September 24, 2025 • 9 mins
Speed creates confidence when dealing with motivated sellers. When sellers see how quickly you respond to their inquiry, they develop trust that you'll move just as fast to close the deal, making your entire transaction smoother.
• Our 7-touchpoint system starts with a 45-second response time using AI assistants Katie and Maggie for inbound/outbound calls, and web form management, as well as text and email follow ups.
• Qualification calls focus on diagnosing the seller's situation with empathy rather than interrogating them
• Send a credibility email immediately after qualification with who you are, what to expect, and proof of funds
• Request a micro-commitment before the appointment (like asking for photos) to build momentum
• At the property walkthrough, move quickly, speak deliberately, and use a project sheet to present options
• Make offers on-site whenever possible, with a soft close approach that creates clarity without pressure
• Implement a structured follow-up ladder (1 hour, 24 hours, 3 days, 7 days) for deals that don't close immediately
CLICK HERE for the simple Excel-based Real Estate CRM Template mentioned in this episode.
Want to learn how to flip your first house?
CLICK HERE to learn more about our upcoming boot camp, Flipper Camp.
Learn to build a house flipping or multifamily business: Clark St Academy
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Ed Mathews (00:00):
Here's the most important thing Speed creates
confidence.
Sellers think if you're thisfast now, you'll be fast to
close.
Ever sat in your car scrollingthrough Zillow and thought, man,
if I just knew where to start Icould flip one of these.
Yeah, we've been there too.
Most people who want to fliphouses never even start, not
because they're lazy, butbecause they don't have the
(00:20):
blueprint.
Well, that changes today.
If you give us five minutes,we'll give you real-world
flipping strategies thatactually work.
No fluff, no theories, nogatekeeping, just real how-to
information for you to applytoday.
All right, got check time.
When a seller finally raisestheir hand, do you have a
(00:43):
repeatable process that movesthem from maybe to yes?
Or are you winging it andhoping for pennies from heaven?
Most flippers lose deals in thedead space between first
contact and the offer, notbecause they can't comp a house,
but because their follow-up iswell crap.
Jess Carter (00:56):
Today we're opening up our deal funnel Seven touch
points, zero fluff.
If you plug this in, you'llshorten timelines.
Raise your close rate and stopleaving five figures on the
table.
Ed Mathews (01:05):
By the end of this episode you'll have a crisp copy
and paste cadence you can runthis afternoon that gets sellers
to yes without being pushy.
Okay, let's get into it.
Touchpoint one the 45-secondresponse.
Jess Carter (01:17):
First contact wins For inbound calls to our office
based on the letter or postcardswe send.
Our standard is a live AIanswer.
Our AI receptionist we call herKatie knows our process and how
we operate.
She can answer a ton ofquestions, handle objections and
knows how to score the lead todetermine if the seller is
motivated or not.
She also has access to ourschedules.
(01:39):
If the caller is motivated,when a seller fills out a web
form on our site, our outboundAI acquisition rep we call her
Maggie calls that person inabout 45 seconds.
Maggie also knows our processand how we operate.
She knows the answers to mostof the questions she gets and
she's smart enough to addressnew questions on the fly.
Maggie knows how to handleobjections and will score the
(02:02):
lead to determine the seller'smotivation level.
She also has access to ourcalendars so she can set up
meetings with property owners.
If the person doesn't pick up,maggie sends a text.
She then calls back threeminutes later.
If the person still doesn'tpick up, maggie leaves a
voicemail and that lead moves toour follow-up list.
Both Katie and Maggie know tolog everything from the answers
(02:25):
to the full transcript andcontact information in our
customer relationship managementsystem.
Ed Mathews (02:30):
Now, if you're the one doing the calling, you can
do this manually as well.
You can use an Excelspreadsheet, google Sheets or
even your Notes app as your CRMin the short term.
Eventually, when you haverevenue, you'll put in a tool.
But whatever you do, don't relyon your memory.
Here's the most important thing.
Speed creates confidence.
Sellers think if you're thisfast now, you'll be fast to
(02:50):
close.
That frames every touch.
After this one Touch.
Point two the friction-freequalifying call.
Jess Carter (02:57):
Within that first conversation, katie and Maggie
both run a tight script.
Each AI knows to verify theaddress, ownership, condition
and motivation.
They ask pain-based questionslike what has you thinking about
selling and, in a perfect world, what is your timeline?
(03:18):
We want to understand theirproblem and begin the process of
solving it as early in therelationship as possible.
You're not interrogating,you're diagnosing.
To do this manually, use aone-page intake checklist so you
never have to skip the mostimportant questions.
