Business
[21:31-21:57] For most people, you may be spending at most 200 bucks per lead that comes through your system. And that’s a lot of money. If you're going to talk to those people, you might as well be saying the right things and not be practicing so much on those people. That's where the role playing comes in to really help you out so that you don't waste your money. [22:34-22:40] Most of the wholesalers like the idea of adapting the roleplaying to help in their business. They want to learn this. But once it is time to start marketing, it’s kind of a wait scenario. You need to continue and send the marketing first. Forget everything else, forget you don't know what you're doing, what to say, how to say it, because learning and mastering those things take time. So you should do your marketing first. [23:36-24:05] People who are role playing and are already given deals have to make sure that you're out there talking to people and putting it to use and you have you have to do something as you're going to get better. In order to make it in this business, you have to continue to work on your sales skills. Because you'll get a certain amount of deals. But in order to hit the numbers you need to hit, you need to start improving your sales skills. [28:21-29:49] One benefit of roleplaying in the business is gaining confidence. When we went back and listened to the phone calls of the sales people, we noticed that what they did on the role play is how they would sound talking to the actual seller. If we can get them great at role play, we can get them to sound confident in order to make a deal. Sales people need to get comfortable being uncomfortable. It’s absolutely important in sales because you are dealing with a lot of different personalities and faced with a lot of different problems. [1:40-1:59] Sales people should have a basic framework in their sales process of what they should be saying or step by step process to know where there are calls going. When you start your role playing, start with who is the first person of contact with that person, and get them great. Points to consider when going through their role play – opening (was it warm and inviting?), transitions, listening skills, connection with the seller, and capture the main points which is called CPRT (condition of the property, price, reason, timing) [33:19-33:30] With the condition phase, one of the intros you can use to begin the conversation is “can you tell me a little bit off the property?” It's not a yes or no question. There's a chance that the seller gets to make most of the talking because the goal is buyer is at 30% and 70% in terms of talking. [35:29-35:48] When you start a role playing, then the next result that's going to happen is you're going to start to see and see your sales start to increase. You will notice that the more you role play the more contracts is going to start coming in. [37:18-37:45] One of things you can do is to role play by yourself using a mirror. And the reason why you should get the mirror is that you want to see what you're doing because that's going to come through on the phone. [43:20-43:30] You can also role play with somebody you are comfortable with perhaps a family member. You need to get with some people who are either on your level so they can help you out. [47:48-48:18] Practice with strangers too. Start having conversations with strangers, ask them questions, have little responses to whatever they say, and put it right back to them. If you can get them smile, laugh and talk back, you'll get better and you'll get more comfortable being uncomfortable. [48:39-48:50] Listening is also important in sales. Learn to be intentional with your responses to certain things. Be truthful to every information that comes from you. If you are not a member of the Wholesale Nation Facebook group, now is the time for you to join! Every Friday 2pm Central Standard Time, go to the Wholesale Nation Facebook Group, join in the private zoom room, and get to see how to role play for acquisitions. Absolutely for free! You can also connect with them on Instagram: @undreaking , @_andyspeed_