A lot of investors think closing a deal is all about the numbers. The reality? Most deals are won or lost based on emotion.
In this episode, Josh High shares the three-question SIP framework (Situation, Impact, Plan) that helps you uncover what sellers really care about, connect on a deeper level, and present offers that actually get accepted. Instead of pushing numbers, you’ll learn how to listen, build trust, and solve problems in a way that makes sellers want to say yes.
You’ll Learn How To:
- Move sellers from logic into an emotional decision-making state
- Ask better questions that uncover real motivation
- Frame offers around solving problems, not just lowering prices
- Use the SIP framework to consistently close more deals
What You’ll Learn in This Episode:
- (01:43) Why seller motivation is the #1 acquisition skill
- (03:35) The SIP framework: Situation, Impact, Plan
- (05:07) How to avoid sales resistance with better questions
- (06:01) Understanding the impact of a seller’s situation
- (06:50) The difference between underwriting and offer creation
- (08:32) Turning seller problems into compelling offers
- (10:49) Why sellers don’t care about your repair costs
- (13:04) Emotions are a “necessary ingredient” in the decision-making process
- (13:47) How active listening builds trust and credibility
- (14:56) Crafting offers that move sellers to take action
Who This Episode is For:
- Real estate investors who are tired of losing deals on price
- Acquisitions reps who want a repeatable framework
- Business owners looking to improve sales conversations
- Anyone ready to close more deals without being pushy
Why You Should Listen:
If sellers keep telling you, “I need to think about it,” this episode will show you how to break through. Josh reveals how to uncover true motivation and build offers that sellers feel confident accepting.
Follow Tiffany and Josh here:
- Tiffany Instagram: @tiffanyhighfficial
- Josh Instagram: @joshhighofficial
- Website: https://resultsdrivenrei.com/home/
- Get Tiffany’s free resource: www.rdebook.com
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