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Thanks for your interest in my Strategies for Overcoming Sales Objections in Real Estate presentation given at Jamil Damji's AstroFlipping Seminar. I focused my talk on overcoming sales objections for real estate investors. I hope you get some great value out of it.

Below the video, we have a detailed summary for you as well. So don't worry about taking notes, we have you covered!

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Strategies for Overcoming Sales Objections in Real Estate

AstroFlipping Mastermind Seminar

Click Below to Play the Video

Summary

Steve Trang shared strategies for addressing common objections in real estate sales, including understanding the underlying reasons and providing frameworks for addressing them. He also discussed techniques for building trust and confidence with homeowners, such as open-ended questions, transparency, and validation of concerns. Additionally, the group discussed the importance of earnest money in real estate deals and how it can help alleviate concerns about wholesalers who may not perform.

Overcoming common sales objections with a focus on personal experience and effective frameworks

  • Steve shares his personal story of struggling with sales early in his career, despite having a PhD in electrical engineering.

  • He credits Jamil Damji with helping him grow his wholesale business and launch the Real Estate Disruptors podcast.

  • Steve shares his sales training techniques to overcome common objections.

  • Participants vote on which objections to address first, with Steve providing personalized insights.

Real estate contracts, transfer taxes, and property pricing

  • Steve expresses frustration with lack of participation and low offers in real estate deal.

  • Contract not assignable due to transfer tax hurdle in some states.

Handling objection to contract non-assignability in real estate transactions

  • Steve strategizes to overcome objection to non-assignable contracts in real estate deals.

  • He probes for underlying concerns about contract non-assignability.

Real estate investing and communication techniques

  • Homeowner wants assurance of performance and communication from investor.

  • Steve asks open-ended questions to uncover client's true concerns.

  • Speaker 1 wants to work with a realtor who has skin in the game, preferably 5-6k earnest money.

  • Speaker 1 is open to working with Steve if he can provide $5,000 earnest money.

Real estate wholesaling and communication with realtors

  • Steve and Speaker 2 discuss brokerage rules in New Jersey, with Speaker 2 sharing that assignments are not allowed in some cases.

  • Steve was a real estate broker who shut down his brokerage and had strict contract terms, including non-assignability without written approval.

  • He worked with Jamil despite knowing he was a wholesaler because Jamil was willing to pay a higher price for a property Steve owned, and Steve only needed assurance of performance before working with him.

  • Steve advises realtors to be upfront about wholesaling, avoiding misleading buyers or sellers.

  • Realtors should prioritize communication and transparency in their relationships with investors and homeowners.

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