Ed Mathews (03:29):
And say the quiet part out loud If we agree on a
price that works, are you readyto move forward?
That tests seriousness withoutpressure.
Touch point three thecredibility email.
Jess Carter (03:43):
Right after the call we send a credibility pack.
It's a short email with acalendar invite and a one-pager
that details who we are, what toexpect at the walkthrough,
proof of funds, testimonials anda sample timeline.
We keep it crisp and human, nomarketing speak.
Ed Mathews (04:00):
This has been huge for us because it reduces
ghosting.
Sellers cancel when they feelexposed or confused.
Give them a roadmap and they'llbe there to meet you when you
show up to the property.
Okay, touchpoint fourpre-appointment micro-ask.
Jess Carter (04:15):
The day before the visit, we send a micro-ask that
gets a tiny.
Yes, can you text us a fewphotos, one of the kitchen and
one of each bathroom?
It builds momentum and revealshidden objections.
If they won't send thosepictures, odds are the
appointment will slip.
Resecure it right, then with aphone call.
Ed Mathews (04:34):
And log that response in your CRM.
Again, don't rely on yourmemory.
You need a system that capturesthis information and is your
one source of truth.
Touch point 5, the walkthroughwith a project sheet.
Jess Carter (04:49):
At the property.
We walk fast, we talk slow, weanchor to outcomes.
They care about Clean timeline,no repairs, certainty.
Then we walk through a simpleproject sheet explaining the
trade-offs in black and white.
Sell through a realtor formaximum dollars, Sell to us for
a fair price and maximum speed.
It's not a lecture, it's a.
(05:10):
Here are your paths.
Which one matches yoursituation better?
Ed Mathews (05:15):
New investors.
Blow this by pressuring theseller.
Don't do it.
Present the options, then shutup.
Silence is actually your besttool here.
You can't talk someone intoselling, nor should you ever try
.
And don't forget to be a humanbeing.
You want to be a problem solver, not a shark.
Touchpoint six, the on-the-spotoffer and a soft close.
Jess Carter (05:37):
After you've done your walkthrough, begin with a
soft close.
If we can hit your number andclose on your timeline, are you
comfortable signing today?
If they're close but not ready,schedule a 24-hour check-in and
ask what would make it a yes.
You should always make theoffer while you're still on site
whenever possible.
Worst case, you should deliverit same day.
(05:59):
Either way, make sure youschedule a follow-up call for
later that day to review andanswer questions.
Ed Mathews (06:06):
Our process is to offer best and final immediately
.
We want to get to the bestpossible number because, again,
speed matters.
If they push for more, wenegotiate terms instead.
For example, we need to hold onprice, but if you give us this
week to begin planning ourrenovations, that'll help us
reduce our holding costs andallow us to be a little more
(06:27):
flexible.
Don't be afraid to get creative.
This is a give-get situation, asimple exchange of value.
If you're going to give upvalue, then you need to receive
value in return.
Okay, home stretch.
Touchpoint 7, the follow-upladder.
Jess Carter (06:43):
Most no's are simply not yes.
The follow-up ladder Most no'sare simply not yet's.
Our follow-up ladder isstraightforward T plus one hour
is a text with the offer summaryand an easy call to action.
T plus 24 hours is a call fromEd.
T plus three days is a callfrom Maggie and a text from Ed,
and T plus seven days is anothercall from Maggie.
Then we transition them to amonthly email nurture for a year
(07:04):
.
The copy on all our letters andpostcards stays empathetic and
discreet.
We don't continue asking areyou ready to sell yet?
Instead, we're always lookingto add value.
So we send them informationpertinent to their situation.
For example, if they were in apre-foreclosure process, we send
them information in a letterabout government programs that
(07:24):
may be able to help them.
We also send them updates onother deals we're doing in the
area.
The focus is on how quicklywe're able to close, not on the
money.
We automate these emails andletters and personalize the
content.
Texting and calls are handledby Maggie and plug right into
our CRM, so we don't drop anyballs.
Ed Mathews (07:43):
All right, before we wrap up, let's do a quick case
study.
The one I have in mind was aprobate lead, and they were
behind on their taxes.
The heirs wanted retail, butneeded speed and certainty.
They came back to us on day 18.
We closed eight days later.
That deal would have died withone call, a hope and a prayer.
Jess Carter (08:01):
There you have it.
Seven touch points.
Answer fast, qualify withempathy, build credibility, get
a micro yes, walk the property,be organized, make an on-site
offer and round the follow-upplays.
Do this the same way every time.
