What NOT To Do On A Seller Call | Failed Seller Call

We cover a lot of success stories, but what about a failed seller call? Let’s talk about what NOT to do on a seller call. In this exclusive video of this four-way call, I speak with a realtor named Mark and we cover some of the basics of what steps to take and what steps to avoid!
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🚧🚧🚧 DISCLAIMER 🚧🚧🚧
Pace is not a CPA, attorney, insurance, contractor, lender, or financial advisor. The content in these videos shall not be construed as tax, legal, insurance, construction, engineering, health & safety, electrical, financial advice, or other and may be outdated or inaccurate; it is your responsibility to verify all information yourself. This is a KZbin video for entertainment purposes ONLY.

[@jitenderbatra5016]

This video made me $100,000 equity in my first subto deal today. Thanks Pace! P.S : i am not part of your group. But wanted to acknowledge your contribution.

[@PaceMorby]

Wowza! This is great!

[@Vibrationofawesome]

Gives me inspiration! I need to make my first deal but not able to invest in the mentorship program at the moment. Reading the book now

[@othmansaleh3346]

Pace’s face at 18:33 says it all. With that tone you’ll never get anyone to sell to you

[@CaseSpecificAthletics]

Bro I'm dying watching this right now. She's freaking out and Pace is dying inside😂😂

[@PaceMorby]

I still think Jenny did a great job on the call though. She explained her side pretty well. It's just that the call wasn't set up for success.

[@marshmellocm]

I just read this at the very moment it was happening!!!! LOL LOL

[@AConservativeView]

@@PaceMorby I totally disagree, Jenny was extremely combative and condescending. You handled that situation with poise and respect. And the reality is if Jenny knows she isn't willing to buy at $1.8m as you mentioned after the call then she should make that clear, and its obvious that the sellers know that and that's why they are requiring a little more commitment from Jenny and the currency they wanted, was her time by requesting a signed POF.

[@vincentduval8920]

Jenny mad aggressive!!!

[@ugliestgorilla9006]

Jennifer sounded very aggressive, demeaning and argumentative.

[@A.Joseph]

This is why Pace is where he is at in life. Calm, collective, respectful, informative. He literally answered every question perfectly. Gave information on a cash out and seller finance. Used real life examples. When it started to go south, he swept in and saved what could of been a shouting match. Your amazing, and inthough I was good! 😂😂

[@mike2959]

Disagree. He didn’t answer the MOST important question. Why should I sell. I’ve got property taxes from 2009. Tons of equity. A basement loan. Cheapest money ever. Pace cannot answer this question. Because nobody can. UNLESS there’s personal circumstances. Like relocation. Down sizing. Loss of a job etc…

[@TheStrangerbyAlbertCamus]

@@mike2959it’s not his job to answer the question why do you want to sell. You ONLY talk to people who are ALREADY interested in selling. In the video, it’s the first guy Mark who didn’t do his due diligence to make sure the seller WANTS to sell. It’s not your job to make the seller sell anything.

[@luisnaranjo8417]

This was pretty much a dumpster fire 🔥 from the get go. Loved how pace eloquently calmed everyone down like a pro

[@antoniostephano]

Very helpful to hear a call like this that did not work out. I am glad Pace broke it down afterwards but in my mind the big mistake was not realizing this was not a motivated seller but rather an opportunistic one. If he can't get his price in CASH he is not doing the deal. That should have been ferreted out sooner (in my opinion).

[@Hawksforever99]

Of course he's opportunistic! He holds all the cards in this market! Not to mention if you're anything like me, you HATE the thought of having to pack up and move...absolutely loathe it! But he's right...interest rates like they are, what could they even replace it with? Leaving them with basically 2 not so great options: 1. Rent. Landlords and Rental companies aren't turning a blind eye to the interest rates. So they've upped their prices now. They know inflation is a real thing despite certain people trying to insist otherwise. 2. They could seller finance and try to get a deal where they stay in the home as renters there instead of leaving (maybe the better option of the two). Still not great because with the numbers like they are, Pace would have to charge a bit of a premium to both satisfy the debts as well as making a little money so as to not work for free.

