If you are struggling to get sellers to open up about their true motivation or asking price, this episode is exactly what you need. In the second half of this live lead conversion masterclass, Brent Daniels and Chad Coulter reveal the exact framework to dominate the Discovery Phase. Chad explains how a simple phrase like "Catch me up to speed" can completely lower a seller's guard and why having the MLS open during every call is non-negotiable for real time negotiations.

You will also learn exactly how to handle homeowners who bought at the peak of the market, how to get past the "I have a number but I will not tell you" objection using a highly effective script, and why asking yourself "Would I buy this property" is the ultimate cheat code for unwavering confidence. Be a part of the TTP training program now.

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Show notes:

• (0:00) Beginning of today’s episode
• (1:06) Why asking "Catch me up to speed" is a legit way to uncover a seller's true motivation
• (3:23) The true definition of a lead and why you shouldn't waste time on undecided sellers
• (5:06) The virtual deal process and comping properties for the acquisition team
• (8:49) Why having the MLS or PropStream open during calls is an absolute necessity
• (9:49) How to handle sellers with zero equity who bought properties at the peak of the market
• (13:30) Why short sales are positioned to make a massive comeback in the next few years
• (16:57) How to educate sellers on true ARV vs. Zillow price builds equity during negotiations
• (21:07) The exact script Chad uses to get sellers to safely reveal their asking price
• (23:11) Why asking yourself "Would I buy this property?" protects you from getting pushed around by cash buyers
• (30:04) Uncovering all decision-makers during discovery before ever making an offer
• (30:53) A sneak peek into the upcoming Rhino Tribe meetup on Tax Default and Probate deals
• (34:12) How to transparently answer the question, "Are you going to be buying the house?"
• (41:17) The power of role-playing and active listening to level up your sales game
• (43:49) Why you are the combination of the five people you want to be the most like

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Resources:

• US Lead List 
• PropStream 
• Zillow
• Redfin
• Contact Eugene Latson at:(301) 541-7752
• @realbrentdaniels on Instagram
• To speak with Brent or one of our other expert coaches call (281) 835-4201 or schedule your free discovery call here to learn about our mentorship programs and become part of the Tribe

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