Closers Olympics Finalist Max Jimenez Shares What He Learned from the Experience

Steve Trang: Hey, everybody. Thank you for joining us for today's episode of Real Estate Disruptors. Today, we have a special episode. We got my business partner, Max Jimenez, with Max Cash Offers, and we're gonna be talking about how he placed over the weekend at the Closers Olympics, what he learned and so on. If this is your first time tuning in, I'm Steve Trang, sales trainer for some of the top wholesalers in the country, and I'm a mission to create 100 millionaires.

Question I get all the time is how to become one of the 100 millionaires. If you will take the information from this podcast and execute it consistently, you will become one in the next five to seven years. If you wanna get there faster, send me a message on Instagram, and we'll see if we can help you. If you get value out of the show, please tag our friend below. Share this up with us right now.

That way we can all grow together. And before we get into this, just wanna announce a couple of chip winners. We got Landon Koff who got the green chip. He was able to close already over 25 deals already. We got Carson Dimick with a purple chip, and he That's awesome.

Has done a 100 k in just one month. So Wow. If you guys are interested, right, in getting your poker chips that we'll send to you at no cost, we'll even cover shipping and handling, let us know. We'd love to celebrate you guys on your journey. This is a live show, so please ask your questions for Max to answer.

So before we get into all that, there was something you wanna say as far as thank you and and and so on.

Max Jimenez: Yeah. I think, you know, one one thing, right, is to we put events on. Right? We put workshops, and it takes a lot of effort. Yeah.

It does. You know, most people just see the people that are, you know, us that are either teaching or or or up there speaking, but there's a lot of people in the background. So I just wanna give a shout out to everybody, you know, from the closer Olympics, you know, the the media team, you know, the integrators in the background. I mean, those guys did a phenomenal job because it's already difficult to actually have a workshop or have a an event in person. I can only imagine what went in the back online trying to maintain and then all of these high d level personalities.

Steve: Whole bunch of visionaries with, no directions. Yeah.

Max: All these drivers.

Steve: And I'm saying that not to tease our friends, but really because that's indicative of Max and myself. We're not projecting. We're describing ourselves here.

Max: Of course. And I think that's huge. They did a phenomenal job. I shared this with Elijah today. Like, man, your team was awesome, you know, from everything.

Right? From the systems to the software, you know, from making us look good.

Steve: Yeah.

Max: And even all the way up to the hospitality, make sure that, you know because here's my thing. Like, if somebody sends me a text or an email, you know how we are with emails. So they were really on top of it to keep us informed, you know, with even a a a great, Instagram group together. I mean, just making sure that us, you know, we stay in in informed. Yeah.

Steve: We were we were staying in the loop. Elijah, incredible follow-up follow through. He would not let me slack if I was not doing what I was supposed to do. It was a text message every hour on the hour. Yeah.

So, yeah, just shout out to Elijah Rubin. Right? King of Crisp, baby fast baby face assassin, Keith Everett, Aaron Bevins, millennial entrepreneur, and Alex Saenz. They they put on a great, they led a great, event. Yep.

And then we get Annalise Maddox, Jen Coronado for putting up with all of us behind the scenes, making us look good. And I know I'm missing people. Yeah. I just those are the ones, like, that come off the top.

Max: MCs? Oh my god.

Steve: That was awesome. And Pat Hilton and and and and Byron, the investor. Right? I Yep. I, feel jealous.

I wish I had Byron's voice. You know? I wish I had it.

Max: The whole time, when somebody else was competing, I was like I was waiting for him to come back on and be like, woah. That was awesome. Woah.

Steve: Yeah. It's I I think he's got unfair advantage. You know? If he's if you get that voice, I think he should

Max: ask for voice mail.

Steve: Yeah. He just naturally closed my deals. He probably doesn't even need any sales skills. He just closed his deals. He I

Max: think he would sound like it sounds like it seems like where do I sign?

Steve: Yeah. So I think I I think they did a great job and, you know, a special thank you for for Max and myself for allowing us to participate. Max as a contestant and myself as a judge Yeah. To really highlight us as well because they didn't have to ask us. Right?

They didn't ask anybody. So, you know, they reached out to us to participate, so we're really grateful for that opportunity.

Max: Yeah. And I think, you're right. They didn't have to ask us. I know when Elijah reached out, he already had mentioned that he already reached out to you to be a judge, and he's like, it's okay. I know they're gonna there's gonna be a little controversy, but that's what isn't.

Right? What doesn't have controversy? So Man,

Steve: watch it. Even though

Max: there wasn't a lot, you actually scarred me low, so we're gonna talk about that today. Or you scarred me low, bro.

Steve: I mean, this is kinda what I said. Right? You saw this in the group text or the group, IG message. Right? Like, there's three things you can count on in life.

Right? Death, taxes, and a low score for me. I mean, just

Max: Yeah. I

Steve: know. My kids sent me a a YouTube video. Right. And it was like, you know, Asian parents. Right.

Alright. And it's this this father talking to his four month old daughter. He's like, you know, how do you spell disappointment? Y o u. And they were gonna get this they're already familiar with these jokes.

Max: So So going back to what I was saying about Byron, like, I will every time that you would judge, he would come on or every time they would come on after you were judging, they're like, you know, if you get a score beyond the drinking drinking what do you say? The drinking age? The drinking age. You know you won from Steve. He goes.

Steve: Not wrong. It's not wrong. I mean No.

Max: But you did good judging. I think, it was, I like that even though the score was low, you you explained how come it was low. Right? Yeah. And I think people love that because in the comment section, when you would give your score, they were they were, like, they were late they were lighting you up.

Steve: Everyone was looking Yeah.

Max: They even wanted there was one guy that wanted to fight you, but we won't talk about it.

Steve: It was like Friday. Right?

Max: Yeah. Yeah. Yeah. Yep. But then after, you know, you gave the score, and then they would, then you would say, well, how come you gave that score?

Mhmm. And here's why. Then people are like, oh, man. That makes sense. And they're like, Sensei Steve knows what he's

Steve: talking about. And It was a blast.

Max: It was it was

Steve: it was a blast for sure. Yeah. It was good. Alright. So, let's talk about, your experience.

Yeah. Like, how how was the experience for you?

Max: You know, ever since Elijah told me, you know, hey. You know, you I'm inviting you to be part of the closed Olympics. Just wanna know if you would accept. I immediately told him yes, for a couple reasons. Right?

Those type of events, what happens is that besides the exposure, it's an opportunity to give back. You know, we're a big believer in impact and giving back. And I think, you know, I told him today, a matter of fact, when I was talking to him, the real winners were the audience. You know, the people that paid to be on the live and those that are eventually buying the replay just because I believe that everybody that was that would that participated had something that they, that they they were able to show show and give, you know, for the people that tuned in and the people that watch. So that was my main thing is, like, I have an opportunity to maybe show someone and and the way I described it was, what would you tell someone that was on the fence, you know, that that doesn't wanna buy the or pay the $97?

And I and I shared the story when I went to, Sean Terry's event, the first event. It was $99. Mhmm. But that event changed changed my life. And I said, this is the same thing.

You could already be doing deals. And, potentially, what you hear from one of these 14 people, maybe you're struggling to have a conversation. Maybe you're struggling to, like, say the right things when you're talking to sellers. This $97 or this event is gonna change that for you.

Steve: Yeah.

Max: And so that's the way I looked at it. Right? Like, we're gonna change a lot of people's life by the way they communicate, by the way they might talk to sellers, help them, establish a sales process. But it was awesome. That was the main thing for me.

Steve: I wanna touch on that real quick. Yeah. Because, we went to Sean Terry's event. Like, he bought like, he went in that in 2015. Right?

$99. And then you got an email promotion. It's like, you know, $97. You you can come with a friend. So Yep.

Because at this time, you were technically, back then, Max was still working for me, not with me. Right? So he was an employee. And he's like, hey. You know, I went through this last year.

It was huge. Why don't you, why don't we do it again? So Yeah. I bought it. Right?

So the two of us for $97.

Max: Yeah. $97 and bring a friend.

Steve: But here's the thing, though. Right? So this is $20.16. The we got to learn a lot of theory. Right?

We got to learn about the business, see how it works. Right. But at an event, you're still kinda like, is this real?

Max: Right.

Steve: Can I really do this, or is this a scam where they're gonna upsell me to some expensive mastermind coaching program, whatever? Right? Yep. Like, that's kind of the thoughts in your head if you've never done a deal before. Of course.

But what's really cool is there's this thing that happens when you close your very first deal. Mhmm. Once you close your very first deal, it's like, okay. This

Max: is real. Yeah.

Steve: This is real. Yeah. Now I can think about quitting my job. Now my wife

Max: is gonna

Steve: believe me when I tell her about this. Yeah. And so I believe that the closest Olympics event provides more reality, more truth, more believability to give more faith. Yeah. Because they were watching us actually lock up deals Yeah.

Over the phone.

Max: That's interesting that you say that. I actually didn't even think about that. I I was I was more focusing on the side of, you know, what can they take away, but they're actually witnessing. Right? Like, this is not something that somebody's talking about.

Like, this is live. We're talking to real stuff.

Steve: No upsells. I mean, I was I think I was the only one upsells in the whole time. All weekend.

Max: Yeah. But, no, you know, one thing that's true because it's one thing to go to an event where they're showing you slides and how this works. And you and I have a mutual, understanding of, you know, you put some people in that in that type of environment, they're gonna fall flat on their face. Right? Let's that's Most of them will.

Most of them will. But it was it's good to to it was a good it's good to think about that because they're seeing the skills being put on display and actually and and not only because we have a coaching program, but we're using them. Right? And that's what I tell our people. The difference is they ask, like, how do you guys like, how do you like, I don't like, that's amazing, like, how you guys because we're doing it.

Right? We're we're getting our face kicked in, you know, we're out there talking to sellers. Our team, you know, they're doing the same thing, and I'm a lot I'm right there side by side with them. But I think that's really awesome. Right?