[@dewholdingsllc1050]

Yes a good example of what not to be doing. Leaving ego and attitude outside of the meeting.

[@PaceMorby]

I think Jenny did a good job explaining her side. It's just that the call was set up incorrectly. The seller just didn't have motivation to sell.

[@DR-rx4lk]

@@PaceMorby Nope she did not. Imagine someone speaking to your wife like that. No GO You were chill and cool but man she came in and tanked it. If her goal was to win an argument she did OK but if she was trying build brand and be friendly F-

[@imactuallyHimtho]

@@PaceMorbyshe was being overtly antagonistic.

[@texasinvestor9942]

If you’re blessed enough to get Pace on a call with a seller, let Pace do his job. Don’t jump in the convo until Pace acknowledges you to do so. Its best to just listen and learn than to walk away with no deal and an upset seller.

[@vinny1010]

That woman did a HORRIBLE job communicating with the seller. If I was the seller, I would be more frustrated with her than the actual agent. There was ZERO rapport on that call

[@kukuna2012]

Patience is what you won at the end. that's what Pace set himself apart from others. thank you Pace! only you shows win and fail, the truth, behind the call. appreciate your time, Pace!

[@josephhalvorson1637]

Pace being so calm and collected is so money 😂 absolute baller communicator

[@wadeshadman]

Shheeesh! The way you jumped in and calmed that crazy energy going on between the seller and Jenny was so dope and soo much skill 🫡

[@PaceMorby]

Thanks Wade!

[@TamiaPeach]

Well definitely don’t antagonize your seller. 😬

[@CarlosGatlin12]

Her Ego got in the way and took over 😂. They wanted an explanation and she couldn’t explain her position without moving the convo forward. When you’re in this business you have to understand that things will get thrown at you that you don’t prepare for but it is your job to keep cool and move everything forward…

[@2Cold1906]

Hmm. In this scenario, she should have realized that this deal might no go through, but keep that relationship going. Instead she started throwing attitude and smart a$$ comments, and burned that bridge fast. Whew, keep that bigger picture in mind. If I was the seller, I would have snapped right back. Edit: As I continued to listen, Pace did exactly what she should have done.

[@djboriginal]

That was a really good example of how calls can go wrong and right. I appreciate Jenny defending herself, it's really important to not allow yourself to be bullied when you're offering someone a gym bag full of cash for their house. Big ups to Pace for wrapping up that call positively. Great learning!

[@DR-rx4lk]

No she got all defensive No customer skillz

[@Josealesan1]

No negotiation skills from Jennifer.

[@bryonfrye7282]

She took it personal and got ego involved, it happens but your mentor is a part of this call too...

[@ConUSMC]

I’m not saying she’s wrong…🙄😂 But definitely one of the reasons why you focus on sellers with motivation

[@PaceMorby]

Hey Les! Yeah. The call wasn't set up for success so a lot of missed expectations and misunderstanding on this one.

[@Careercurious]

He was not interested in selling , I learn from you every day 🗣️🗣️

[@Krikket-hm6pz]

BTW - This was a freaking gnarly situation. thanks, Pace, for sharing this with all of us; definitely many takeaways to learn from, here.

[@PaceMorby]

Glad you enjoyed it!

[@courtneyplank2683]

Everyone criticizing Jenny, go back to minute 37:40. I couldn’t help but think, I could use some lessons from her. Also, this video answers soooo many questions for people new to creative finance, etc! And finally, I’m continually blown away 🤯 by the ABUNDANCE OF GRACE GIVEN TO ALL, by Pace. Grace (undeserved favor) is something he gives, to even the worst knuckleheads 🤣🙄🤭😏 Thank you Pace, for all that you share!

[@vividhaiku]

37:40 is the end of the video... 🤣

[@vincentduval8920]

Indeed… Pace raw! He one of them People!

[@bendsstewart]

Pace, you're one of the people in this industry I look up to most. Your skills on this call how you deescalated this conversation is amazing to me. I really look up to you. Thank you. Oh yeah I'll by an iPhone soon.

