Seller Says It's Too Quick? Don't Lose the Deal

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Episode Transcript

SPEAKER_00 (00:00):
When a seller says this feels too fast, a lot of

(00:04):
wholesalers hear rejection.
But that is not always what theseller is saying.
Sometimes they're saying, I donot trust you yet.
I do not fully understand theprocess.
I'm not emotionally ready tomake this decision.
You're moving at your speed, notmine.
And that is where wholesalerscreate problems they did not

(00:26):
need to create.
Because we love to say, we offerspeed and convenience.

But here's the truth (00:31):
not every seller wants speed.
Some sellers want certainty.
Some want privacy.
Some want simplicity.
Some want time to talk to familyor want help understanding their
options.
Some want to know that they'renot being rushed into one of the
biggest financial decisions oftheir life.

(00:54):
So if a seller says this feelstoo fast, the answer is not to
push harder.
The answer is to slow down andfigure out what you missed.
What's up, everybody?
RJ Base III here.
And in today's episode ofOvercoming Objections, we're

(01:17):
talking about when a sellersays, This feels too fast.
Now, this is a fantasticobjection because it exposes one
of the biggest mistakeswholesalers make.
We make the call about us.
We want the contract.
We want the deal.
We want the assignment.
We want the close.
We want that momentum.
So the moment a seller gives usa good price or says they're

(01:38):
motivated, we rush straight tothe close.
But the seller is not thinkingabout our pipeline, they're
thinking about their house,money, their family, the
memories, the stress, and theirnext step.
So for a lot of sellers, thismay be one of the biggest
financial decisions they evermake.
And if you treat it like a speeddrill, you should not be

(02:01):
surprised when they getuncomfortable.
Wholesalers have been trained tosell speed like it is always the
answer.
We can close fast, we can buyquickly, we can get this done in
seven days.
And sometimes that is exactlywhat the seller needs.
If they're facing foreclosure,relocating immediately, dealing
with a vacant property, ortrying to avoid another month of

(02:24):
payments, speed may beincredibly valuable.
But speed is not automaticallyvaluable.
Speed is only valuable when itsolves the seller's problem.
If the seller does not needspeed, then your fast close does
not feel like convenience.
Feels like pressure.
That is the distinction.
Convenience should be builtaround the seller's timeline,

(02:47):
not ours.
If they need to close in sevendays, we should be able to help.
They need 30, we should be ableto help.
They need time to clean out thehouse, taught the siblings,
process an inheritance, orcoordinate a move.
We need to understand that too.
A professional wholesaler is nottrying to force every seller

(03:08):
into the fastest possibleclosing.
A professional is trying tobuild the cleanest path based on
what the seller actually needs.
When a seller says this feelstoo fast, it is usually because
something is unresolved.
They may not understand theoffer.
They may not understand thecontract.
They may not understand whathappens after signing.

(03:30):
They may not know if they cantrust you.
They may not be readyemotionally.
Or you may have skipped the mostimportant part of the call, the
discovery.
This is especially common withsellers who fall into the right
price and highly motivatedbucket.
They give you a number thatworks, they say they inherited
the property, they say they wantto sell, and you get excited.

(03:54):
Instead of slowing down andasking better questions, you
jump straight to great, let mesend over that agreement right
now.
But here's what you may havemissed.
The property is full of decadesof belongings.
The family is still grieving.
There are siblings who need tobe included.
The seller feels guilty, lettingthe house go.

(04:15):
They want a cash offer.
They also need time to makedecisions.
So now, even though the priceworks and the motivation was
real, the seller feels rushed.
Not because they're fake, notbecause they're playing games,
because you only uncovered thesurface level motivation.
You did not uncover the pain andthe timeline or the emotional

(04:38):
weight attached to theirdecision.
A seller can be motivated andstill not be ready to sign
today.
That is an importantdistinction.
Motivation means there is areason to sell for a discount.
Readiness means they areprepared to make that decision.
Those are not the same thing.
A seller may be motivatedbecause the property is vacant,

(05:01):
inherited, damaged, expensive,stressful, or unwanted.
But readiness may depend onother factors.
Have they talked to the family?
Do they know where they aremoving?
Do they understand the process?
Have they accepted the realityof selling?
Do they trust you?
Do they feel like the timelineworks for them?

(05:23):
If those questions have not beenanswered, then pushing for the
contract can backfire.
You may think you're closing,the seller feels like you're
rushing.
And once a seller feels rushed,well, trust starts to disappear.
So when a seller says this feelstoo fast, don't argue with them.
Don't say, well, you said youwanted to sell.

(05:46):
Don't say, This is a greatoffer, but I need an answer now.
Do not say, if you wait, I maynot be able to do this.
That may create pressure, butpressure is not the same as
trust.
Instead, slow the conversationdown.
You can say, I appreciate youtelling me that.
The last thing I want is for youto feel rushed.

