The Science of Flipping - Sales & Negotiation with THE Sales Goat | Eric Cline

Episode Date: March 20, 2023

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Welcome back to the Science of Living podcast. As you guys can see, and you should be seeing this on justincolby.tv, I have one of my favorite people in the world. We recently became very good friends, very, very recently. And when you meet these type of people, you just mesh and click. I have Mr. Eric Klein in the house. What's up, brother? Appreciate you, man.

Yeah, dude. Short time we've known each other, but listen, when there's synergy, there's synergy. That's it. That's it. And we're in your office right now. Again, you should be watching this. It is on iTunes. It is on Spotify.

You should be watching it over at justincolby.tv. You will see behind us, he is the sales coach. This is what he's affectionately been named. And the reality is I've been in this business for 15 years. This one business. Yeah. I have been in sales since I graduated UCLA back in 2003. You guys can do the math.

You are hands down the best salesperson I've ever seen break into this industry. Appreciate that. Yeah. And so let's talk about a little bit of your background. I don't want to go too far there because I want people to take away from this. Like, how do I become better at sales? Of course. Speaking to motivated sellers, speaking to agents.

Yep. And maybe even just a general process in sales, right? So give a quick background of how you blasted into this two years ago. This is your second year. Two years. Last month was two years. Dude, incredible. Yeah.

And for you to reach the benchmarks that you've reached in these two years, quite literally, it just doesn't happen, right? There's always the outliers. You are the outlier. Appreciate it. That's what I've been told. Yeah, it is it. And so excited to have you, excited for you to share, right? You joined a mastermind that I help run. You're leading those rooms. You're a leader as a person. But let's dive into sales. Sales and negotiating. Yep.

Your background into it and how that background came into this space. Yeah. So, one, I appreciate you having me on. Of course. Thank you so much. My background coming into the industry is I had my very first business I ever started was 100% phone sales. The reason I got into phone sales specifically was I was ashamed of the way I looked in the very beginning. Sure. Just getting out of it. Now you own it. Now I own it. That's it. It's who I am. Right. And today I know that. Right. But 13 years ago, that was younger for sure. Yeah. Yeah. So insecure, um, didn't like doing this right here. I did not like sitting across from somebody

and having a conversation. Got it. Us looking at each other in the eyes. This didn't happen 13 years ago. Okay. I would head down, right? Very uncomfortable. So I got into a call center at 28 years old and I, uh, for the last 13 plus years, that's where I've lived in call centers. So I, uh, worked for a company for a year and a half was mentored by a guy that just poured into me and kind of showed me the ropes of the way he did things. Yeah. And I took some of that information, went and started my own business in a different industry. And for now, the first crack at being an entrepreneur, built a business to where I had over 150 team members in one office.

Wow. A hundred of them being on the phone. And the reason I give those numbers is in order to have a hundred people on the phones, you have to have a process. It's an absolute must in order to generate leads, get consistent results with contracts that ultimately turn into revenue. So listen, it was the process that I go by. It's a five-step process. And what I've done over the last 13 years is I've taken bits and pieces of people that I was like, holy shit, they know what they're doing. It worked. And I have tweaked it and formed it into something now that I want everybody to know. It's a five-step sales process that if followed, you will get consistent

results. Dude. And so what you did is you developed this over 13 years in a totally different vertical and you just changed a couple words. Tweaked it. You just tweaked the vernacular to fit a motivated seller versus the other buyer or whoever you were talking to in the other vertical. 100%. The five-step processes remain the same. And you go through it. Through any industry. Which is the craziest part because sales is sales.

Sales is sales. And I've studied sales. For those that know me, I've done door sales and phone sales and I've built teams. Yep. It's always the process. And so when I was introduced to you back in Milwaukee, um, I didn't even know your background, but what I can tell you is immediately you were sharing this five steps that just, it makes it simple for anybody, not someone like myself that

can walk into it and say, okay, this is simple. Right. Literally anybody can walk into your script, your system and your process and go get a deal. Yeah. I mean, we literally together. And for those that don't know, Eric and I are doing a lot more stuff live in person. We're in your office right now. You're doing a total two day intensive sales intensive. Next, make sure you're at the next one. Make a comment below. Hit us up. Hit up Eric at, what's your Instagram? The Eric Klein. Hit him up because we'll be doing more and he'll be doing more.

But anyone can run this process. They can. They can. I mean, it's, what, last weekend we were in Charlotte together? Yep. And we took someone

that's never done a deal and got them a deal live in the door using your process. One call close. Like it's, it even goes, it's better than that. The guy just spent seven years in prison. Right. He was there with an ankle monitor and he had never made a phone call. And after five hours of training with a script in front of him, it was a one call close. Crazy. It's crazy. It's crazy. When I first came into this industry, even having almost 10 years of experience in another industry,

I jumped into this and I still needed a little bit of guidance. And when I started popping in on certain lives or going to certain masterminds, I found out real quickly that there was a lack of sales training in this industry. 100%. A lack of it. So I didn't hear anybody talking about a process. I didn't hear anybody talking about steps. And I knew there was a need for it because the new person getting started as I was two years ago, the two things I believe they should focus on in wholesaling is lead gen and phone sales. That's it. The hole I want to fill is I want to give them the proper process to be able to convert a lead

to a contract, which ultimately gets them paid. What are the five steps? Five step is your intro. You have your fact find, you have your pitch, your offer, your close. If the four steps are done properly and you have done everything you are supposed to up to an offer and a close, the negotiating and closing the deal should be the easiest part of the entire conversation. I physically watched you go through this call last weekend. You did. It was an hour.

