I have an amazing question for you today… This question could very well change your entire investing business. It’s that powerful. Allow me to set up the Q… When you’re talking with sellers, you need to have a certain mindset. You have to position yourself in a certain way. Here’s what I mean — you have to remove yourself from the outcome. You need an “I don’t care” attitude. That doesn’t mean be rude, that’s not what I’m saying. I’m saying, do NOT be the desperate buyer. You are there to solve the seller’s problem, NOT the other way around. There’s something that happens in your brain when you’re in “I’ve gotta get this sale!” mode or “pitch” mode, AND sellers aren’t stupid. They sense it. You end up sounding like a desperate motivated buyer. It’s a huge turn off for sellers. Don’t be that guy/gal. Don’t get too invested in the results. When you remove yourself from the outcome — there will always be another deal, it IS okay if you don’t land this deal — you garner tremendous negotiating power. All you have to do is remember that you have plenty of other sellers to call, you don’t NEED this seller. That’s the mindset approach to take. Okay, I’m almost ready to unveil this amazing question — a little more background. Here’s the thing, while building rapport and trust is helpful, you do NOT need to spend hours with the seller trying to make it work. It’s very simple: They have a problem, you have the solution. Done. Ask the right questions, guide the conversation so you #1 Quickly learn what their problem is, and then #2 share your solution for them in a very crystal clear way. We’re NOT chasing sellers. The harder you chase sellers, the faster they’ll run. I assure you of that. Okay, we’re in business to make money today. That’s a big point. Not tomorrow, not weeks from now, not months… today. Keep that in mind as I lay this million-dollar question on you. The suspense must be killing you! Ask the seller: What needs to happen for us to do business today? Boom. Simple. Direct. Timely. It only takes 3–5 minutes on the phone to learn what a seller’s problem is… and offer your solution… and see if they want to do business with you today. If they say they don’t want to do business today, that’s fine! Don’t waste your time, just move on to the next deal. Remember, they need to sell you on their house, you don’t sell them on why you should buy it from them. Ask them what it will take for them to do business with you today. That. Is. It. Poop or get off the pot, people. That question is gold.