You're listening to Holson Link episode number 1300 and two.

And listen, here's a tip for you guys that if you've never done a deal,

what I like saying because we do a lot of deals in this market and is in Northern Arizona,

we do a lot of business in Phoenix as well. But we throw out, hey, we're buying

homes similar to yours in similar condition for around this price because we are.

If you're not, don't lie to them. Just say it looks like your neighbors are selling homes

similar to yours for around 66% or 50%. Don't say that you're buying homes. They're going to

catch you up in that lie. They're going to be like, okay, what address does it be bought?

You know what I mean? Like, don't play that game. Hey, listen, it looks like your neighbors

that are in similar condition are selling for this price. That is the pro tip here.

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Listen, I get it. It is scary to pick up the phone and make calls. I'm going to break down an

actual recording of one of my phone prospectors and they're called to make sure you understand

that it's not that hard. It's not that scary. Now, in this cold call breakdown, I want you to be

listening to a few things, okay? First of all, how is his opening? Right off the bat, we want to sound

like we are a neighbor. We don't want to sound like we are a telemarketer or customer service

or that we're not into the conversation. It's almost like we're robotic, right? So look for the

opening. Next, look for the tone. Look for the mirroring and matching of the tones. Look for

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