You get to you know, you hear I guess you can put it in a way, like, you hear about a lot of people how they how they talk about Michael Jordan, but those that witnessed him that did it, that's even another 10 x level.

Steve: Yeah. It is is that believability.

Max: Yeah.

Steve: And, yeah, I mean, going back to the feedback. Right? Like, we have the great fortune of coaching many of the top people. Right? I mean, I say this from time to time.

Like, we have, over 60 clients in Collective Genius. Right? These guys are top wholesalers in the country. Right? We have 60 clients within there.

And I think that what's really cool, and I didn't expect this, what's really cool about coaching those guys is that it's made us better. Yeah. Right? As coaches because, man, like, that fear, right, only the paranoia survive, you have to get better Yeah. If you're gonna lead other people.

And so it forced us to get better. And By forcing us to get better, naturally, our team does better. Yeah.

Max: No. 100% I agree with that. I think that, you know, well, there's some people that will that do teach it, but what makes us, I think, get better not not I think, but I know that makes us get better when we teach it is that we're actually going back and doing it. That's I think that is the big difference.

Steve: You're the lab as well.

Max: Yeah. We're

Steve: we're we we got a real live experiment. Yeah.

Max: We got a real live experiment.

Steve: It's like one of the ones I always talk about, you know, like, probably haven't thought about how much you're gonna need. Right? And, like, you just you just throw that out there on every postcard. Yeah. Right?

Every time someone calls in on a direct mail piece, you're like, oh, you probably haven't thought about how much you're gonna need. And then, no. No. Here's how here's how much I need. Right?

We know it works on postcard. It doesn't work on TV. It doesn't work on paper click. It only works on direct mail. But it's really fascinating.

Right? But we get to learn these things.

Max: Yeah.

Steve: Because we're applying

Max: it. Exactly. Exactly. You know, going back to what you said earlier, like, what was my ex what was my experience, you know, besides the impact that was made? For me personally, I feel like there was some there was there was, it was great to be able to not only do it live and and around other people.

One thing that Elijah and I were talking about today is that I actually learned. I learned from other closers. Right? Top a closers around the country because you always think, you know, when you're in your bubble, if you wanna call that right, your sales process, like, this is the way, this is the best way. And and not necessarily it's the best way, but you always consider it, like, this is the way we always need to do it.

And so I told Elijah today, man, I learned from everybody. I learned that, you know, how they position themselves in certain way, how do they say certain things, and and so I took away a lot personally. I learned a lot because, you know, I'm always I'm a I'm a student, a forever learner, but I did learn a lot. I shared that with him. He's like, man, that's awesome to hear.

Like, yeah, dude. I learned. I learned

Steve: as well. So let's go for the listeners that are listening. Right? Like, what what did you learn, over the weekend?

Max: So I wrote down a

Steve: couple of things myself.

Max: Yeah. So the one thing, we'll start with the winner, Ryan. Obviously, we'll give him props, RJ.

Steve: I mean, congratulations to RJ. He was the luckiest one this weekend, so congratulations.

Max: He did get lucky. You know, he slammed us on that video. Right? Like, he, he's, like, where Pat's, like, he's going for the knockout. Oh, the referee has to stop it.

He's like, oh. So I so I I put a message. I'm like, bro, why do you have to do Munif and myself like that? Yeah. But then I but then I threw a jab.

I said, it's not like you locked it up at 50,000. Oops. So he hit me back. He's like, at least I don't have to ask the seller what happens next. So we're throwing jabs.

And that's the that's the one thing I learned. Right? Like, when I was when somebody else was going, when they were doing their thing, right, talking to sellers, I noticed in the comment section, you know, we're competitive. When they were, like, ready, they're either talking or or they were moving into position where they need to move the seller to the close. Mhmm.

I saw everybody all the other contenders, like, get them. Like, let's go. You got it. Like, push. Or, you know, or if they were struggling, hey.

It's time to hang up. So I saw that. That was really good to see. I learned that even though we were competing against each other, it was still a really good, because we're all in the same same boat. Right?

Top eight closers. But for me, one thing from RJ, what I learned is is just how smooth he is. Right? Trustworthy right off the bat. Now I don't know if it's that Southern accent or what it is, but

Steve: I got some theories.

Max: I do too. What are yours?

Steve: Well, he's supposed to come on Tuesday. I don't know if he's gonna come, but I think for him is that he's got the the, insane confidence

Max: Yeah.

Steve: Because he is able to buy it. Mhmm. Right? So that's something that's really important. If you got the financing behind you, and we argue, like, you should get the financing behind you.

Obviously, we're in a wholesaling business.

Max: Right.

Steve: But I also believe that as a matter of integrity, we should be able to close whatever we can wholesale. Right? That's a personal opinion that you and I both have. Yeah. Of course.

Integrity is a core value. Right? And so for him, he's got the finances secured. So no matter what happens

Max: Yeah.

Steve: Yeah. He can close.

Max: Yeah. Definitely.

Steve: And knowing you can buy it and hoping you can wholesale it are two different levels of vision. Right? So I think that's the first thing. Second thing is I think his communication style, I'm curious to see what his, his predictive index is because he uses a lot of us

Max: Right.

Steve: We, words versus you and me and I. Right? Like, you hear someone say, let me tell you let me tell you what I can do

Max: for you. Right. Right.

Steve: Okay. This is about you and me. Kinda adversarial. Right?

Max: Yeah.

Steve: It's like, how can we make this happen? You know? How how can we help you get to where you wanna be? A different conversation

Max: Yeah.

Steve: Very consultative. It's very, we're doing this together. I'm gonna help you get to where you are. Yep. It's a different conversation.

I believe that is very disarming.

Max: Yeah. And the other thing too with him is I noticed is his his his report is really genuine. Right? And he doesn't even look for something to build report off of. A lot of a lot a lot of closers, a lot of salespeople, they're always looking for that golf club in the corner.

Right? That quote unquote golf clubs in the corner to to start building report as something they can talk about. But he actually starts it. That's one thing that I learned is he starts it by either sharing a story about his son or sharing a story, hey. Or, like, just simply saying, I got a hockey game I gotta go to, so I'm trying to get a contract today.

Like Well,

Steve: he said on the call, like, hey. My friends and I are in a in a competition to see who can lock up the wheels.

Max: He did. That was awesome. I was blown away, like, oh, dang.

Steve: Totally open and transparent. He's not hiding anything.

Max: No. He's not hiding things. So I love that style. Right? Because I think it's just you're being transparent.

You know, it's him buying the property like you're saying. He's got the ability to close on it, which makes it even stronger Mhmm. Because he positions himself as the buyer, and then not just as the buyer, but the ability to close on it, not just looking for that wholesale deal. I think that was really, really awesome.

Steve: Yep. So, what else did you did you learn from that?

Max: The second thing, I'm a 100% in agreement with you with, Manny, Manny Cash. That guy, I mean, he's the he's the loved grandson. Right? I think he shared that. I actually watched your whole live this morning, by the way, the the feedback you did.

So, I think, Manny Cash is is someone that's gonna man, he's gonna develop really good. He's Come here, Sonny.

Steve: Let me tell you everything.

Max: Yeah. Exactly. How are you doing, miss? How are you doing? Come here.

Sit over here. I'm gonna tell you my whole life. He's got that instant trustworthy voice, and and people talk to him. People people tell him their whole story, and how can I help you? Oh, wow.

Like, you know, and and he calls him mister Willie, mister Steve.

Steve: Yeah. Mister Willie. Mister Willie. Yeah.

Max: Yeah. He did really well. I think he's got that friendly voice where people instantly feel comfortable to give him, you know, whatever he needs to be able to move the deal forward for sure.

Steve: Absolutely.

Max: Yeah. Yep.

Steve: Anything else?

Max: What else? Let's see. Steven Morales as well, you know, he's a he's a killer. You know, I like his, his approach as well too. I think, Steven has this thing where where he's I see some some of me in him just because he moves pretty quickly from from people to people.

You know, I've seen him do it. I've seen him do it before, and me and him have been on the live on Instagram when I was back when I was doing the lives. And, he's got a style where he'll disqualify pretty fast. Yeah. You know, if he has someone that's not really, interested or really serious about selling, and he knows how to sniff that out pretty fast too as well.

So

Steve: And he's got enough reps.

Max: Yeah. He's got enough reps as well. Yeah. So

Steve: So a couple of things I wrote down. Right? One of the things I liked a lot was Daniel Quijano.

Max: Yeah. Yeah.

Steve: Daniel. Right. He and I, we had a strong debate yesterday. Right?

Max: Yeah. I know. I I heard it this morning.

Steve: Yeah. But what I really enjoyed was in that conversation with him or in in listening to him was there was a point in the call where the guy had a deep sigh. Mhmm. Like Yeah. And now there's this awkward silence.

Right? And a lot of people will be uncomfortable with silence. Like, how do I feel how do I feel it? And he just said, I'm listening. Yeah.

Right? And, like, now now, like, okay. You're really building your force. I I wrote that down. I thought that was huge.

Munif, you know, the Mhmm. It just shows the power of mirroring. Right. Because that's something that, you know, that's the cheat code for for for, sales. Yep.

Is mirroring.

Max: A 100%.

Steve: And that guy was the best I saw in mirroring rate of speech, volume of speech

Max: Right. And tone. Everything.

Steve: Right? As soon and the words.

Max: Actually, even similarity of voices. I there was points where he may he sounded just like the seller in the in the in the sound of the voice. Exactly. Like because there's people in the chat box that were like, man, he sounds he's he's he's sounding just like the seller. Like, wow.

The seller's already, like, he's got him in a trance.

Steve: Yeah. So I think for all of us, you know, if you're trying to build build rapport, mirroring is such a cheat code. It's an unfair cheat code.

Max: Yeah. 100%.

Steve: And you could tell he's worked a lot on on mirroring.