Ed Mathews (08:20):
At the end of the day, this is a numbers game.
Consistency turns deal flowinto deal control.
Build the system once and thenlet the cadence carry you
forward.
Well, that's it for today'sepisode.
Jess Carter (08:32):
This is Demo to Dollars, your no BS flipping
playbook, one tip at a time.
Check the show notes for asample Google Sheets based CRM
you can use in your own business.
Here's the most important thing Speed creates
confidence.
Sellers think if you're thisfast now, you'll be fast to
close.
Ever sat in your car scrollingthrough Zillow and thought, man,
if I just knew where to start Icould flip one of these.
Yeah, we've been there too.
Most people who want to fliphouses never even start, not
because they're lazy, butbecause they don't have the
(00:20):
blueprint.
Well, that changes today.
If you give us five minutes,we'll give you real-world
flipping strategies thatactually work.
No fluff, no theories, nogatekeeping, just real how-to
information for you to applytoday.
All right, got check time.
When a seller finally raisestheir hand, do you have a
(00:43):
repeatable process that movesthem from maybe to yes?
Or are you winging it andhoping for pennies from heaven?
Most flippers lose deals in thedead space between first
contact and the offer, notbecause they can't comp a house,
but because their follow-up iswell crap.
Jess Carter (00:56):
Today we're opening up our deal funnel Seven touch
points, zero fluff.
If you plug this in, you'llshorten timelines.
Raise your close rate and stopleaving five figures on the
table.
Ed Mathews (01:05):
By the end of this episode you'll have a crisp copy
and paste cadence you can runthis afternoon that gets sellers
to yes without being pushy.
Okay, let's get into it.
Touchpoint one the 45-secondresponse.
Jess Carter (01:17):
First contact wins For inbound calls to our office
based on the letter or postcardswe send.
Our standard is a live AIanswer.
Our AI receptionist we call herKatie knows our process and how
we operate.
She can answer a ton ofquestions, handle objections and
knows how to score the lead todetermine if the seller is
motivated or not.
She also has access to ourschedules.
(01:39):
If the caller is motivated,when a seller fills out a web
form on our site, our outboundAI acquisition rep we call her
Maggie calls that person inabout 45 seconds.
Maggie also knows our processand how we operate.
She knows the answers to mostof the questions she gets and
she's smart enough to addressnew questions on the fly.
Maggie knows how to handleobjections and will score the
(02:02):
lead to determine the seller'smotivation level.
She also has access to ourcalendars so she can set up
meetings with property owners.
If the person doesn't pick up,maggie sends a text.
She then calls back threeminutes later.
If the person still doesn'tpick up, maggie leaves a
voicemail and that lead moves toour follow-up list.
Both Katie and Maggie know tolog everything from the answers
(02:25):
to the full transcript andcontact information in our
customer relationship managementsystem.
Ed Mathews (02:30):
Now, if you're the one doing the calling, you can
do this manually as well.
You can use an Excelspreadsheet, google Sheets or
even your Notes app as your CRMin the short term.
Eventually, when you haverevenue, you'll put in a tool.
But whatever you do, don't relyon your memory.
Here's the most important thing.
Speed creates confidence.
Sellers think if you're thisfast now, you'll be fast to
(02:50):
close.
That frames every touch.
After this one Touch.
Point two the friction-freequalifying call.
Jess Carter (02:57):
Within that first conversation, katie and Maggie
both run a tight script.
Each AI knows to verify theaddress, ownership, condition
and motivation.
They ask pain-based questionslike what has you thinking about
selling and, in a perfect world, what is your timeline?
(03:18):
We want to understand theirproblem and begin the process of
solving it as early in therelationship as possible.
You're not interrogating,you're diagnosing.
To do this manually, use aone-page intake checklist so you
never have to skip the mostimportant questions.
Ed Mathews (03:29):
And say the quiet part out loud If we agree on a
price that works, are you readyto move forward?
That tests seriousness withoutpressure.
Touch point three thecredibility email.
Jess Carter (03:43):
Right after the call we send a credibility pack.
It's a short email with acalendar invite and a one-pager
that details who we are, what toexpect at the walkthrough,
proof of funds, testimonials anda sample timeline.
We keep it crisp and human, nomarketing speak.
Ed Mathews (04:00):
This has been huge for us because it reduces
ghosting.
Sellers cancel when they feelexposed or confused.
Give them a roadmap and they'llbe there to meet you when you
show up to the property.
Okay, touchpoint fourpre-appointment micro-ask.
Jess Carter (04:15):
The day before the visit, we send a micro-ask that
gets a tiny.