[@PaceMorby]

That's the power of iPhones haha

[@bendsstewart]

@PaceMorby lol I heard you say once that you won't do a deal with an android user so that's motivating me to get an iPhone

[@clarkfluegel6875]

Not going to lie, sometimes listening to these calls gives me anxiety 🤣. Can you imagine talking to Pace without knowing who he is prior?? You can hear the seller is sometimes pretty overwhelmed and intimidated. But Pace is the very best salesman ever.

[@PaceMorby]

I'm really nice to talk to though ✌😂

[@kellydiamond6443]

YOU ARE SO DAMN GOOD AT THIS! Mark better be glad you were on the call.

[@sergiomoran8851]

"In Wholesale and some creative finance we can solve peoples PAIN. In Seller Finance we can appeal to their GAIN"

[@TheRealTourMom]

Agree on it all. Some agents are also good at negotiating. Agents must be educated based on an investor standpoint.

[@danielgothits]

Masterful de-escalation by Pace haha, epic

[@PaceMorby]

Thanks Daniel!

[@NOAHLUBKO]

I have seen tons of Pace videos and never sow him so happy and smiling

[@therealtehry7364]

Great call! Learning learning 👍🏽

[@brunoleonardo929]

Pace’s reaction to the cash buyer 🤣🤣🤣

[@Cardboardcar918]

Pace is the greatest communicator I have ever watched I need to reach this level

[@PaceMorby]

Takes LOTS of practice and patience man...

[@dblant7764]

I’m new to REI… not declaring judgement either way… simply sounds like a situation where the cash buyer was brought into a deal where the seller wasn’t even necessarily selling and the seller was more knowledgeable than most. Great call to learn from!

[@NickTrash01]

"my Prius gets me laid too" -- Couldnt agree with you more! I know Ive been out driving and looking at all these people in these high end cars or souped up cars thinking man...what a money pit (European cars) and Im moreso about whats reliable and total cost of ownership isnt crazy expensive. To each their own, but Im with you when it comes to cars.

[@Cali_Girl1]

18:11-18:18 18:31- 18:41 18:49-18:55 Pace's facial expressions are so funny to watch. 😆

[@jarrodfrankum]

22:08 - 22:22

[@Cali_Girl1]

​@@jarrodfrankum 😅

[@vincentduval8920]

Pace is a fucking pro!!! You gotta listen to the seller.

[@tr3ylv1]

Pace is UNREAL...✨️

[@Intriah]

😂😂 was cringing and laughing the entire time.. very good education experience. Pace you funny man haha

[@Life101_mindset_makeover]

This was an incredible call and it showed me that I can truly do this and become successful in real estate. I've worked in a call center or done sales over the phone for years and I see the vision now. Thank you for sharing this call Pace. Much appreciated and I'll see you at the top!

[@dustinallemand6098]

A Seller Financing GENIUS. God Bless your time here on Earth...

[@skyguardian1]

Great call pace! Im glad I was able to hear this call it all makes a lot of sense! Can't wait to join the community!

[@BradySHales]

Thank you so much Pace and Jenny. You did great and I really appreciate this example to learn from. I felt there was a lot of confusion on who should be taking charge and lead of the call. From the point of view of the seller the whole reason to have an agent is to have an intermediary who talks to the buyer. But when the buyer and agent are on the phone who should Shaun expect to lead the conversation. On the view of the agent he brings in Jenny who brings in Pace so the agent doesnt know to look to Jenny or Pace for the lead. Pace comes in as a support to Jenny but is probably wanting Jenny to lead since it is her potential deal. And Jenny might have a similar problem as Shaun where she doesn't know if she should look to the agent but also doesn't know if she should just let Pace take the reigns. This reminds me of the meme of the three Spidermans all pointing their fingers at each other. Overall, I really just appreciate the call because as Pace said there was no bad intent from any of the parties involved, the call was just simply not set up for success. But we can all learn from it.

[@brake1adam]

That call was quiet a big fire And I think it probably would have helped to speak to people individually before the three-way or four-way call...

[@asn8105]

Pace is soo eloquent ❤ Love it ✌️

[@PaceMorby]

Thank you bro!