Max: Yeah. He he he has, and I I told Pace, because Pace messaged me, and so I said, dude, he's a good student, bro. He's definitely not only a student, but he's an implementer as well too, so he's gonna be real he's gonna do really well. He did really well. The first day, he threw me he kinda he surprised me a lot.

And so for him to and he he's the first one to lock up a contract. That's pretty amazing, you know, live, right, within the thirty minute time frame. So that's something to be said for someone that's actually only been doing it for seven months or whatever that time

Steve: frame is. In March.

Max: Yeah. He signed up in March. So, that tells you right there that not only is he a good student, but also he does he he goes out and implements it. He goes out and does the work, the reps, and and that's why he was able to be, you know, come in at second place and be successful, in the in the, closer Olympics.

Steve: Absolutely. Yep. Guys, you know, I would love to have you guys, inquire, you know, post your questions, you know, for Max and I to answer. I'm trying to think of some things that, well, you know, I shared this with you, so, you know, bear with me.

Max: So there

Steve: are a couple of things where Max and I disagreed. Max thinks I'm bitter because I didn't place last year, and he did. Right? Max has Max has some, you know, personal security issues.

Max: Yeah. Just tell her how I see it, bro. I don't how how you feel about it, that's up to you. I'm telling you how I see it.

Steve: So Max a little insecure, and it comes through in the camera, so I'm just

Max: Forgive him. Forgive him.

Steve: So there are a couple of things that I I I would've done differently. Right? And there's only only a couple. Right? I mean, watching for an hour and a half, there's only two things I would do differently.

So, one thing I think is a simple hack. You know, you called that guy during a Saints game. Yeah.

Max: Yeah. Right?

Steve: And you started talking about the Saints. And, like, you know, and you kinda let him steer the the conversation a little bit. Yeah. And we call people. Right?

Max: Right.

Steve: And the challenge well, that's a challenge. It's of my opinion that if you have the time to answer the call Mhmm. Then then you have time to talk.

Max: Yeah. Yeah. Correct.

Steve: Alright. So if someone says, like, I'm watching the game, like, for me, the go to would have been, like, probably don't have one of those DVRs that have a pause button on it.

Max: Right? Yeah. That would have been good. I did I did, I did ask him. I don't know if you remember, when he said he was watching the Saints game, I said, oh, okay.

You're watching the Saints game. And they said, before I even tell you why I'm calling, are they winning or are they losing?

Steve: I do remember that.

Max: Yeah. So, I I mean, that's a little something. Right? Because because if they're losing, obviously, I don't think this conversation is gonna go well. He's like, yeah.

They're losing. Let's let's just talk. Yeah. Yeah. But, yeah.

No. I love that though because that, you know, might it creates maybe it's kinda like a humor factor to it and, you know, obviously, I think, that's a great line. I like that.

Steve: I'm gonna

Max: use it.

Steve: So I would've done that. It's like, if you said, yeah. There's a positive one. I was like, I probably don't wanna put Progressive right now.

Max: Yeah. Right. You know, it's it's, it's interesting. Right? Because, like, I haven't I haven't watched the replay.

I don't typically go back and watch a lot of replays just like the the the the podcast and all that, but I'm at some point, I am. I'm gonna go back and watch it. But I the timing, like, the thirty minutes, like, being time is is is actually it's interesting. Like, being time and trying to close a deal, even though we got that five five property deal locked up.

Steve: Oh, yeah. So, all the crap I'm giving Max, he did lock up a five property portfolio. I mean

Max: That's it. I mean, that's it, Steve. I mean If

Steve: you I mean, in thirty minutes, he locked up a five property portfolio. Whatever.

Max: You gotta understand, Steve, that he he even though it's a five part portfolio, he gives the disappointed dad look. So, you got I gave him a

Steve: four out of five on ROI.

Max: Yes. He did. Actually, he gave me a three for, what'd you give me a three for for handling objections?

Steve: No. Negotiations. Let me see how it'll pull it up.

Max: You dude, you gave me Whatever. He gave me a three out of four Dude, you're already

Steve: living living in a business.

Max: For handling objections. I had no objections. I don't know what you're

Steve: talking about. Two out of five. Jeez. See.

Max: That's terrible, dude. Yeah.

Steve: Four out of five.

Max: Elijah, don't bring this judge back, bro.

Steve: Yeah. It is what it is. So, yeah, so that was one thing I wanted to do differently. The other thing was, you know, we talked about scorching the earth, right, which is something that we all love Yep. Our peers hate, but we love.

Right? Of course. And it's something that, you know, we do it, pace does it, you know, like, we've all done to each other, unfortunately, in Phoenix, whatever. But, anyway, you you you gave that guy some scorched earth, ticks Mhmm. And he got shaky.

Max: Yeah. He did. I do remember that.

Steve: And you let him off the hook. Like, in my mind, it's like, this is like you're watching UFC, you're watching boxing. Right? Once the guys once the boxer's knees got shaky, you gotta move forward. Yeah.

Yeah. And I think you let him off the hook,

Max: so I No. I did. I I

Steve: agree with you on that. I did. I did. Yeah. So what I would say, like, you know, Max, you sound a little less excited about

Max: the other offer. Yeah. Because because I did. So I remember I told him, ask for oh, so that were they able to give you a $5,000 refund? And when he's like, oh, they were supposed to do that?

Mhmm.

Steve: I'm

Max: like, only if they're real buyers. Yeah. And, like, also, if they're real buyers, you know, they should have proof of funds with their name on it.

Steve: Mhmm.

Max: And then the other thing I told him was that, zero zero inspection period. And he did get really shaky. He's like, oh, wow. Yeah.

Steve: He's like, oh. Oh. And just that oh, I mean, like, are you still with me? Are you okay?

Max: Yeah. You know, now that we're talking about this, and I actually had this thought, like, right either the next day or right after is that my what and I guess we'll get into this a little bit later about what two things I would have done different. I already thought about them. Mhmm.

Steve: I don't

Max: know if you wanna just go into them or not.

Steve: We'll go into it in just a second. So the the one thing I was going through my mind as I was watching this live, right, was that the guy said he had an offer at 01:10 Mhmm. And our MAO was 90. Right. So that's why I was thinking maybe that's the reason why you didn't do it because we were already gonna pay a part.

Max: Yeah. So that's so going back to what I'm saying about, you know, two things that were done different, but we'll get into a little about that.

Steve: That's enough. That's one

Max: that's one of the that's that is one of the calls. Mhmm. My mind was if I can get because it was the last day Mhmm. So my goal was to actually get a contract.

Steve: Yeah.

Max: And I focused on that. Like, I zeroed in. Right? Like, I I locked in, and I shouldn't have done that. I should have I should have backed up a little bit from the contract, even though that's the goal, to get the contract live.

And that's what I wanted to do, actually. Right.

Steve: No. We wanted to win.

Max: Yeah. We wanted to win, and I just went all in for the win. And so, I mean, I think I did great overall, but that's what hurt me on that call Mhmm. Because I just said as soon as he said he's got another offer, he's at $1.10, we're at 90, even though I'd scorched the earth and he and he and he wimbled a little bit, I was I was pretty much done. I'm on to the next call.

Yeah.

Steve: What's the other thing you would have done differently?

Max: The other thing I would have done differently is, probably, what is it? I actually had I could hear the judges. Mhmm. And I I thought I took my earpiece off. So I on the last call, on the very last call, I didn't I didn't turn them off completely.

Mhmm. So I overheard, I can't remember who it was. Somebody said something, and I and I adjusted in the middle of the game. So it's kinda like Tom Brady, right, throwing the ball, and if he hears, like, the earpiece, and I messed up. I I and that's one thing I I gotta shut it off completely.

Yeah. Yeah. That's that's the one thing I'm and it's not an excuse. It's just I made an adjustment to try to appease the judges to give me a higher score on something

Steve: Yeah.

Max: And I ended up butchering butchering it.

Steve: Yeah. So that was the same thing. I talked with Daniel Kanna. Right? Like, he was upset with himself

Max: Yeah.

Steve: Because he adjusted mid game.

Max: I did. Right?

Steve: Like and it's hard to adjust mid game. You can adjust 100%. Forehand beforehand, practice forehand, but adjusting mid game is really, really tough. I heard you always said a thousand percent you have the same issue. Mhmm.

Alright. So Kristen Myers asking, well, what are some simple open ended questions to keep them going or get them talking?

Max: I I my favorite one is how are you hoping I can help?

Steve: Mhmm.

Max: That's always my help my favorite one go to because they're gonna be able to express themselves, you know? Hey, you know, or, you know, how are you hoping you can help is a question that's gonna open up either they're gonna do two things. Right? They're gonna come at you fierce and fast. Well, I was hoping you can give me an offer, which I wanna know anyways.

Right? Because if that if if we know that the sale or the appointment's gonna go just the money route, I'd rather know, like, ASAP. Right. Or it can go the other way where they're gonna open up and feel comfortable and say, well, I got the situation happening, and, well, I was hoping that you can, you know, basically, you know, help me move or whatever the case may be. So you're gonna find out right away which way this conversation's gonna go.

And I like using the word hope because it creates security. Right?

Steve: Alright.

Max: Everybody that hears hope, there's hope in in in what we can do, and and and and I wanna know which way it's gonna go ASAP, like, fast. Yeah. Right. Yep.

Steve: So one I always like is, Max, how would you know you're working with the right person?

Max: I love that one now.

Steve: Right. And then they once they answer, they're like, okay. Write all of this down because how they answer is, like

Max: So I did that on one of the calls. I don't know if you remember where the guy said he had four other offers. He had four other people. Mhmm.

Steve: And

Max: that's when I asked him. I said, if you line up if all if all four of them gave you the same offer, what is how would you know which one you go to? What would you need to see or hear from them? Mhmm.

Steve: I don't

Max: think he understood that, though. I didn't explain it right, because he didn't he didn't answer it, but I do like that one. Yep. Yep.

Steve: So Daniel q wants to, create a rematch opportunity for him and Max. I don't know I don't know

Max: if you're ready. Smoke, bro. Yeah.

