If you want to close more deals, stop trying to prove how great you are and start learning how to “listen”. As Faisal Morsi, a seasoned investor and data expert, says: “Nobody really cares about you. You’ve got to ask questions, and then just shut up. The more they talk, the more they like you.”
Too many new wholesalers come in trying to sound like experts or brag about being a cash buyer. That’s a quick way to get tuned out. The truth is, the seller wants to feel heard—not sold.
Here are 5 real-world sales tips to help you connect and convert more often:
1. Lead with Questions, Not Statements
Instead of pitching who you are, ask them:
“What’s the story with this house?”
“How long have you owned it?”
“What made you decide to reach out?”
“Did you raise your kids here?”
“What do you love most about this neighborhood?”
“Did you grow up around here?” or “Did you go to school nearby?”
These types of personal, open-ended questions shift the dynamic from transactional to relational.
2. Find the Emotional Anchor
Selling a home is emotional—especially if it’s been in the family a long time. When a seller says, “I want top dollar,” it’s often not just about the money. It’s about memories and meaning. Instead of pushing back, lean in:
“Totally understand. That kitchen’s seen a lot of birthdays, hasn’t it?”
“Sounds like it’s been in the family a while—who was the first owner?”
When sellers feel that “you get them”, the negotiation shifts.
3. Listen With Empathy
The goal is to get them to talk. Really talk. And when they do, be present. Take notes. Nod. React. Repeat key phrases back to them. Ask deeper questions.
The more they speak, the more trust you build.
4. Don’t Be Afraid of the Truth
Sometimes a deal isn’t going to work for them—or for you. That’s okay. Be honest about it. You’ll gain credibility, and often, they’ll refer you to someone else or come back later.
5. Practice Every Day
Sales is a skill—one that improves with every rep. Make it your goal to talk to 5–10 homeowners a day. Focus on connection over conversion. You’ll win more often in the long run.
Ready to Level Up?
Whether you’re a seasoned investor or just getting started, the best next step is to book a free consultation with our data and deal experts. We’ll help you build the right list, talk through your acquisition strategy, and find more sellers worth listening to.
