1) Here Is The News
We’re living in one hell of a crazy world. People are on edge. Trust is low. Some don’t even trust their own doctor—so why would they trust you? Especially when you’re trying to defend every question that buyers and sellers fire at you—because fear has replaced their sense of comfort and certainty. After all, no one wants to become the next horror story on the nightly news.
When I first started, I was eager to share what I knew and show people how I could help them achieve their goals. Sometimes, I would present deals so compelling, so attractive… I couldn’t understand why people walked away. But those deals often fell into the category of “too good to be true”. And when something feels too good to be true—people don’t lean in…they walk away. I was forced to take the extra profit for myself with later customers. Lesson learnt!
2) No, It’s Not Legal
If you try to defend every objection with just your word of mouth and your own trustworthiness, you’re in for an uphill battle. You need to flip the dynamics—answer objections before they even arise. I still remember one of my early clients in a video testimonial:
“If David was wanting to rip us off, why would he have insisted that each of us have our own solicitors?” There’s the clue!
The answer is simple and confident: “No, it’s not legal. In fact, when you have your independent solicitor and I have mine, they are also breaking the law—just like the independent managing agent keeping an audit trail of your payments, and the independent mortgage broker assessing you upfront to secure your mortgage as soon as possible. So yes, you are very astute to have worked this all out—and not get duped at all!”
3) How Would That Make You Feel?
It’s all about how people feel—not how they think. If they feel good about achieving their goals, and you make it make sense, your role is to guide them towards that outcome. If people feel good about you, they are far more likely to do business with you. And if they don’t… you might as well pack up and go home—they’re unlikely to be convinced.
Now imagine this…you position yourself as doing everything alone—writing the paperwork, collecting the money, and promising the outcome. Would you go ahead with that arrangement if it were you? I doubt it. That’s why the right approach—and the right structure—changes everything.
At the We Buy Houses Learning School, we give you the insights to turn what could be a tense encounter into something that feels natural—like it just fits. Because when you have the right approach, and the right support in place, achieving the desired outcome for everyone becomes a far smoother process.