Steve: I don't know if you're ready. So IG, Critty, what was the average number of years have been the closers have been in the business? Do you have any idea?

Max: What's the what?

Steve: Average number of years closers have been in the business?

Max: I would say at least between at least four or five. Right? Maybe? I

Steve: don't know.

Max: No. No. Elijah's longer. Right?

Steve: Elijah's the old man in the group. Yeah.

Max: Elijah's the old man in

Steve: the group. Elijah's the super old dude in the group.

Max: He looks young. That's why Steve calls him the baby faced assassin.

Steve: So Elijah's by far the oldest. Yeah. I give him I give him crap, but he's he's been doing it the longest of all of us. Right? Yeah.

100%. Yeah. Steven Morales. I mean, he's He's

Max: been around for

Steve: a while. Been around for a while, but, I mean, maybe seven years.

Max: Yeah.

Steve: Aaron Bevins started after us. Keith Everett, started after us. Yeah. Who who else was there? Alex Sainz has been doing this five years.

Oh, actually, no. He was not a contestant.

Max: No. He wasn't a

Steve: contestant. Muneeve?

Max: Muneeve. Seven

Steve: months. Daniel Kejano, I don't think he's been doing it from

Max: RJ Bates been doing it since 2015. RJ Bates been doing

Steve: it for a while. But I would say on average, we're probably between three around three years.

Max: Yeah. That's true.

Steve: If I

Max: were the guest. Yeah. If you take all the newcomers and then because obviously, we we've we're probably not that far off either, but, yeah, I would say three years three years average.

Steve: So I guess it'd be fair to say I'm the old man in the group. Group.

Max: Right? So Tell tell Daniel, hey, Daniel, if you're watching, if you slow down a little

Steve: bit, then you can catch up to me. Yeah. Start trying to beat

Max: up grandmas, Daniel. Stop trying to beat up grandmas, man.

Steve: Stop freaking on grandmas. Alright. So some other questions.

Max: Because I kept saying on the chat, like, he's talking too fast. He's talking too fast. Like, I I I know, like, his style is awesome, and it works really well, because he's got a good style. Daniel does. And and I I listened to your feedback on him, and I I agreed on you 100% the feedback you gave.

He sounded

Steve: just like RJ last year. Yeah. Just like RJ last year.

Max: Yep.

Steve: And then Sunday bread day, this guy's putting salt in the game. I don't know what he's talking about exactly. So can you elaborate on that, what that means, as far as putting salt in the game? I'd love to, you know, address it. So, Reba Solutions, what is scorching the earth?

Max: I don't think they wanna know that.

Steve: Well, I think this probably goes back in line with Sunday bread days question.

Max: Yeah. I think so. So scorce the earth or salt in the game, it's it's here's here's the problem. So this is why we use this technique. It's not to put salt in the game.

Right? What we're seeing a lot of people what we're lately, as of lately, we've seen a lot of, the sellers tell us that they've been under contract and they've been left at the closing table. Right? Where you got wholesalers that offer exceeding amount of money, and so what happens is that they don't end up closing on the property. They'll either call back for a price drop or they'll leave them at they'll leave them with their U Hauls filled.

So, one of the things that we started doing is that is is educating the seller on what to look for. That's because we can close on it. Right? Yeah. So, we're educating the seller on what to look for if they decide not to go with us and and and we tell them like look for for these things so that way you know you're dealing with the real buyer because again, just because we're wholesaling, we gotta maintain some some type of integrity still and not not some.

You gotta have some integrity. You know, these are people's lives that we're dealing with where even though we're we're we're just even though the end game is to buy the house, at the end, we're buying a house from someone that's got a situation, a real life situation. We're not playing NBA, was it two k NBA two k or whatever? We're not we're not playing BMJ two. Man.

Yeah. We're not we're

Steve: not Luke over here playing Madden. Like, this is this is real business.

Max: Right. This is real business. Like, we're dealing with people's lives. And at the end of the day, if it helps them for us to tell them, ask for nonrefundable money.

Steve: Yeah.

Max: Tell them zero inspections. There's nothing wrong with that. And if you can't play in that field, then, you know, you're out.

Steve: So at the end of the day, right, like, either we regulate ourselves or the government will come and regulate us. Mhmm. Right? Like, that's 300 percent. And so for us, we are trying to level up the game.

Now it's gonna upset a lot of people that are are less well funded. You guys can adjust it appropriately. Yep. But we are setting the standard for us to win Yep. And also protect the homeowners.

Because the thing is, we have been blasted by our peers, actual friends. Right? And they're not vicious about it, but they're like, dude, what are you guys doing out there? Right? And for us, when we're squashing the earth, there's not a single thing we say that if my mom told me she was meeting with Zillow tomorrow Yep.

Or or some other buyer that would cancel on you last minute, I would say, mom, make sure you ask them these questions. Exactly. There's not a single question there that is, like,

Max: out of bounds. 100%.

Steve: 100%. And so just going back historically scorching the earth or assaulting the earth is basically, you know, a warring party attacks, and they're they're losing the battle, they retreat, and they burn the villages and salt the earth so that they can't the the the other soldiers can't chase them. Right? That's the historical reference, and for us, you know, we we do it to to, basically blow up our peers, if they're in Phoenix. Right?

If you guys are not in Phoenix, you're okay, but if you're in Phoenix, this is what's gonna happen. You wanna share the story with Annie?

Max: Yeah. So, this was a while back, and I went to I went to Jesse's office, and obviously Annie and Ivo already moved in there.

Steve: Jesse Burrell, Annie and Ivo Dragonova with Batch feeds.

Max: They own they own Batch. So I walked in, and the first thing I the first thing I get is, like, Max. Like, I get the finger and I get the yell. Right? Max.

I'm, like and I take and I got taken back, and I'm, like, what's going on? She's, like, were you talking to the seller? Were you? I know it was you because she wants $10,000 nonrefundable. And I'm like, what are you I don't know what you're talking about.

Like, I know it's you and Pace that do this crap. And then, like, what's the address? I had no idea what what the address was. And then she showed me the address. I absolutely have no idea.

I've never talked to that seller. Well, I don't know. And we found out it was, it was paid later in the year. So but, you know, at the end of the day, I think with with scorching the earth, you know, those could be your three uniques,

Steve: right,

Max: that sets you apart. Because, you know, we always talk about what is your competitor doing? What are what are what are their uniques of what they're doing? What are what are our uniques? And some of those can be uniques.

Right? You're able to be a person that can provide nonrefundable money. Right? All the way up to 10,000. Right?

We we always tell even our students, you can do 1,000 to 10,000. Right? We don't always do 10,000 because depending on the deal, how good it is. Right. I mean, we actually were, our RD is negotiating when the guy has 10,000 on refundable, so he's either talked to PACE or he's talked to somebody else.

Yeah. He came to me today, hey. The guy wants 10,000 on refundable, but the deal is good. It's $2.85 and it's a 450 k ARV. So whatever.

Steve: In those instances, we'll put 10,000. Yeah. So Nigeria so if the appointment is going more towards the money conversation, how do you proceed?

Max: Well, so if I was to ask the question, like, how are you hoping you could help? And right off the bat, they say, well, I was hoping you just make me an offer. And my thing is that we do the whole push away. Right? And then and we just ask them a question, like, is that all you're looking for, just someone to make you an offer?

Because the the the thing is that you you wanna find out if if if if the conversation's going the money way, if that's just smokescreens, if they're if that's the their their only way of defending themselves. So you gotta understand the psychology behind it. Right? Mhmm.

Steve: Because a

Max: lot of times people use the money factor just so they can defend themselves. Right? They don't wanna lay down the cards. You have to ask a couple questions to figure out if it's a legitimate, like, reason, for them to to, defend themselves or is if it's actually about the money. So my next question would be like, okay.

Is that all you were hoping for, just for me to make you an offer? And if they tell me yes, like, hey. Yes. I just wanna know what you're gonna pay for for the house. I I automatically back up and I say, hey.

I apologize. I was under the I was under the assumption that I was here to buy a house, not just make you an offer. Right? If you're looking for just an offer, I'm not gonna be your buyer, you know. You can go on Zillow or something.

They'll they'll be more than happy to tell you how much your property is worth. Right.

Steve: Because

Max: a lot of and, you know, and and you wanna find out a lot of times, the conversation can go a different way, but you still wanna find out if that's just the defense mechanism, right, the offer. Yeah. Yeah.

Steve: Yeah. So, guys, before I I add my part here, we do have our all day sales training on December 10. So if you guys liked what Max had to share, we have our event on Friday, December 10, all day sales training, disruptors.com/max. Go check it out. And the first 10 people

Max: Yep.

Steve: That sign up will get a thirty minute conversation with myself or Max.

Max: Yep. One on one.

Steve: One on one for thirty minutes for the first 10 people that sign up.

Max: Yeah. Alright. Can I can I say something else, Steve, on that? You you don't wanna have a money conversation if you don't know, you don't wanna have a money conversation if you don't know if there's pain or if there's motivation. Because at the end of the day, no matter no matter how much money you offer, if that money doesn't actually, solve that problem or solve that pain, it doesn't matter, right?

So one of the things that we do is basically, if it comes down just just for just at the offer but we have no pain, no motivation, then we know we're gonna deal with someone. No matter how much money you're gonna offer them, they're not gonna sell at the end of the day, to be honest.

Steve: Yep. Yeah. So, going back to you and just well, Max is talking about, like, I saw so many people talking about the the property Mhmm. Or the price. Right.

And we're talking about the property or talking about the price, then we're not having a real conversation as far as how to help them Mhmm. And what their problem is. Like, guys, you gotta remember, you know, the you're dealing with a human being that's going through a a difficult situation. And in that difficult situation, we wanna figure out whether we can help them or not. And whether we can help them or not, partially, it's contingent on how much equity they have in their home.

Yep. Right? So the property is part of the solution, but it's not about the house. Right. It's about the problem, the experience that they're going through.