(06:06):
This is a big decision.
And if it feels too fast, thatusually means there's something
we have not talked throughclearly enough yet.
That response does a few things.
It respects the seller.
It lowers tension.
It shows you're not trying toforce them.
And it opens the door to findout what was missing.

(06:27):
So then ask, what part feels toofast right now?
Is it the timeline, thecontract, the decision itself,
or something you still need towork through before moving
forward?
That question matters becausetoo fast can mean several
different things.
The timeline's too fast, you canadjust the closing date.
If the contract feels too fast,you can walk them through the

(06:49):
agreement.
If the decision feels too fast,you may need to revisit their
motivation and desired outcome.
If family needs to be involved,you need to understand who else
matters in the decision.
Don't guess.
Ask.
One of the best ways to handlethis objection is to make it
clear that the seller controlsthe timeline.

(07:12):
You can say, just so you know,we're not trying to force you
into our timeline.
If we move forward, the goal isto structure this around what
works for you.
Some sellers need to closequickly, some need more time.
What matters is understandingwhat you need this process to
look like.
That is powerful because itseparates you from the

(07:34):
wholesalers who only know how tosay, we can close fast.
Fast is not the product.
The product is a clean solution.
Sometimes that solution is fast.
Sometimes it's flexible.
Sometimes it's patient.
Sometimes it's simply removingthe burden without creating a

(07:54):
new one.
If a seller inherited a propertyand needs three weeks to sort
through belongings, speed is notthe main value.
Flexibility is.
If a seller is moving and needsthe closing to line up with
their next place, speed is notthe main value.
Coordination is.
If a seller is overwhelmed andembarrassed by the condition,

(08:15):
speed is probably not the mainvalue.
Privacy and simplicity are.
Your solution should match theirproblem.
Here's how this could sound on acall.
The seller says, this feels toofast.
So you say, I completelyunderstand.
And I appreciate you telling me.
The last thing I want is forthis to feel rushed.

(08:37):
Selling a property is a bigdecision, especially if there's
family, belongings, memories, orother things involved.
If this feels too fast, thatprobably means I need to slow
down and understand what part ofthe process feels uncomfortable.
So then yes.
Is it the closing timeline thatfeels too fast, or is it making
the decision today that feelstoo fast?

(09:00):
And then let them answer.
If they say the closing timelineis too fast, that's simple.
That's completely fine.
We do not have to close on ourtimeline.
We need to figure out what worksfor you.
If you need time to move, cleanthings out, talk with family, or
coordinate, we can talk throughthat.
If they say the decision feelstoo fast, well, then you say,

(09:22):
that makes sense.
Before we talk about signinganything, let's make sure we're
clear on what you are trying toaccomplish.
What needs to happen for you tofeel comfortable moving forward.
And then listen, that's the key.
You do not overcome too fast byspeeding up.
You overcome it by creatingclarity.

(09:43):
That is why discovery is soimportant.
If all you know is that theseller inherited the property
and wants a cash offer, you donot know enough.
You need to know the story.
What happened?
Who else is involved?
What are they trying to avoid?
What are they trying toaccomplish?
What timeline actually works?
What would make this easy?

(10:04):
What would make this stressful?
What needs to be handledcarefully?
Those questions are not fluff.
They are how you avoid makingthe seller feel like this is
just a normal transaction.
Because when you understand thestory, you can frame the
solution correctly.
So instead of saying we canclose fast, you can say, based

(10:26):
on what you told me, sounds likethe biggest thing you need is a
simple as-is sale, but notnecessarily a rush closing.
You need enough time for thefamily to go through the
belongings, make decisions, andfeel comfortable within the
process.
So if we move forward, we canstructure the closing around
that.
That sounds completelydifferent.

(10:47):
Now you're not pushing speed,you're solving the actual
problem.
The real lesson is simple.
Speed without trust feelssuspicious.
Speed without discovery, well,it feels selfish because it is.
Speed without the seller'stimeline feels like pressure.
So stop assuming every motivatedseller wants to close

(11:09):
immediately.
Some do, some don't.
Your job is to find out.
The best wholesalers do not justoffer speed and convenience.
They offer the right version ofconvenience.
For one seller, that may be aseven-day close.
For another, it may be aflexible closing date.
For another, it may be leavingeverything behind.

(11:31):
It may be privacy.
It may be certainty that thefamily can move through the
process without feelingsteamrolled.
That is how you separateyourself.
So the next time a seller says,this feels too fast, don't get
defensive, don't push harder, donot assume they are not
motivated, slow down.

(11:52):
Ask what part feels too fast.
Clarify whether it's thetimeline, decision, paperwork,
family situation, or the fear ofthe unknown.
And then build the solutionaround their answer.
Because the goal is not to closeon your timeline.
The goal is to close on thetimeline that solves the
seller's problem.

(12:13):
Speed is only valuable when theseller wants speed.
Otherwise, it is notconvenience.
It's pressure.
And pressure may get you asignature occasionally, but
clarity is what gets you a cleanclosing.
That is the difference between awholesaler chasing a contract
and a professional solving aproblem.