[@lahoskins82]

I feel like Pace with my personality and me just starting to learn I would perfer not to work with Realtors and just work directly with the seller .

[@vanillasf]

Man it is so easy to agree with you it must be a joy being in your mentorship

[@PaceMorby]

Would be happy to have you join us! Make sure there's a slot available in your city first. Check here! go.subto.com/pace-yt

[@Scott-got-caught]

Fork up $7500 bro. Unless it's gone up since I joined and never used it

[@adamnewell5716]

She seems good at this

[@stellaikeadighi2423]

This is very great, 🎉🎉🎉🎉🎉🎉🎉🎉🎉🎉🎉🎉🎉🎉

[@PaceMorby]

Thank you! Cheers!

[@livingincharlestonwv5517]

I was beginning to wonder what caused this to fail, then by gosh, it happened lol.

[@johnlabry325]

Great call Pace. Thanks man !!!!

[@PaceMorby]

Any time!

[@ClareMartinez-mj6qe]

This playback was amazing. The false expectation the realtor created left a mess for the cash buyer or the seller financed purchase options. The black swan in that deal was both Mark and the sellers wife.

[@kuyayllasumak4552]

Pace you are awesome just the best! Thank you so much for showing us how it is done, I’m learning so much from you😃🤗

[@emiliomejia5331]

“I’m good at speaking to people…” “I’m good at this , I’m good at that..” geesh…. This guy

[@matthew_brown]

The owner wasn't motivated to sell. He obviously was willing to sell for more than it's worth

[@murillorealestatellc]

dam this dude has some serious skills and a very great attitude about handling all those personalities on the call wow Im just blown away

[@Susan.Beavers]

@PaceMorby this seller might want to get into your program. 😊

[@alen1179]

i love that 70% down with my investor pro while the seller carries the 30%!

[@matycalls]

Hahaha so don’t argue with the seller? Got it!

[@austinlargusasimplerealest6446]

Why do wholesalers have so much pride? If youre in this business, lose the pride and be a kind human being.

[@PrivateComicsInc]

I will be researching how to connect with the airlines and traveling medical professionals seeking rentals.

[@jearomanis]

Pace WTF you’re a fighter fighter too? Dude came in and put the sht OUT ! Bravo 👏🏾

[@Pennconst101]

Mark is the one who messed up here. Jenny…customer service/Sales 101 … never get confrontational with a client. EVER! It’s never ok and It never works out well. Great save Pace!

[@mike2959]

Couple comments. Seller. “There’s no reason to sell my house” -Pace and crew you need to answer this question. Stop relying on hoping someone is down sizing. Someone is transferring. Answer the question. The only response CAN be in this market is your home value will never be higher than it is right now. Period.

[@realcareeryoungmoney954]

Under what condition of the house would the cash buyer be willing to pay 1.8M? The seller said Zillow/market value was around 1.5M so my guess is there is under almost no condition that she would pay 1.8M unless it had money in the walls. So I’m completely on the homeowners side in this scenario. Sell was brought in to the call under false pretenses.

[@realcareeryoungmoney954]

This is the cash buyers fault in my opinion not marks. He didn’t come up with that 1.8M number. The cash buyer literally said she suggested that number. So under what condition of the property would she pay 1.8M? No condition.

[@dancochran2377]

I would have just said if we provide the POF and are willing to buy at 1.8 are you willing to sign a LOI to sell at $1.8? If the answer is no then why would you even proceed? I would have said then..., if you ever are interested please don't forget us.

[@movieandshowreview]

Pace you are a patience person. She kinda bulldogged but owner was not listening to you guys. Pace and Jerry are the best in the industry!

[@PaulSyng]

Shawn is the new Chris Voss ❤

[@supercax13]

i would love to see a call that shows how a seller finance offer to the seller correctly

[@PaceMorby]

Hey Caxie! I have a few videos of this on my channel. Here's one! kzbin.info/www/bejne/rHuZpnqMe9hng5Y

[@Eddie-ud9lm]

Having her on the call was not a good thing- she’s not the best negotiator on the phone- Pace saved the day

[@Hammer1978]

Shut up and let Pace run the show!