Max: Yeah. Let me play a little bit devil's advocate here because someone could be watching, they could be saying, well, what if they don't have pain and maybe they just wanna sell, they have gain. Right?

Steve: A lot

Max: of people say that. Right? They could have, an opportunity, you know, an investment opportunity or maybe, but it's still it's the same thing. It what what happens if they miss out on the investment opportunity? What happens if they can't get that money to go to the next opportunity?

There there's gonna be some pain there. Right? Especially if they're banking. You gotta figure out how is it personal to them. How is that offer gonna solve that problem for them personally?

Steve: Absolutely. And, yeah, and I think going on on the conversation about gain, because I saw this happen over and over again over the weekend. Right? Mhmm. Like, you know, you're why are you selling these properties?

Oh, I got this other opportunity. Oh, okay. Cool. And they just moved on. Or Tell

Max: me about the property. Right?

Steve: Or, like, hey, you know, I'm I'm looking to, get out of to quit my job on doing this. Right? Like, we gotta focus on the opportunity at hand. And so, you know, when someone says, like, I'm thinking about looking at this opportunity, let's talk about that opportunity. Like, hey.

You know? Like, what's going on? Like, what are you investing in?

Max: Maybe I'd

Steve: be interested. Right? You know, I've got some extra money. Yep. If there's a good opportunity, Max, maybe I wanna invest with you.

Max: Exactly.

Steve: Right? So we wanna get the prospect excited

Max: Yep.

Steve: About the opportunity.

Max: And then

Steve: they're gonna start talking about, here's how much I'm gonna make annually Yep. As far as percentage, or here's how much I'm gonna make per month, whatever it is. And after we go through all that, then it's like, okay. And you you're talking about you're gonna be making, like, a hundreds, $200 a year on set of opportunity? That sounds incredible.

Yeah. And And the only thing stopping you is this $5,000 over here that were apart? Yep. Exactly. Okay.

So I just wanna make sure I understand. 150 to 200,000 over here.

Max: 5,000

Steve: And it's not worth this 5,000 over here to make that make sure that happens.

Max: Yep. Exactly.

Steve: Exactly. And then that's when they're gonna say Yep. Oh, no. It it is.

Max: Yeah. I think, you know, when you said about the opportunity, I think it goes back to a couple factors. Right? Like, because, you know, Monique did something really well where he would mirror. So, you know, sometimes we're going so fast that, you know, we we miss that opportunity to say just opportunity.

Yeah. Create that curiosity so to let them talk. Because if you notice, like, on a

Steve: lot of on a lot

Max: of the calls that I was doing, that's all I was really doing, like and especially when it came to the money. Right? I I was creating a lot of doubt on their asking price, like, a $185,000. Mhmm. And then they got weary.

They're like,

Steve: is

Max: that too much? What's happening here? Yeah. And, you know, we forget. It's their data.

You can't what you know, like our sales trainer says, right, you it's their data. Let them let them defend it. Let them argue for it. Let them defend it. Let them argue for it.

So Alright. Do not add anything to their story. Right? Don't paint don't paint out seagulls in

Steve: the picture. Don't don't interject your your part.

Max: Yeah. Don't drink it.

Steve: So Aliza is asking, did the camera guy faint in front of us?

Max: Yes. Yeah. He did. He did, but he's He's okay now.

Steve: He's gonna be fine. He's he's walking it off, so it's fine. Like, he should hydrate himself more. So how do you deal with someone next year? Who someone wants to sell next year due to tax reasons?

Max: How would you

Steve: care about that?

Max: That's, that's really great. So it all depends. Do they need what's their immediate cash needs? That's what you need to find out. Mhmm.

So if they're worried about taxes, usually, it's gonna be an investor, right, that doesn't wanna pay. So you gotta figure out a solution for them. What's the best solution that's going to get them out of that out of that thought frame. Right? I think this is where you can get creative.

Sure. You know, out for creative financing. I'm not the best to explain. I'm getting I'm getting there. Right?

Because we didn't do a lot of creative until this year.

Steve: Right.

Max: I mean, it it actually came out on the call, especially on the last one. Yeah. That killed me a little bit.

Steve: Those those are yours, not mine.

Max: Yeah. I know. No. But, you know, that's why we're doing this. We're doing this breakdown.

Right? So people can know that there's a real person. It's not just like this machine selling. Like, so, for someone that wants to that they want I think you just gotta figure out what's their what's their immediate cash need, you know, how can you help them avoid that tax impact. A lot of times you can do, things where you can, either an ovation or maybe do long term close of escrow.

You gotta get creative with it, honestly. But the only way you can get creative is figuring out what is the exact need that they need to be filled, you know? Exactly.

Steve: Because a

Max: lot of the sellers don't need all the cash upfront. We went, to an appointment a while back in Prescott, and the lady wanted $300,000 for the property, but she was gonna get 250. And so we couldn't pay 300,000, right, because it just was too high. The property need a lot of a lot of work. But then we what we did is we talked to her about doing something creative, which, you know, do a seller carry back.

Obviously, we didn't use that word. So we we we we painted the picture, obviously, a little slower than on the closed Olympics. Right? You can take your time, draw it out for them. And she this is the thing she said.

She goes, wow. If I take that money, I don't even know what I'm gonna do with the 250,000. It's gonna sit in my bank account. She goes, so do you mean that I can make you payments every single month, and if something happens to me, those payments could continue to anybody like my grandkids? Like, absolutely.

Yep. The way you wanna direct it. And then and then she's like, oh, and I don't even have to pay taxes, And I'm like, yeah. You're absolutely right. Yep.

So, again, just try try to you know, you have to figure out what that need is and get creative on that.

Steve: Yep. So, the way I would approach it, Burke, Burke it, is there there's two different things. Right? It's the first one is okay. So I just wanna make sure I understand this.

Mhmm. You're trying to make sure that your taxable event is next year, not this year. Yeah. And they say, yeah. I wanna get my taxable event next year versus this year.

I say, okay. Not a problem at all. So, then it sounds like what you wanna do is make sure the close of escrow occurs beginning of the year. And they say Yep. Yes.

Alright. Perfect. We can do that. Right? And we're just gonna have, at this moment, a sixty day close.

It's gonna close beginning of the year, and that's not an issue. Now I would also follow-up with so I just wanna make sure I understand this. Were you trying to reduce your taxes for this year, or were you trying to reduce your taxes altogether? Mhmm. And then someone would say, what do you mean?

It's like, well, I mean, what some investors do is they like to spread out the tax event, the taxable consequences over twenty years.

Max: Yep.

Steve: I don't know if that's something you'd be interested in. And then have them, like, what was that? And then talk about your finance. So but, yeah, that's how we would deal with someone that's got a a a tax wants to sell next year due to tax reasons. Okay.

So, Kristin Myers, next question is how should I approach homeowners if I'm a realtor and also a wholesaler?

Max: So I guess it comes back to, are you a realtor first or you're a wholesaler first? Right? So if if if you're a wholesaler first, obviously, you wanna you you you basically you're you're in a good position because you can get the deal locked up out of my there on the spot. You don't have to, like myself. Right?

I have to refer it out. Mhmm. So you gotta be smart about it. I think when, you know, he's gotta ask himself, is he a is he a realtor first or is he a wholesaler first? And that way he can take the approach.

Now, if he's a realtor first, then, you know, obviously, that's a different story.

Steve: Yeah. So what I would say what I would suggest is you wanna you wanna attack it as a problem solver. Yeah. You're not a wholesaler. You're not a realtor.

Yep. You are a problem solver.

Max: Right. And

Steve: we get paid directly proportional to the kind of problems that we can solve. So you approach it with a blank slate the way I've always done it. Back before I partnered with Max and I was doing this on my on my own, I would show the appointment, and I would say, you know, let's let's talk about your situation, what's going on. Mhmm. And then, you know, fifteen, twenty minutes in, it's like, it kinda sounds to me like you're trying to get the most amount of money for your home.

And they're gonna look at you, like, obviously and say, okay. No problem. Can I show you how we can do that? And we go the realtor route.

Max: Yeah.

Steve: Or I could say, it seems like you're trying to get this over and done within the next fourteen days. And again, they're like, obviously, haven't you been paying attention? Okay. Can I show you how we do that? But we're labeling

Max: Yeah.

Steve: What we're witnessing and having to confirm. And once they've confirmed, now we can

Max: branch off. One thing, that's you know, one thing that you remind me of while you're sharing that example is that a lot of times, we don't really pay attention to how the conversation's going. And and we we we react. Right? And and and sales guys react because they wanna hear themselves talk.

Right? Instead of trying to listen and mirror and offer those solutions like you're talking about. So another tip for him is that listen to how the conversation is going and offer and tailor that solution based on the what you're feeling that the that the seller wants, and you're gonna solve that problem. Yeah. Right.

Steve: Yeah. You have to listen first. There's a book, Active Listening. You have to check it out.

Max: Active Listening two point o by Active Listening two point o. Steve Trane.

Steve: Sabrina Marie on Facebook wants to know, did you record your seller calls when you were first getting started?

Max: Yeah. I did. I recorded all of them. I would go back and listen to them. It would help it helps so that way you can identify where you're struggling at.

I never did this. I know some people that you actually put mirrors as well too, so they can always have that smile when they're talking, and they come across a lot friendlier. But, yeah, I recorded every single call. Yep.

Steve: That's very mature and groaning of you. I've never done that. So that's incredible. Alberto Vedana. I'm I'm walking through property today.

Common rookie mistakes to avoid. I think this is, like, a whole another podcast, but go ahead.

Max: Yeah. I'm a give you two tips. Okay? Because we can be here all day with the with the with the actual face to face appointment. The first thing you gotta do is do a prep, pre pre prep appointment or prep before the appointment.

What you gotta do is you gotta figure out what is the outcome that you want. Obviously, it's gonna get the contract. Right? You wanna make sure that you write down at least three objections that you know that you're gonna get to prepare yourself mentally for. Because what happens a lot of times, we go into the house unprepared, and we get these things thrown at us.

