5 Steps To Close More Deals (Even On Your First Call)

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00:00 – High Energy Kickoff & Webinar Intro
Welcome, audience engagement, and overview of the six-figure deal series.

01:34 – Why Six-Figure Deals Should Be Your Standard
Shifting from $20K deals to $50K–$150K+ transactions.

02:48 – Willie’s Sales Philosophy (Not Traditional Sales)
Why sales is about solving problems, not convincing people.

04:08 – The Goal: Profit From “Dead” Deals
How to make money on deals everyone else throws away.

06:25 – Breaking Down the $49K Deal Call (11 Minutes)
Preview of the real call: from “this is a scam” to agreement.

07:42 – Step 1: Finding High-Equity Leads
Why tax delinquent = high equity opportunity.

10:50 – Step 2: Skip Tracing Owners
How to quickly get contact info and start outreach.

11:48 – Step 3: Why Most Investors Lose Deals on the Call
The mistake of focusing on property instead of the seller.

12:35 – The Real Skill: Uncovering the TRUE Problem
Peeling back layers like a detective to find motivation.

15:58 – The Question That Changes Everything
“Do you have plans with the property?” vs. “Are you selling?”

16:42 – Common Deal-Killing Obstacles (Liens, Heirs, Probate)
How reverse flip bypasses traditional wholesaling limits.

18:05 – Internal Obstacles Holding You Back
“I don’t know what to say” and other mindset traps.

19:07 – The ‘Fair’ Close & Powerful Framing Language
Using fairness and positioning to gain control.

19:55 – Mirroring: Match Energy to Build Rapport
Adjusting tone and personality for trust.

22:38 – The Mindset Shift: They Need to Sell (You Don’t Need to Buy)
Power positioning without being aggressive.

23:56 – How to Open a Seller Call Properly
What NOT to say and how to frame the first 60 seconds.

25:26 – Keeping Control When Sellers Say They’re Busy
How to push respectfully and keep momentum.

26:18 – Never Ask “What Do You Want For It?”
Why this kills authority instantly.

28:23 – The 5-Step Seller Call Framework
Confirm context → Build trust → Gather story → Identify obstacle → Schedule next step.

30:13 – How to Ask About Mortgage Balance the RIGHT Way
Non-invasive phrasing that gets real answers.

31:35 – Reassure, Don’t Pressure
How to position yourself as problem-solver.

32:37 – Financial vs Situational vs Circumstantial Problems
Different motivations require different questions.

35:39 – Never Leave Without Scheduling a Follow-Up
Why “I’ll call you” is a death sentence.

37:24 – Handling ‘I Need to Think About It’
How to turn hesitation into deeper conversation.

40:18 – The Soft Close Strategy (Scarcity Without Pressure)
Using future appointments to create urgency.

42:04 – Attorney & Bankruptcy Objections
How to handle “my lawyer said no” scenarios.