All Forum Posts by: Michael Quarles

Besides still being in my marketing campaign. 26 emails 11 follow up calls and 5 texts for all of the lookers. 

 I’ll start and feel free to brag about your failure.   It will be fun and insightful.  

Way back in the day, probably 27 years ago I owned the domain escrow.com.  And let it expire.   That has to have been the worse decision in real estate I’ve ever made   

But I also vividly remember thinking email was stupid when I was being shown how it worked.  The guy showing me how email worked sent his friend an email and then called his friend to tell him he sent him an email.  if you have to call just talk.  

Quote from @Drago Stanimirovic:

Quote from @Michael Quarles:

Quote from @Drago Stanimirovic:

Hi Michael,

Your qualifying script is strong, but a few tweaks could make it even more effective. You start well, but adding a bit more value upfront, such as positioning yourself as someone who "specializes in helping homeowners sell quickly and hassle-free," could increase receptiveness.

Asking if they’re "hoping" to sell the house is smart and non-aggressive. To gauge their motivation more, you could follow up with, "What’s got you thinking about selling?" which can reveal their urgency or situation. When asking for an appraised value, if they hesitate, try encouraging them with, "What range do you think it would appraise for based on nearby homes?" This lowers their guard and helps you get a figure.

Your section on the benefits of working with you is strong. However, breaking it up with short check-ins like, "Does that sound good to you?" can keep them engaged. When negotiating, using softer language like, "Is there any flexibility in that number?" makes the conversation feel more collaborative and helps ease tension around price.

The built-in pauses in your script are great. When pushing for a lower offer, always provide a clear justification, like market trends or repair costs, to make your reasoning sound logical. Remind them of the peace of mind you offer by ensuring the deal won’t fall through and that you handle all the details.

With a few adjustments, your approach can be even more effective in converting leads to deals. Let me know if you'd like to discuss further!

BR,

Drago

Good to meet you.  

LMAO. Hell my script is 73 pages long.  And frankly I don’t care why they want to sell in the early stages of communication.  I only care that they are willing to articulate answers to my questions. If not they get to go waste someone else’s money.  

After well over 1000 houses it’s proved it’s worth.

BUT if you think sugar coating will work sprinkle sugar all over the conversation. 

certainly nicey nice communication and unabashed laughter will get you elected but it won’t buy many houses. 

our product is money and we best not forget that. 

there’s a power exchange happening in every conversation and the one who blinks first fails unless winning isn’t important.  

Hey Michael, good to meet you too!

I totally get your approach, especially after closing over 1,000 houses → your results speak for themselves. Cutting to the business side quickly makes sense, and for some sellers, it’s all about getting straight to the point. While I tend to lean toward building rapport early, I also understand that not every seller needs or cares about that.

That said, I do think there are some sellers who care about more than just the money, they want to feel appreciated or comfortable with who they’re selling to. For those people, establishing a bit of trust or showing you care about their situation can help seal the deal. But, as you pointed out, the product is money, and keeping the conversation focused on the exchange of value is key for others.

It’s all about knowing your audience, and it sounds like your no-nonsense style has been incredibly effective. 

Appreciate hearing your perspective, always interesting to see how different strategies work in practice!

Have a great week ahead!

Regards,

Drago

People who care about more than just the money arent sellers.  They’re researchers.  They haven’t yet decided to sell.  They’re in that annoying stage of procrastination.  

And don’t mistake on purpose actions for meanness or lack of sympathy   

My job after all of the diatribe and crap is to produce the highest level of profitability possible   It’s not to make friends   

Did you buy using a 1031?  

What was your intent when you bought it?  Where you hoping to flip or keep for passive gain? 

Are you currently flipping other properties?  

Probably not however if it’s a sandwich lease I would always have my seller authorize and sign a memorandum of contract. 

The following is in my purchase agreement and I alway get a MOC on all purchases  

MEMORANDUM OF CONTRACT RECORDABLE, PERSONS BOUND AND NOTICE: Buyer may cause to be recorded, at Buyer's option and expense, in the public records of the county in which the property is located, an executed Memorandum of Contract. This Agreement shall bind and inure to the benefit of the Parties hereto and their successors in interest. Whenever the context permits, singular shall include plural and one gender shall include all. Notice given by or to the attorney for either party shall be as effective as if given by or to said party.

Quote from @Drago Stanimirovic:

Hi Michael,

Your qualifying script is strong, but a few tweaks could make it even more effective. You start well, but adding a bit more value upfront, such as positioning yourself as someone who "specializes in helping homeowners sell quickly and hassle-free," could increase receptiveness.

Asking if they’re "hoping" to sell the house is smart and non-aggressive. To gauge their motivation more, you could follow up with, "What’s got you thinking about selling?" which can reveal their urgency or situation. When asking for an appraised value, if they hesitate, try encouraging them with, "What range do you think it would appraise for based on nearby homes?" This lowers their guard and helps you get a figure.