Right? And and if you're not ready for them, you're gonna either stutter or you're gonna feel like you're gonna seem like you're just trying to sell the seller, right, by overcoming them. So I'm a big believer in that. Just writing down at least three objections that you think that you're going to, run into that are gonna be high. Typically, it's gonna be something like how much you're gonna offer, you know, come look at the house, just walk in and look at the house.

The other thing too is, hey. I gotta think about it. That's gonna be huge. So those three things, you gotta have to know how to overcome them. The last thing I wanna give you advice on is position yourself in a way where the seller doesn't lead you to just walk the house and then give me an offer.

Yeah. We're huge on that. I mean, I can we can spend a whole hour talking about that.

Steve: Yeah. So I'll just give a few here. It's gonna be a list. First one is I see a lot of common I see a lot of rookie salespeople believe that they're good salespeople when they're not even close to being quality salespeople.

Max: Right.

Steve: And so what happens is they've won so much in their career either in sales or outside of sales through their smile Yeah. Their wink, and their and their charisma. And

Max: The golf club's in the corner. Yeah. And, hey,

Steve: I'm not gonna sit here sit here and tell you it doesn't work. It works. But that is just the tip of the iceberg. So that's the first thing. Second thing, allowing a prospect to tell you they need to think about it.

I suffered this mistake for many, many years. Right? I I I left countless millions of dollars on the table allowing, think about it. Right? And so I think, you know, when someone's telling I need to think about it, I just want you to hear it as I'm not sold because we know we people buy, emotionally and then justify intellectually.

So if they said if they're telling you the words I need to think about it, that just means they're not sold. Right? So that's the second thing. Accepting I need to think about now. How to overcome it is a whole another story.

Right? But accepting it, that's a rookie mistake. And the third thing is people telling us, oh, man, you seem so nice. You're such a good person. Mhmm.

I really like you. I

Max: really like you. That's my favorite.

Steve: Yeah. Right? All all all these, compliments and and showing how nice you are, that's a very friendly way of saying get the hell out of

Max: my house. That's the friend zone. Yeah. In in a way it is, for sure. 100%.

Yeah.

Steve: You know, Max, you seem so I I you're such a good guy, you know. I man, I really appreciate you coming over. And that's it. Right? It's like, think about it.

Every time you had a difficult conversation, like, you had to say something really difficult, what did you do? Hey. How you doing today? You know, like, man, you having a good day? Right?

And then they'll tell you the difficult thing, so salespeople will tell you.

Max: You know, tell them about sellers will tell you that. Talk about how you're doing, again, because we wanna talk about the good, but we also wanna talk about some things that you and I kinda, discussed a little bit using how you're doing in the beginning. What what do you think about that, Steve?

Steve: No comment. What do what do we

Max: call it? The hate crime. Right? You commit the hate crime. How are you doing today?

I'm not a big fan of that because

Steve: Why do why do we call it a hate crime?

Max: Why do we call it a hate crime? Yeah. Why do we call it a hate crime?

Steve: It's an acronym. How are you today? H a y t. Yeah. Alright.

Continue.

Max: So so what I think is that just like, you know, I think Daniel or on your live yesterday say he didn't really like probably caught you at a bad time. Mhmm. Like, he didn't like that statement because he felt like maybe the reason they're picking up the phone is because, you know, they're they got they're available. But not necessarily is that true, you know. But with how you how you're doing today, that can easily be, rejected.

Right? My dog died, or I'm not doing so well. Like, you're creating a and the way I look at it is you're creating unnecessary objection that you need to overcome. And that's why, like, when I was doing my calls, right, I'm very one thing that Byron kept saying, like, this guy is has, like, the script. Like, he's I can tell, like, you know, but you that's the that's the framework.

Work. Right? I don't deviate from the frame framework. I don't I don't go away from it because it works. Right.

Right. I don't try to wing it. I don't I don't try to, you know, come up with my own stuff in, in in the middle of the game. Like, the game plan's already set. Yeah.

You know, we got the whether we have 10 plays or 15 plays, they're all gonna be used. The game plan's set already.

Steve: Yeah. So I want you guys to think about this. Right? Like, every great chess, grandmaster. Right?

They got their favorite opening move. They know every opening move. They mastered every opening move, but they all have their favorite opening moves. Right? If you look at, NFL teams, right, they got their first 15 plays mapped out, and they're gonna run.

And in basketball, right, like

Max: Yeah.

Steve: Players have their favorite area to shoot from, and they have these moves to get them to their favorite spot. Yep. Right? So you have to have a a methodology to get there. So the other thing too is, if you're talking about, you know, how you're doing today, there's three outcomes.

Mhmm. And none of them are good for you. Right? First one is, man, Max, I am so glad you asked me. I woke up early this morning, went to the ball, was texting with my buddies, you know, got a good workout in, took the kids to school, blah.

Like, all this stuff, which is just removing any kind of momentum in towards the sale. Yeah. Or, man, Max, you know, I'm so glad you called me today. Like, I mean, my dog just passed. I don't know what I'm gonna do.

Like, I I don't even know what I wanna get out of bed today.

Max: You don't wanna sell a house? Right?

Steve: That's not a good situation. Or third is the sales or the guard goes all the way up. Yeah. Oh, red alert. Red flag.

Sales

Max: guy. Sales guy. Sales guy.

Steve: Yep. So there's three outcomes from how you doing today, and none of them are good.

Max: Yeah. No. That goes back to, like, you know, the other thing too, I got some feedback was you never, I got a message saying you never use I'm looking for, I'm trying to reach. I had two people reach, message me about that, and I said that that was interesting because they hear a lot of people use that. I'm trying to reach Steve.

Steve: Mhmm.

Max: I'm trying to reach mister Strang, or I'm looking for mister mister Strang. Like

Steve: You know what? We're gonna start cold DMing people, and we're gonna say, I'm trying to reach

Max: No. I you know, we obviously we it took a long time for us to, to to change that. Even with our sales guys, like, when we're on this side of the office, I you know, my office was, like, right across the the right across the hallway. So when Ryan started with us, he had the hardest time to get away from them trying to reach. So I would run over there.

I'm calling because, not not I'm trying to reach.

Steve: Yeah. It's there's a lot of bad habits for us to to avoid to to to undo. Yep. Yeah. There's a lot of it.

So, next thing was, Reba is asking, how is a novation agreement different from a signing?

Max: So novation agreement, you it's it's almost like you partner up with the seller. Right? With the with the side note of, you know, you're the one that's actually in the driver's seat. Yeah. I mean, that's I don't know anyone else to to explain it.

Steve: So for a innovation agreement, Rebus, basically what happens is a signing is a to b, b to c. Mhmm. Right? And you get paid the difference between those contracts. Innovation is a to b, and then you remove yourself and go a to c.

Yep. And so with a to c, you can actually sell it with traditional financing, FHA, VA, conventional, and so on. So that's the difference. You can sell it. You can contract at a slightly higher price because you're selling it to a retail buyer.

So, you know, if you're looking at innovations, I highly recommend Brewer Method. You know, that's run by my, my good buddy, Eric Brewer. Yep. Another Savage closer. Oh, yeah.

So, you know, go to brewermethod.com to learn more about novations. But, basically, what happens is, you're able to contract it higher and make, you know, just as much money or more by doing a novation versus assigning.

Max: Yeah. You know one thing too I saw, a lot of people were were were bashing the option agreement that Monique got.

Steve: I don't

Max: think a lot of people know about the the option agreement. Oh,

Steve: sorry about it.

Max: Yeah. No. You know, obviously, we use that a lot in our business. This year, a little less for some reason. I think our guys are doing really well negotiating the the They're

Steve: buying deeper this year.

Max: Yeah. They're buying a lot deeper. So but last year, I think we man, we made we had to at least make anywhere between 80 to a 100 on on option agreements. And the option agreement, basically, is just the one page, one page, nonexclusive agreement that allows you to market the property. Right?

You have an equitable title or equitable interest, I guess, if you wanna use that. I don't know. I don't know.

Steve: I got I got hit I got hit with a fine deal fine. First time I ever got hit with a code of ethics violation for a typo, and that typo, it was it? Semantics.

Max: Got it. Yeah. I know you're always getting in trouble, bro.

Steve: I know. First time I actually got into it. I'm always in front of somebody.

Max: You're always in front of somebody, but Well, that's

Steve: the first time I actually

Max: got into it. It's like, when they ask me, like, I I've never been in trouble. I've never it's because you never got caught.

Steve: Yeah. Yeah.

Max: But, anyway, so the way the option agreement works is like this. Steve, we're at your house, and, you know, obviously, this is where we're far apart. It's similar in a way to where you're far apart in innovation, little but, obviously, a lot different. So if we're if we're $20,000 apart, there's a possibility that I'm not I don't wanna run a full purchase contract on it because we don't do retrades. We don't do any of that.

You know? We don't we don't try to price drop, you know, ten days before closing. None of that. So in this case, what I would say, look, Steve, we're about $20,000 apart. You know?

Obviously, that's something that I'm I'm not gonna be able to pay. What I can tell you is we do have a large investment network that that works with us. And a lot of times, because they buy the properties to put them as rentals, they tend to pay a lot more. Now I could show them that property. The only thing I would need from you is I would need a one page permission slip.

We never say option agreement because obviously the sellers have no idea.

Steve: What the heck is an option?

Max: Yeah. What is an option? Right? And most people most people will say that. Yeah.

So in in in our in our sales training, we teach that, you know, don't use or sorry. In our two day workshop, we tell them how to we teach that you don't say an option, you say a permission slip. So then I'll say the only thing I would need is I would need you to sign a one page permission slip. That's why it gives me permission to show them the property. Now here's what's cool about that is once they say yes, right, to that, because the seller's already under distress or whatever the case may be, They absolutely don't wanna deal with the sale of the property.

So even though it's a non exclusive one page, option agreement, once they sign on the on on the line, guess what happens? Commitment. Mhmm. Right?

