Larry Goins says real estate is first and foremost a business of relationships where you’re just having a conversation with a person about a house. And there is no one better at building relationships and having conversations than Larry. He's been investing in real estate for 30 years, runs his business out of the Carolinas, and he conducts all of his business over the phone.

He opens up about his phone selling techniques, focusing on trying to understand what the seller truly wants. He says he doesn’t worry about separating suspects from prospects in your leads. Just open up with that friendly conversation.

Qualifying questions help you see if the person on the other line is someone you can work with or someone you can buy a house from. Larry is a master at closing deals over the phone, and he gives some examples of the kind of scripts you can use when you’re cold calling.

After building rapport, Larry works on uncovering seller needs. He shares the kinds of questions you should ask to understand what the seller will respond to. He had a lady that wanted to sell her house and to move to Texas to be close to her grandkids. But rather than start with the obvious response, “Sure, I think I can help you with this!”, Larry led the questions down a path that help connect the seller.

I feel like those who rise to the top are those who add a little extra to the process. If you’re not equipped to deal with seller finance or anything beyond wholesaling, you’re missing out on some crazy passive income.

This is a leads business and you’ve gotta turn these prospects into deals you’re closing on. If you need a little bit of help closing leads over the phone, come back and listen to this again. And remember, Funny is money! If you can make someone laugh, they’re more likely to buy from you.

What's Inside:

• How to build rapport over the phone by mirroring and matching.
• A written script helps you fake it ‘til you make it (see Resources).
• How smiling over the phone makes a HUGE impact on your selling technique.
• Larry’s tie-down that helps bring sellers closer to the finish line.
• Why Larry hires relationship builders and not salesmen to handle the phones.