Your section on the benefits of working with you is strong. However, breaking it up with short check-ins like, "Does that sound good to you?" can keep them engaged. When negotiating, using softer language like, "Is there any flexibility in that number?" makes the conversation feel more collaborative and helps ease tension around price.

The built-in pauses in your script are great. When pushing for a lower offer, always provide a clear justification, like market trends or repair costs, to make your reasoning sound logical. Remind them of the peace of mind you offer by ensuring the deal won’t fall through and that you handle all the details.

With a few adjustments, your approach can be even more effective in converting leads to deals. Let me know if you'd like to discuss further!

BR,

Drago

Good to meet you.  

LMAO. Hell my script is 73 pages long.  And frankly I don’t care why they want to sell in the early stages of communication.  I only care that they are willing to articulate answers to my questions. If not they get to go waste someone else’s money.  

After well over 1000 houses it’s proved it’s worth.

BUT if you think sugar coating will work sprinkle sugar all over the conversation. 

certainly nicey nice communication and unabashed laughter will get you elected but it won’t buy many houses. 

our product is money and we best not forget that. 

there’s a power exchange happening in every conversation and the one who blinks first fails unless winning isn’t important.  

Some investors want to know the sequence of questions to ask a prospect   I’ll never ask their name or house address until they qualify themselves as a prospect at the minimum amount of 85% of as is value. 

this is the first half of the qualifying script 

1. Hello this is ______ with we or I buy houses 

Seller says something which indicates that they want to sell a house. If they don’t get off of the phone. 

Once they say they have a house for sale  

2. Do you have a house you're hoping to sell? 

The hoping word is important   Use it  

3. Is the property listed with a Real Estate Professional? If listed discontinue the call.

4. What do you think your house would appraise for in today’s market if we sent out a professional appraiser to appraise the house, what would they appraise it for? If the caller doesn't give a dollar amount then mention to them that you really need a number in order to help them" Invite them to call you back.

5. What amount… (Pause)

•  let me tell you a little about what I do. I buy houses like yours all the time.”

• I pay all the costs – things like Real Estate Commission - Title Insurance - Escrow Fees - Transfer Tax -

Termite Clearance - Roof Certification – the list goes on and on..

• And I buy them in an “as is” condition. I am going to assume the responsibility for all of the needed repairs –

whether I have seen them already or not.

• One of the positive factors about selling me your house is that you can stay in it for as long as you need to

and I can get you your money on the date of your choice.

• I will pay cash when I buy your house so you can have the peace of mind of knowing it’s sold not only sold,

but sold to someone who can afford to buy it.”

• Believe me, there is nothing more frustrating than seeing a deal break down in escrow. That isn’t going to

happen to you.” Isn’t that really what you want?

6. So knowing how I will buy your house what were you hoping to sell your home for, the net amount that you would receive after the loans and costs are taken care of. What I call the walk away money?

7. (Pause) (Pause) (Pause) Is that the least you will take? Always justify the reason before asking.

8. You can see yourself selling for less, yes? Always justify the reason before asking.

9. Is that the lowest you will go? Always justify the reason before asking.

happy hunting. 

Quote from @William Gordon:

Quote from @Michael Quarles:

One thing we do as a human is speak at the pace of those we speak to or are raised by. 

It’s where and how accents are created  

New Yorkers and Texans speaks much differently than a Californian 

If possibles, when communicating with a prospect try and Match their accent. 

However if you cannot learn your DOTS 

Dots are used for pauses.  When talking we speak fast because we are nervous or it’s our way of speaking.  However our prospect is use to speaking and listening differently.  

When you ask an important question PAUSE   

Counting three dots will help   

What were you hoping to sell for? Dot dot dot then next question  

Happy hunting 

Thank you for the reminder. I enjoyed your podcast episode. I am slowly making my way through them sequentially and am at 115.

I’m adding more.  I want to guest host BPs but so far they haven’t said anything. 

Can I do one again?  

Quote from @Michael Calvey:

Quote from @Michael Quarles:

Quote from @Account Closed:

Quote from @Michael Quarles:

I’ve been away for a while (enough about me) 

What the heck happened to BP?  I see a few of the guys who contributed and built this place however it doesn’t feel the same.  Not even close.  

What happened?  

Time marches on. Ya can't buy hoola hoops anymore either.

 I agree however it’s just odd to see a site so hell bent on non advertising and anti coaching to have changed so much.  

Btw. https://www.amazon.com/Sratte-Detachable-Adjustable-Gymnasti...

 Hey Mike - Cool to see you advertising your podcast here on BiggerPockets in your signature along with your website. I'm sure that's unintentional. 

 I agree.  I think it’s 79 a month for the logo and link.