EP143: How to Lock the Deal Before Your Competitor Does

In this episode of Properties to Profits, I share the real reason most investors lose deals—it’s not price, it’s hesitation. I break down the exact framework we use to close deals on the spot and why leaving a quote without a commitment opens the door for someone else to take everything you worked for. Whether you’re new to sales or have years in the game, this episode will challenge how you approach seller conversations.

 

You’ll learn how to lead with confidence, handle objections in real time, and get commitments while the motivation is highest. If you’ve ever had a seller ghost you after a great conversation, this one will hit home—and it might just change how you sell forever.

 

Episode Timeline

 

[0:00] Why we never leave a quote without asking for the close

[1:26] The danger of hesitation—and how competitors swoop in

[2:06] How your offer becomes just another number if you wait

[3:00] Why the first conversation is your best shot to close

[4:13] Both strategies work—but only one protects your margin

[5:00] The framework we use to build trust and close on the spot

[6:15] How to set tone and expectations early in the conversation

[7:10] Objections aren’t rejection—they’re just the beginning

[8:29] Why silence is your secret sales weapon

[9:10] Emotional peaks create decision moments—don’t miss them

[10:28] Choose your strategy and build your script—no more winging it

[11:32] Reps = Results: Practice, role play, and close like a pro

[12:12] Join a winning sales culture—or create one yourself

 

3 Key Takeaways

1. The moment of highest emotion is your best chance to close—don’t let it pass.

2. Leaving quotes opens the door for competitors to steal your deal.

3. Sales is about courage, clarity, and reps—not being slick.

 

Links & Resources

 

Follow me on Instagram: @realestatemike02

Want to join a winning sales team? DM me on Instagram and let’s talk

Subscribe to the Properties to Profits podcast for more no-fluff sales and real estate strategy

 

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