my son is sick guys moving class to tonight.

where are you located

- Situation – “What’s going on with the property?” - Timeline – “If everything lined up, when would you want this sold?” - Motivation – “Why sell instead of renting or listing?” - Price – “Assuming I buy as-is and cover closing, what’s the best you could do?” - How to ask, pause, and let them talk

1. The Line: “Price is the easiest part of my job.” - This line disarms the seller. - It shifts the focus away from money and onto their motivation (situation, timeline, problem). - Sellers expect you to argue about price. When you take that pressure off, they open up more. - Remember: your job is to solve a problem, not chase the perfect number. 2. Anchoring & Bracketing Basics - Anchoring: Setting the tone with a number (or range) that makes the seller reset their expectations. Example: “I’ve seen similar homes selling between $80K–$100K in this area.” - Bracketing: Give a range, not a single number. This keeps you flexible. Example: “If I could make this easy, I’d likely be somewhere between $85K–$95K.” - Let the seller respond. Many will anchor themselves lower than you expect. 3. How to Present a Range Without Over explaining - Keep it simple. Don’t justify every detail. - Say it with confidence, then stop talking. Silence is powerful. - Example: “If I cover closing and buy as-is, I’d probably be in the $90K range.” Then pause. - Don’t rush to fill the silence. Let them process. 4. When to Push vs. When to Follow-Up - Push when: The seller is showing urgency (foreclosure, needs cash, tired of property). They’re engaging with your numbers and just need a small nudge. - Follow-Up when: They’re hesitant, emotional, or stalling. They say things like “I need to think about it” or “I’ll get back to you.” Most deals happen on the 5th–7th contact, not the first. ✅ Key Takeaway for Students: Your job is not to “win” the price conversation it’s to position yourself as the easy solution. Use the Pawnshop Method to take pressure off, guide them with ranges, and know when to press forward vs. step back and follow up.