You are listening to another TTP breakout with Brent Daniels on the Wholesale Hotline podcast.

Do we approach pre-foreclosures any differently than we do a regular seller right and the answer is well yes to

no right yes and the fact that these people are more sensitive right that that they're going to be

trying to hide it hiding more they're feeling more vulnerable there's ego involved right if you've got a

man in his house and you approach him about foreclosure he doesn't want you know some some guy coming to his

house and saying i know you're in trouble yeah yeah right yeah we have egos right i mean men and women

two men are worst you know but um they don't want to release that so we use a technique across

all uh all areas of sales called this stealth mismatch but in pre-foreclosures it's much more important so the

idea is like if you go to a car dealership and you're on there on the lot and a salesman walks up to you

and they ask you if you were interested in buying a car you say i'm just looking and that is because

you're scared you don't want to give information you're going to clam up and that's what 90% of sellers do. Right? They do not tell you the truth. So what we do with a stealth mismatch is that it works just like it sounds. It's stealth. The seller doesn't really see what you're doing. But you mismatch the seller. So you say the complete opposite of what the seller is expecting. So you may say, Mr. Seller, it sounds like you've got all the

time in the world on your house. You probably don't need to sell. You've got this handled,

but would it be even worth a conversation about talking about your house?

Right. And even like start walking away. I know, I know you're good. And hopefully you're going to let's say it response. Well, wait, hold up, hold on. I don't have it completely handled, right? And then just shut up. Right. And that's the key. After you do a stealth mismatch, shut up. Don't say a word. A lot of people say, Todd, I wish I could shadow you for a day, right?

I wish I could hear you talk to a motivated seller. Yeah. I can tell you it's very boring, right?

Because you're not going to learn much for me talking because they're doing all the talking.

Yeah. Yeah. And that's what's key. I mean, I think, you know, I get it. And I get the same kind of questions about cold calling. But once you open it up, the first 30 seconds, most of the time it's just them talking. I mean, I do these cold call breakdowns. And it's mostly the owner talking and just kind of letting us know what's going on. So, I mean, it's, once you ask the right questions, the seller should be talking more than you are. The seller should be talking to, but the pullaway we talked about this, being reluctant, you also do not want to be like face to face. You don't want to be like in their face, right? You want to back away, you want to beat to the side,

have your body language, you're very, very, very non-threatening. I know I'm going away from the mic here, but I'm trying to visually talk about here. Yeah. Right? And then just say, hey, look, you know, you want to use it in a couple of different ways. So the pull away is also you can use it as a question. So you could say, Mr. Seller, I'm not sure if this would be a fit or not.

You're probably not interested in this.

But what if I could make you... away is also you can use it as a question. So you could say, Mr. Seller, I'm not sure if this

would be a fit or not. You're probably not interested in this. But what if I could make your

payments and then give you $30,000 for your equity? Is that something that you'd even consider

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