In 20 minutes. 20 minutes. Yes, front to back. go into our space and they get this generic sales training about introduce yourself, build rapport, offer up, you know, a bracket and then go for the close, right? That kind of more, and there's deviations of that, but that's kind of the generic thing, right? Um, but you went for an hour and 20 minutes on one call and took this lady through five straight steps, put her on hold for almost nine minutes and got the deal literally contracted right there. One call close, right? Right there. And why is that so much more important? And what's the big takeaway that

people could take from that? Because we're saying it and they're like, oh, wow. What's the takeaway that you think a lot of people are making the mistakes? Obviously, they need your script, right? But that only comes with his coaching, just so you're clear. But what are people doing wrong? Are they rushing the call? Are they, what would you advise people that the reason why you're not getting as many deals I'm getting and you're clipping off how many a month right now? We ended last month with 35 contracts with the projected profit of almost a million.

So why are others not being able to achieve those results? Yeah. You think they're doing wrong? Couple things. What they don't know, they don't know. Coming into this space. Yep. Wrong information can hurt you.

Yep. I have the, I live and die by, love the one you're with. When a lead answers the phone, you love that lead. That's it. I look at every single lead as $22,000 just because that was our average assignment fee last year. Right. So I'm going to do everything in my power to qualify that lead to get my $22,000 out of it. Yeah.

So love the one you're with. You want to qualify a lead versus disqualify a lead. There you go. And that is a huge mistake. That's it. Everyone, especially because you and I believe in cold calling being such a powerful lead generator. It's the bread and butter for us. It's everything, right? And so what most people will say, oh, cold call leads aren't as good. They're amazing. But they're trying to compare it to a PPC. Yeah. They just don't have a process to follow.

Yeah. Speaking of the deal that we're talking about right now, this lady on the phone call during the five-step process in my fact find, she told me she gets three to five phone calls every single day. Was the five exaggerated? Maybe. But on days, I'm sure she really got five phone calls every single day. Was the five exaggerated? Maybe, but on days, I'm sure she really got five phone calls. So I look at it in what I try to teach anybody. Whether they're experienced or they're just getting into this industry, you need to separate yourself from the competition. A hundred percent. And how do you do that? You do it with a sales process that is different than what everybody else is saying.

And mine starts off right in the beginning at the intro. I immediately separate myself from everyone else in this competition. From hello to goodbye, I put them through a different experience. I know you don't want to give away your secret sauce, dog. Let's go. What's the intro? Give them the intro. Yeah, the intro.

Hey, Justin, this is Eric with TLC Homebubuyers i see your property was paired with our company to see if we're a good fit to buy it so we generate all of our leads from cold calls right we do cold call and ppc that's just our model so the way i set up the cold callers is they reach out to the seller and say, Hey, I'm calling from home buyers network. We work with a group of buyers in the Atlanta market. Right. They want to, we're looking to see if you're interested in selling your house. So they're gauging the, are they looking to sell? What's your timeframe? Do you have a price? And on a condition of what do you think your house is on a scale of one to 10 condition wise. And then at the end, when the cold callers are getting to let go of the lead to pass it on to us, they say, what we're going to do now is we're going to pair your property with the buyer that

we think best suits your situation. Every lead is coming to us. So we get to start off by saying, looks like your property was paired with us. No one else is doing that. No one else is. It's something I brought to the industry. That's right. Once we go in and say, hey, your property was paired to us, we set very clear expectations. By the end of this phone call, one of two things is going to happen. You're either going to get an approval with an offer or a denial with a reason. We can't buy every single property. So by the end, we're either going to give you an offer that you can accept, or we're going to tell you, it's just not a good fit for us. So we're immediately saying, we're going to qualify

your property. There's a chance we might not be able to buy it. Which is huge. No one else is saying it. So all I'm doing is trying to separate myself in the very beginning, like, man, I've never heard this before. This is a little different. They're saying, I might not buy your property. Then on the intro, we take control of the conversation. We get them engaged. We ask them, grab a pen and a paper because you're going to want to jot some information down that is going to be very important on whether or not you're going to make a decision. We give them the name of our company. We give them the closer's name. We have them write our telephone number down, the website down. After we give them the telephone number, we ask them, now, Justin, could you repeat the

telephone number? Again, there's very specific reasons why we do this. Engagement. I get it. And we want to know, are they really writing the information out? That's it. Because that shows engagement. Are they are going to stay on the phone? Have you taken control of it? Listen, if you guys aren't already writing notes down, you should have rewind this, by the way. It's literally his script. That's the intro. Yeah. It's a nine page script down, you should have rewinded this, by the way. It's literally his script. That's the intro. Yeah. It's a nine-page script.

Nine page. I will say this. As someone that has been in this space, you're hands down what this space needs. Appreciate that. What's your Instagram for everyone to go follow you? The Eric Klein. The, T-A-G, Eric, E-R-I-C, Klein, C-L-I-N. Boom. Dude, I'm so happy

We were able to do this I mean you're literally Changing 40 people's lives Their businesses Their income Today You're already making A huge impact dude

So This is gonna be a fun ride Appreciate that brother Honestly Alright dude Alright y'all That's it for this episode We'll see you on the next one

Peace peace