[@ethanjanicello7845]

When pace opens his eyes real wide at 18:11 I cant stop laughing.

[@vincentduval8920]

Jenny going in!!!

[@jonathantennison7775]

Gots no time to deal with this type of unmotivatedness

[@Tony-bv7gz]

Holy crap, did she want to build rapport or did she want to give him the smoke?

[@marredbybeauty3277]

What a great teaching/ learning moment! Thanks for sharing pace

[@justinf.2429]

Jenny was turnt up…She was hype..very aggressive and direct.

[@deanedsall7389]

Having to peal an onion is not a favorite thing ! Using that analogy!

[@baischgolfer]

Nice Geppetto reference. Excellent call and information as well, love the ones that go wrong as a learning tool. 👌

[@stevebarkley1661]

You’re the Man P-Dawg!!!

[@PaceMorby]

THANK YOU BROTHER!

[@vincentduval8920]

We still going to need the bird dog!!!

[@deanedsall7389]

The Agent may have by accidentally set up too high of an expectation on the possible seller !

[@TheTotalConcept]

Black Swan is an unanticipated event, not a puppeteer lol "an unpredictable or unforeseen event, typically one with extreme consequences"

[@EH-pe6dn]

Thank you for this transparency. It was a beneficial video, as all of your videos are! Is it possible you can create content that teaches or can adduce the translation of language (e.g., English to Real Estate)? As you know, financial literacy and financial education is critical. As a visual learner, being able to see an extension of these calls would benefit me, and potentially other visual learners, in the immediate. Perhaps it can be illustrated in the presenting video or in a link attached. Thoughts?

[@venusandathena]

First time I saw Pace’s face like this 😑

[@Cali_Girl1]

This entire 38 minute 49 second conversation could have been boiled down to this: 19:19 - 19:32 22:19 - 22:35

[@avyonloans]

If there is a default and they take ownership again, they don't only keep all the down payment and also the equity that was built during the paying months, correct?

[@cloudydays0]

Woof, good learning experience. Thanks for sharing.

[@PaceMorby]

Thanks for watching this John!

[@cozyfortunes]

Gyat daym. Pace using some big words. Rigmarole? Adding that to my vocab.

[@teresaclark2149]

Thanks for all the information, Good job

[@randallreeves39]

What I learned the most is to keep the agent out of the negotiations.

[@vincentduval8920]

Yo… Pace bad! He called the wife out to the front. Pace knows she has a say so.

[@deanmarten]

What you call the black swan we used to call the maven. The third party who has no say but does.

[@edgaracost83]

The first thing I saw there is no pain from the owners. That's it

[@Crazyguru1996]

Cash offer appeals to their pain, Creative finance offer appeals to their gain

[@davecalico3273]

some Agents are to self important in injecting themselves into “the sell” when at times they should just sit back and listen and let the buyer and seller hash it out! I’ve noted a majority of Agents really do not know how to sell they’re more about marketing 1st and foremost!

[@adatshhc]

Dude repeatedly said that he is not interested in selling but was also asking for a proof of funds letter. 😂

[@myza6464]

Well that's not what mark said lmfao. Pace is a professional at heart. I learned so much from this call its amazing. I learned not to chase deals with people who are planning to sell. Always find and call out the black swan. And a few more things.

[@PaceMorby]

Love the points you learned from this, Myza!

[@reir4usmentor]

The main thing here is that the seller is not motivated and he mentioned a few times!!! Very open eyes call!!!

[@GaryRabatin]

There is zero seller motivation. Move on to the next prospect. “My Prius gets me laid too!” 😂😂😂

[@juan_ctzz]

A little rough but it’s a mess of a call

[@bryonfrye7282]

Was Jerry Norton the example for the 3 million home?

[@keysncoffee7733]

Already just 0:51 in. "He's been 'very open to bringing a buyer in'.... BUT AT HIS TERMS" 🚩🚩🚩🚩 Abort.

[@keysncoffee7733]

"I'm open to terms.... My terms" hahah I think Mark messed it up here.

[@Name-ne3yy]

Wooh jenny came in there aggressive! Who knows where she would be without cool calm collected Pace😳