Steve: You're mentally

Max: sold. Mentally sold, mentally committed. And now guess what? You now have an opportunity without tying the seller down. Right?

Without you executing a full purchase agreement, then you go out and market it, and you might get offers, whether it's, you know, 10,000 more, 15,000 more, and then you can bring them back to the seller and say, hey. Here's where we're at. Negotiate a little bit, and then you can make 5 to $10 just on something that you wouldn't make money on.

Steve: Absolutely. Yeah. Totally under utilized.

Max: 100% under utilized.

Steve: Alberto Vedano wants to know, I'm sorry. Albert Albert Vasquez wants to know what dialer are we using right now?

Max: So our call callers for they're using Call Tools two point o. Our acquisition guys internally are using SMS 360. That's built into Salesforce, though.

Steve: Right. So we're using Salesforce.

Max: Yeah. We're using Salesforce. I don't think SMS three sixty is an individual platform you can buy that I'm aware of.

Steve: No. I think it's a plug in. Yeah.

Max: But Call Tools two point o, we've used if we're gonna use a dialer, like, when Carlos was doing a lot of dialing, he was using Call Tools two point o. Yeah. Yeah.

Steve: Carlos on our team.

Max: Carlos on our team. Yeah.

Steve: Yeah. So, guys, again, just wanna emphasize, if you guys are interested all day, December 10 in our office, we already have a bunch of people coming.

Max: Yeah.

Steve: If you guys are interested, right, the first 10 people that go to disrepters.com/max, sign up for all day sales training, you will get a thirty minute one on one with either myself or with Max. And please, guys, continue to ask your questions. I want you guys to to jump into this.

Max: I wanna say something, Steve, about the the workshop. Right? And and I'm not bringing this up because a lot of people have asked me, like, what do you guys teach in your workshop? Mhmm. Everything that we're talking about right now, there's actually a there's there's there's a met there's a method to the madness madness.

Right? And on that one day workshop, sales training workshop, we break that down all the way from how to use, you know, the the sales process, you know, how how to start the conversation, what do you say in the middle of conversation, all these questions that you guys are asking about scorching the earth, about, you know, how do we deal with the seller that's aggressive, how do we how do we deal with the seller that's asking, how much do you offer, you know, how do we deal with the seller that's asking market value? We go through the whole process. Now, a lot of people that come to the workshop, I what they do is they take the they take what they've learned and they tailor tailor it to who they are. That's one thing that I've noticed.

Right? And we've had students who've who've become very successful taking it, and a lot of times they don't even use everything, but they take at least a third or half of the stuff. I mean, we could probably sit here all night and just talk about the success stories, right, that we've had from people who've used it.

Steve: Mhmm.

Max: Yep.

Steve: Yeah. I mean, I think that's the the coolest thing is is watching our students that have gone through and have have had massive success. And the really cool thing with what we teach is that it's a huge lever point. Right? Like, you have massive leverage.

Like, you spend all of this money on marketing. You spend Mhmm. All this activity and so on Yeah. And just being able to close just a little bit Yeah. More.

Right? Just a 10% increase in appointments, 10% increase in signed contracts, and 10% more or less signed contracts closing because I've noticed some people have happy ears.

Max: Right? Commission breath. Commission breath. Right? So if

Steve: you can just improve your your revenue by just 30%, that normally is, like, a double in profit. Yeah.

Max: Right? Just a

Steve: little bit. And so, yeah, we love the success that our students have had.

Max: Exactly. You know, one one thing that, you know, obviously, you guys a lot of you saw the closer Olympics. A lot of you saw us a lot of the things that we use. There's still a whole, like, just a whole another world of the things that we teach, not just the stuff that I use there. Because when I got to the Closer Olympics, I shared with you.

Right? I was I got to I I changed my strategy, and I was like, I'm gonna go this route, and I was sold on it. Like, I'm gonna do it. But, yeah, we we will teach you how to actually write your own sales framework, your or your your sales process so that way you can go back. That's one thing that one thing that I that I that I always get feedback on.

Like, we always they always tell us, like, you guys have such a stringent, such a a a sales process that it's crazy to see. Right? Like, we don't wing anything. Right. Right?

We might mess it up. We might butcher it like I did. Right? On on some of the calls. But we don't wing anything in our office.

Our sales guys, they they have the they have the process written down, and so they the feedback is always, like, that's amazing to see, and I'm and I always ask, like, how how can you say this? Like, because I see a lot of people that just like to wing it. They like to run the appointments by the seat of their pants. Right?

Steve: Well, absolutely. And I think that's that's normal because until you and I learned the sales process just a few short years ago

Max: Of course.

Steve: Right? It was like, oh, he has it. Yeah. It. Right?

And we don't know what it is. We can't we can't articulate it. We can't, quantify it. It's just he has it. And now we have a framework, but now we have something to operate within.

So, you know, just for the example where I said earlier, like, I don't suppose you probably don't have one of those DVRs that has a positive on it. Right? We're not creating something totally brand new. That is our negative Yeah. Statements that's assumptive where Max feels compelled to correct me and tell me what I want him to tell me.

I want him to tell me that he can pause the TV. And the way I get him to tell me he can pause the TV is I'm gonna tell him that he can't.

Max: Yep.

Steve: Right? Yep. So we have a just a little bit more sophisticated methodology Yeah. Of what we learned in elementary school, which was neg, reverse psychology. Yeah.

Right? The story I've used, you know, I I back when I worked at Intel in California Mhmm. We're out drinking. Right? And at this time, I'm, like, 23.

Coworkers are 23, and we're out downtown Sacramento drunk, and this one guy's walking around bare feet. I don't know why. And I just told him, hey. $5 says you can't climb on top of that building, and he did.

Max: And he did it. But

Steve: why? Because I told him he couldn't do it.

Max: Yeah.

Steve: And that's the same thing. I I didn't say, hey, Max, can you pause the TV? Who the hell are you?

Max: Yeah. Exactly.

Steve: Defensive. Probably don't have one of those DVRs that has a pause button. Yeah. Oh, you do? Okay.

Probably don't wanna pause it right now. And it's that framework. It's the subtle statements, the negative statements, the takeaways that Yeah. Gets Max to tell me what I wanna hear.

Max: Yeah. No. I think it was another thing a lot of feedback, and I think it was from some of the judges that I can remember is was the push the takeaways. Right? The pushback, the the, the negative, you know, going negative, with a lot of the sellers.

The other thing too that was interesting is, was the the pot the the interruption that they were like, man, that was crazy how you did that, how hold on, Steve. Hold on, Steve. I'm sorry. I don't wanna interrupt you. I'm writing this down as fast as I can, and I wanna make sure that I write down everything you're telling me.

And they're like, oh, even one guy was laughing on the on the phone. He's like, oh, you're trying to write all this down? I'm like yeah. Yeah. That's exactly what I'm doing.

Yeah. I'm not trying to be rude, interrupt you, but, I wanna make sure that I hear and and write down everything that you're telling. And then

Steve: you get to start breathing again. Yeah.

Max: And you can start breathing and you get the sale going because sellers tend to have, their way of of doing things, so they're gonna lead you down a path. And I think we saw some of our some of our, what is this, co co closers, right, that were that were being led, you know, and they don't wanna interrupt the seller, which is fine, right, because you wanna be rude, you wanna be respectful, wanna build a report, but, you know, there is a way to do it where you can still continue building rapport and get the sale moving forward. Yeah.

Steve: Yep. Yep. Andres, two day sales training. We go in person, is it recorded for us to view later, or is it just a two day training, or are there training videos? I'll answer this one.

So, we have two different things that we do. So we have all day, one day sales training, and if you come, it is recorded for you to view later.

Max: Yep.

Steve: The two day that Max is mentioning is a different event, which is where we go and break down our entire business. Right? How we're gonna do a million dollars this year, with over 50% over 50% profitability. Right? So that's a whole different thing.

So what we're talking about is just the all day sales training. But, yes, there will be videos, for those that that purchase. And then, Sonia wants to know how many millions we've made so far. We've made a lot, but I don't think that was really the question you wanted wanted to ask. I think you're all gonna ask how many millionaires we've made, and I would also answer a lot.

Max: Yeah. No. A 100%. You know, I wanna say something real quick clear clear it up. Like, the we also want you to come to the one day workshop of December 10.

That's where you're gonna get the ability to book a call, you know, thirty minute call one on one so we can help you in your business with Steve. Not on the two day workshop, just to get create a little clarity on that. So the the one day sales training is December 10. For the first 10 people that sign up is gonna have access to either Steve or myself, whoever you wanna book the call with. We'll set up a strategy.

Would you know, you'll have us for thirty minutes. And basically, we're going to be we're going to help you on anything that you need in your business. We'll help you build your sales framework, your sales process. You're obviously going to come to the to the to the workshop, but a lot of times you'll have questions. So for the first 10 people that sign up, we're gonna be able to help you answer those questions.

Because a lot of times you go to a workshop or you go to events, you leave with all this information, and a lot of times you don't know which way to tailor it. So for the first 10 people that sign up, we're gonna spend thirty minutes with you. Potentially, a lot of times, Steve and I are generous. Could be long depending on what's going on the day, but if you sign up might be generous. But if you sign up, the first 10 people, we're gonna help you to answer those questions and and and build your sales process for you.

Steve: Yeah. Awesome. And then Alizette on YouTube wants to know, how do you build rapport with a seller that's dealing with death?

Max: I think you have to just show empathy. Right? Mhmm. If they're talking really soft and they're crying, you have to show empathy. You have to acknowledge, what they're telling you.

You can't just skim over and, like, oh, I'm so sorry to hear that. So what are you gonna do with the property? You know, you you you gotta you gotta figure out the first thing is you gotta figure out if they're in the right mindset to talk about even selling the property. Yeah. So, you know, some questions would be like, oh, you know, you obviously soften off your tone soften up your tone, be empathetic, and say, okay.

I'm so sorry to hear that. Like, when did this happen? Mhmm. Right? Start start asking those questions.

