Episode 058: Live Call Audit - What Your Acquisitions Team MUST Get Right with Josh High

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What if your acquisitions team is doing almost everything right but still missing the close?

In this live coaching session, Josh High dives into and reviews a real call between one of their top acquisition specialists and a motivated seller.

From setting expectations to uncovering hidden motivation, this episode is packed with practical lessons you can take straight into your sales process. What starts as a “maybe” call reveals deep seller distress and a huge opportunity.

Whether you are training a team or closing deals yourself, this call audit teaches you to ask the right questions, block objections before they arise, and turn soft leads into signed contracts.

You’ll Learn How To:

• Coach your team through real call audits that drive results
• Properly handle a call after an objection is presented
• Set the right expectations without sounding scripted to make our prospects feel more comfortable
• Uncover and handle roadblocks and influencers properly

What You’ll Learn in This Episode:

• (1:24) Fighting a fake, bogus motivation, canned response, and keep asking questions
• (2:32) The power of objection blocking vs. handling
• (3:09) Making sure that our solution aligns with the person we are talking to
• (4:45) Setting expectations in the first 60 seconds
• (7:00) 4 things to consider to set expectations
• (7:11) #1: Let our prospect know how long our conversation is going to take
• (7:18) #2: Let them know exactly what we are going to talk about
• (7:37) #3: Make sure they can make a confident yes or no decision
• (7:43) #4: Permit them to say no
• (8:25) How to break the protection mechanism of customers?
• (9:19) Building urgency without sounding pushy
• (10:12) Are they in a decision-making state? Here’s how to tell
• (12:50) How to use the mirroring technique
• (16:42) Identifying an ideal customer by asking the right questions
• (19:25) Ease and convenience vs a higher price for the property
• (20:21) The turning point: uncovering foreclosure pain
• (21:18) Transitioning to property condition without sounding robotic
• (23:02) Why scripts don’t have to sound scripted
• (26:36) How to handle roadblocks and influencers
• (27:04) The #1 question to ask when a spouse isn’t on the call
• (31:25) Setting the stage for a confident yes or no
• (32:18) “What do you feel is a fair price?”

Who This Episode is For:

• Acquisition managers who are training their team
• Sales reps who are looking to improve call performance
• Real estate investors closing deals over the phone
• Anyone who wants to scale with better conversations

Why You Should Listen:

If you’ve ever wondered why a lead ghosted you after a “great call” or why your offer didn’t go through, this episode is your answer. Josh walks you through the psychology behind seller conversations and the specific sales process that has helped them get consistent deals. Listen and enjoy the show!

Follow Tiffany and Josh here:

• Tiffany Instagram: @tiffanyhighfficial
• Josh Instagram: @joshhighofficial
• Website: https://resultsdrivenrei.com/home/