments. Get in front of these sellers even if it doesn't appear they're highly motivated."

"Our lead manager is now spending between 10 to 20 minutes on the phone with these people. We are now in a much better position to get those deals done when our acquisition manager gets in front of them."

"There's going to be mistakes when hiring new people. There's going to be mistakes with existing team members that know the process! But it's about keeping the lines of communication open."

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