When this happened? You know, obviously, how's this impacting you right now? What are some things that you've considered doing? Right? Let them tell you what's on their mind, and you'll get to see, like, what's going on.

I think I had a call like that. I don't remember. I had a call where somebody was in hospice. I ended the call pretty quick because I could tell in the voice. She was she wanted to talk probably to get away from the situation, but I knew she wasn't in the right mindset, mindset to talk about business.

Yeah. And I asked her those questions. And she's like, and and every time I would ask her a question to move her forward a little bit, to probe her, I don't know I don't know, and I can hear the stress. But that's when I end the call on that. Yeah.

Steve: Yep. Yep. Barakat, I'm probably butchering their name. How do

Max: you match names, man.

Steve: I am. How do you maintain a good con how do you maintain your contact rate at a good rate? They're changing the numbers daily and the contact rates drop if they don't.

Max: For the callers, I'm assuming he's asking?

Steve: Yeah. For the dialer.

Max: So the dialer, you what we found out is you gotta have no less than 10, DIDs, which is the caller IDs.

Steve: And And then we're at 20.

Max: Yeah. We moved up to 20 now. And what what that does is that it allows each number to call a 100 numbers, and then it'll switch to the other one so they don't get burned. So you're so if you wanna dial 2,000 numbers, then you gotta have 20 DIDs, 20 caller IDs. And the numbers are getting so that way the numbers are rotating, and they're not getting burned as fast.

Yep. Yeah.

Steve: Alberto It

Max: costs, though. It costs. It does cost. Yeah.

Steve: Albert Albert Vasquez wants to know what's a good TextBlast script?

Max: If it's the initial script, honestly, it it's tough depending on the on the platform you're using. I know a lot of these platforms now are very restricted. You can't use, hey. I'm considering I would say leave it simple. You know?

If you have the name, say something like, hey, Steve, and wait for your response because that's the key. Right? That's the that's the, if you wanna call it an algorithm, right, for for the carrier is you have to respond. Now we're engaged in a conversation.

Steve: Right.

Max: So leave it very vague, like, hey, Steve. Hi, Steve. Steve, I don't know if you can help me. Leave it like that. Do not add property.

I'm looking to buy. None of that stuff. Yeah.

Steve: You know, I think a really interesting thought experiment is when you go through Instagram or Facebook and you get those messages from people outside your sphere, And then once you responded Yeah. Now you can have a conversation.

Max: Now you can have a conversation. Right.

Steve: It's the same thing with text. So Yeah. It's just a a way to visually, see that, like, your message is now is not whitely whitelisted until until that occurs. Yeah.

Max: Until that occurs.

Steve: What's a good, so as far as the text blast script, you know, something I was just thinking about is we do have our text, right, our our our boiler plate text for, like, here's how to respond to all these different responses. And we have, like, four three or four pages of

Max: it. Yeah. We do.

Steve: So I think we should sell it. Yeah.

Max: I mean, we have it.

Steve: So I'm gonna talk to Larry about that.

Max: Larry can just add it to our scripts.

Steve: Hey, Larry. Can you put this for sale right now? Yeah. Alright. So and Andres wants to know when's the next two day sales training.

So the next two day workshop is gonna be in February. Not sure which days yet. So that will be in February. Two day workshop will be February. Next all day sales training will be on December 10.

On YouTube, Jeremy wants to know, at what point in the call do you know if it's worth further discussion or we should move on to the next level? That's that is a, no pun intended, next level question.

Max: Yeah. It is. It is. So if you watched the closed Olympics, you saw for me, right away is that if you, I guess, for you, you have to have a good introduction, right, like I have. Like, you have to be assertive when you're calling someone.

You can't just say, I'm looking for I'm trying to reach. Obviously, if you have the information in front of them, just use it. And then you get to the point where you have to tell them why you're calling. You know? Hey.

I'm calling because x y z. You spoke to my team member, whatever that is. Now one thing that you wanna start off the conversation with is you wanna make sure that you allow them to talk. Right? You may have notes.

You may wanna pitch whatever you wanna do. Don't do that. You know, one thing that I was doing on the closer Olympics, so, like, look, I have notes here, but, obviously, you know, the notes don't always tell a true story. What I wanted to know from you is how come you're considering selling? Right?

Now two things that if they say, well, because of this, that, x y z, my next question is how are you hoping I can help? This is where you're gonna know which way to take that call because now you're gonna know it's well, I just wanna know what you're gonna pay. Yeah. I just wanna know or here's what's going on in my situation. Can you help me?

Steve: Yeah. And I think just something that you just kinda brush by, which is important for everyone that's listening. Right? And this is where I kinda was saying, like, sometimes you can't see why this works.

Max: Right.

Steve: So Max is saying, you know, I know we have notes here, but I wanna hear from you. The reason why have you guys talked to a seller is, like, hey. I have these questions. Like, I already your team already talked to me about this. I already told them everything.

Right? So we have this script to deal with that so that objection doesn't come up.

Max: Yeah. Yeah. No. That's, I'm glad you brought that up because people are always looking for the for the perfect script. Mhmm.

And I always tell people, there is no perfect script. The point though of a script is to try to avoid as many objections as possible. Yeah. If you can tailor your script to do that, then that's a perfect script for me.

Steve: Right. Exactly. Exactly. Yeah. Another thing too is and Jeremy, this is a really, great point and something that we're gonna when we get to lead manager training, you know, hopefully very, very soon, we're gonna talk about it further.

But there is something in trying to qualify as a lead that we hang up on or a lead that we continue.

Max: Yep.

Steve: And the the easy answer is you just need more reps. That's it.

Max: You just

Steve: need more reps. Right? That's the easy answer. The closest there is to a shortcut is we can qualify, and it's like, hey, Jeremy. Look.

It kinda sounds like, you even if I gave you an offer right now, I checked all the boxes, you wouldn't be interested in working with us. And the guy says, nope. For sure, that lead is dead. Yeah.

Max: That lead is dead.

Steve: That lead is dead. Yeah. Right? This happened with you with the guy with the Mountain View. Mhmm.

You know, you're talking to him, and was like, hey. It doesn't sound like this is gonna work. I'm gonna head out. And the guy's like, hang on. Hang on.

Hang on. Don't leave yet. Right? And that guy was still a terrible lead.

Max: It was. Yeah.

Steve: But, terrible lead and that we're not gonna close him. But, when you move and you leave and they won't let you leave, now you got a viable prospect. Not a good lead, but a viable

Max: Yeah. They're engaged. They're engaged. So for me, it's it's it's either here's the way I put it. It's really simple.

If you don't have an engaged prospect, you have a dead prospect, honestly. So what I mean by that is that engagement means that when I ask a question, you're gonna you're you're answering the question. When I make a statement, you're you're we're basically you know, we're playing a game. Right? And so any game you play besides maybe, like, checkers, chess, you can play by yourself possibly.

I mean, it sucks probably to pay, play tennis by yourself. Right? You don't wanna hit the ball and then go back and run it. But you gotta have you gotta have a part when you're talking to sellers, they need to be engaged with you. That's a really, that's a red light for me.

If I don't have an engaged prospect that's answering my questions, that's really, you know or they're just being aggressive, like, I don't wanna answer that. I don't even wanna talk to you. Let then you know, like, move on right away.

Steve: Right. And not just that. The the counterfeit yeses is is harder to detect. Right? So a lot of our scripts are designed to avoid the counterfeit yeses, but if you're moving forward, if you're I'm not trying to say pushy, but if you're trying to close a deal, you're gonna get a lot of counterfeit yeses.

And that's the reason why we're never pressing forward. We're always neutral, and they're closing us. Because if we're closing us, there are no counterfeit yeses. Yeah. You know?

Max, if I can pay you a price, will you sign today? Yeah. I'll sign it today. Okay. Perfect.

I can pay that price. Well, I still need to talk to you.

Max: Yep. Right? Yep.

Steve: But I say, hey, Max. If I can pay you a price, what happens next? Like, well, I mean, I guess we have a deal. Yep. Deal means.

Max: Yeah. You can't get more excited than the prospect. Yeah.

Steve: You have to be less excited than the prospect for sure. Yeah. Alright. So that's all the questions that I'm seeing. So we'll go ahead and wrap up here.

So, guys, we do have right? Again, for emphasis, all day sales training, December 10, disruptors.com/max. If you guys are interested, again, first 10 people that sign up, you can get a thirty minute call with either myself or with Max to talk about anything in your business. If you guys got value today, please like, subscribe, share, comment. I'm only seeing 24 likes with 63 people watching on YouTube.

You know, like my friend, Con, would say, smash that like button. And join me next week. We got Abe Shreve. He runs one of the top real estate coaching companies in the country, MAPS Coaching, and we're gonna be talking about mindset. So before we head out, last thoughts.

Max: Yeah. I wanna say this, Most people, and or most people in sales anyways, I'm gonna go back to this, is that they run by the seat of their pants. Right? And they and a lot of times is that they might be good in the in their raw ability at some point, But at some point in your career, you need to establish a sales process, a sales framework that is repeatable, that it's that you're always winning right, and that you can use time, time again. And if you don't have that, you're you're missing out on a lot of opportunities just because you can't keep running appointments.

You can't keep running calls from the seat of your pants. You gotta get organized. You gotta have a sales process that you can rinse and repeat every single time.

Steve: Chaim says what's up?

Max: Someone said what's up.

Steve: Sup, Chaim. So if someone wants to get ahold of you, how do they get ahold of you?

Max: Yeah. So the easiest way is Instagram. That's the most that I'm active of active on, and you can reach me at real max Jimenez At real max Jimenez. DM me, and, I'll definitely respond.

Steve: That's true because he doesn't respond to text messages, emails, Slack. Barely answers my phone calls.

Max: So Touche.

Steve: So DM them on Instagram if you wanna get a hold of them. Any event

Max: talk about the judges, but it's all good.

Steve: And even then, godspeed

Max: godspeed. Alright. Cool. Guys.