Most investors hear objections and think the deal is dead. Objections like price, timing, trust, or competition. The truth? Some objections actually mean the seller is closer to saying “yes” than you realize.
In this episode, Josh and Tiffany sit down with Sage, Sales Manager at Heels Homes, to break down the exact frameworks they use to turn seller pushback into signed contracts. You’ll hear how to handle the most common smokescreens, how to box objections without sounding pushy, and why reviewing sales calls is just as important as tracking KPIs.
You will get real call scripts, coaching examples, and step-by-step breakdowns you can plug into your sales team right away.
You’ll Learn How To:
- Spot the seller objection that signals readiness to sell
- Use the Deflect & Redirect framework to stay in control of seller calls
- Apply Go for No to uncover the real objections hiding behind polite excuses
- Apply tactical empathy so sellers feel heard
- Train your team to handle objections with confidence
What You’ll Learn in This Episode:
- (02:19) The “Deflect & Redirect” framework and how to use it to stay in control of calls
- (04:10) What “Go for No” really means and why it uncovers hidden objections
- (06:49) How going for no turns hesitation into clarity and deals
- (08:22) Boxing objections: the 4-step process to smoke out the real roadblocks
- (11:20) How to handle “I need to talk to my attorney” without killing the deal
- (14:50) Recap of the four boxing objections
- (15:20) Planting the seed of competition
- (15:59) Tactical empathy: How to sound human, not salesy
- (16:58) Reactive vs. proactive empathy and when to use each
- (19:01) How to deliver tough offers with empathy so sellers keep talking
- (21:11) “Let me think about it."
- (21:28) "I just want to pray about it."
- (25:36) If you aren't present with your team, you are missing out on deals
- (26:42) How to handle “What’s your offer?” at the start of a call
- (31:34) Urgency and motivation in a sales call
- (32:45) Bonus Objection defended: Let me talk to my wife
- (35:50) The importance of call reviews with your team
- (39:00) Handling multiple-offer situations: premium funds, best offers, and walkthroughs
Who This Episode is For:
- Investors who lose deals because of misread objections
- Sales leaders and acquisitions managers who want better results from their team
- Real estate investors who want to close more deals by handling objections the right way
- Anyone who wants to sharpen their objection-handling skills
Why You Should Listen:
If you’ve ever felt stuck when a seller pushes back, this episode will show you that objections aren’t dead ends; they are openings. Whether you are a solo closer or leading a team, this conversation will change how you approach every seller call.
Follow Tiffany and Josh here:
- Tiffany Instagram: @tiffanyhighfficial
- Josh Instagram: @joshhighofficial
- Website: https://resultsdrivenrei.com/home/
Learn more about hiring your first representative, managing culture, how to pay and manage them, and grab your copy now! https://growyouracquisitions.com/hiring
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