Yes, can you text us a fewphotos, one of the kitchen and
one of each bathroom?
It builds momentum and revealshidden objections.
If they won't send thosepictures, odds are the
appointment will slip.
Resecure it right, then with aphone call.
Ed Mathews (04:34):
And log that response in your CRM.
Again, don't rely on yourmemory.
You need a system that capturesthis information and is your
one source of truth.
Touch point 5, the walkthroughwith a project sheet.
Jess Carter (04:49):
At the property.
We walk fast, we talk slow, weanchor to outcomes.
They care about Clean timeline,no repairs, certainty.
Then we walk through a simpleproject sheet explaining the
trade-offs in black and white.
Sell through a realtor formaximum dollars, Sell to us for
a fair price and maximum speed.
It's not a lecture, it's a.
(05:10):
Here are your paths.
Which one matches yoursituation better?
Ed Mathews (05:15):
New investors.
Blow this by pressuring theseller.
Don't do it.
Present the options, then shutup.
Silence is actually your besttool here.
You can't talk someone intoselling, nor should you ever try
.
And don't forget to be a humanbeing.
You want to be a problem solver, not a shark.
Touchpoint six, the on-the-spotoffer and a soft close.
Jess Carter (05:37):
After you've done your walkthrough, begin with a
soft close.
If we can hit your number andclose on your timeline, are you
comfortable signing today?
If they're close but not ready,schedule a 24-hour check-in and
ask what would make it a yes.
You should always make theoffer while you're still on site
whenever possible.
Worst case, you should deliverit same day.
(05:59):
Either way, make sure youschedule a follow-up call for
later that day to review andanswer questions.
Ed Mathews (06:06):
Our process is to offer best and final immediately
.
We want to get to the bestpossible number because, again,
speed matters.
If they push for more, wenegotiate terms instead.
For example, we need to hold onprice, but if you give us this
week to begin planning ourrenovations, that'll help us
reduce our holding costs andallow us to be a little more
(06:27):
flexible.
Don't be afraid to get creative.
This is a give-get situation, asimple exchange of value.
If you're going to give upvalue, then you need to receive
value in return.
Okay, home stretch.
Touchpoint 7, the follow-upladder.
Jess Carter (06:43):
Most no's are simply not yes.
The follow-up ladder Most no'sare simply not yet's.
Our follow-up ladder isstraightforward T plus one hour
is a text with the offer summaryand an easy call to action.
T plus 24 hours is a call fromEd.
T plus three days is a callfrom Maggie and a text from Ed,
and T plus seven days is anothercall from Maggie.
Then we transition them to amonthly email nurture for a year
(07:04):
.
The copy on all our letters andpostcards stays empathetic and
discreet.
We don't continue asking areyou ready to sell yet?
Instead, we're always lookingto add value.
So we send them informationpertinent to their situation.
For example, if they were in apre-foreclosure process, we send
them information in a letterabout government programs that
(07:24):
may be able to help them.
We also send them updates onother deals we're doing in the
area.
The focus is on how quicklywe're able to close, not on the
money.
We automate these emails andletters and personalize the
content.
Texting and calls are handledby Maggie and plug right into
our CRM, so we don't drop anyballs.
Ed Mathews (07:43):
All right, before we wrap up, let's do a quick case
study.
The one I have in mind was aprobate lead, and they were
behind on their taxes.
The heirs wanted retail, butneeded speed and certainty.
They came back to us on day 18.
We closed eight days later.
That deal would have died withone call, a hope and a prayer.
Jess Carter (08:01):
There you have it.
Seven touch points.
Answer fast, qualify withempathy, build credibility, get
a micro yes, walk the property,be organized, make an on-site
offer and round the follow-upplays.
Do this the same way every time.
Ed Mathews (08:20):
At the end of the day, this is a numbers game.
Consistency turns deal flowinto deal control.
Build the system once and thenlet the cadence carry you
forward.
Well, that's it for today'sepisode.
Jess Carter (08:32):
This is Demo to Dollars, your no BS flipping
playbook, one tip at a time.
Check the show notes for asample Google Sheets based CRM
you can use in your own business.
Popular Podcasts
Las Culturistas with Matt Rogers and Bowen Yang
Ding dong! Join your culture consultants, Matt Rogers and Bowen Yang, on an unforgettable journey into the beating heart of CULTURE. Alongside sizzling special guests, they GET INTO the hottest pop-culture moments of the day and the formative cultural experiences that turned them into Culturistas. Produced by the Big Money Players Network and iHeartRadio.
The Joe Rogan Experience
The official podcast of comedian Joe Rogan.
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.