You've probably heard this on more calls than you can count. You introduce yourself, you mention the property, you barely get a question out — and the seller says: "I'm not really interested in selling." Most investors take that at face value. They say "thanks for your time" and move on. That's a mistake. "I'm not interested" is rarely the truth. It's the response sellers give when they don't want to be sold to. What it usually means is one of three things. 🤔 Maybe they're not interested right now but might be later. 🤔 Maybe they're not interested at the price they assume you'll offer. 🤔 Maybe they're interested but don't trust you yet. None of those are no. They're all not yet. Here's the move on the next call. When they say "I'm not interested," don't push back. Don't pitch harder. Don't ask why. Try this instead. "Totally understand. Mind if I ask — if you were ever to consider selling, what would the situation have to look like for it to make sense?" You just shifted the question entirely. You're not asking them to sell. You're asking them what would make selling worth thinking about. Some sellers will close down. That's fine — you weren't converting them this call anyway. Some will pause. Then they'll start telling you exactly what their threshold would be. Price. Terms. Timing. Now you have something to work with. And they didn't feel pitched. Try this on your next call. Come back and report.

Last night's workshop was a success only because of the people that showed up. Thank you for your questions! You all are that much closer to getting a commercial deal. I'll see you next Tuesday. Don't swim alone. Get support, ask questions, and grow. Well done!

I will need to keep the workshop to 30 minutes tonight due to other family activities. I look forward to seeing you here tonight in about one hour.

Happy Friday, crew. Before you shut the laptop and head into the weekend, do one thing for me. Stop and look back. This was a big week. 3 nights of the Breakthrough Challenge. A whole lot of you showing up, asking questions, and finally seeing what's actually possible in commercial real estate. And somewhere in there, something clicked. ✅ Maybe it was a mindset shift. ✅ Maybe it was a strategy you'd never heard before. ✅ Maybe it was just the quiet realization that you can really do this. That's a breakthrough! And here's the thing about breakthroughs. They get stronger the second you say them out loud. So I want to hear yours. What's the one thing that clicked for you this week? The lesson. The shift. The moment something finally made sense. Drop it in the comments below. Don't overthink it. One sentence is plenty. Because your win might be the exact thing that pushes someone else in here to finally take their shot. 💬 So let's hear it, what did this week teach you?

I will be traveling June 2nd and Paul Thompson will hold a three day event June 8th through June 10th. I will see you all on June 16th.