6 Stages of Investing: The Art of Controlling Seller Calls

Cody Sperber
By Cody Sperber |

dogThree is, indeed, a charm – especially when it comes to our latest and greatest in my ongoing series, 6 Stages of Investing. Start from the beginning if you missed other posts.

I’m here today to place a bet. And I’m betting on you. I’m betting big bucks that your phone has been ringing like mad since my last post. Why? Let’s go back in time for just a moment…

In my last post, you learned exactly what to do and say during that first oh-so-crucial phone call with a potential seller. We talked about the importance of building rapport, being genuine and gathering information.

So here’s hoping the calls are coming in… if nothing else, slowly and surely.

But Wait, There’s More!

The phone is ringing, and you’ve become a master conversationalist, a superb listener and an even better real estate investor. But you still have 3 main principals to conquer and 4 main types of people to get better acquainted with. Knowing these principles and being able to adapt to different personalities will empower you to control phone calls and keep them moving in the right direction.

3 Basic Phone Principles


What does tonality mean, exactly? Tonality means the pitch of your voice and how you project your voice. If used the right way, tonality can make all difference between a deal and a “no thanks.” Tonality invokes emotion, and emotion takes people on a journey. The key is to take them on the journey you want them to take, so be aware of how you project your voice and when you do so.

Remember the pause is one powerful tool, so use it when you want to emphasize the information after the pause. If you use the pause and your voice the right way, you can get the deal.

Pacing & Leading

This principle is all about a conversational pattern that you can use to build rapport and seal the deal over the phone. Know first that ‘winging it’ is not strategic. Winging it is for lazy, foolish rookies who blow smoke.

But that’s not you, right? Instead, try using truisms like this…

“I can tell that you’ve done your homework, and you know what you want for your property, am I right?”


“Isn’t it going to feel great going to bed tonight knowing you’ve solved a problem that’s been plaguing you for months?”

The answer to both of those questions is undoubtedly “yes,” and that automatic “yes” response (from your seller) means the start of a great groove, if you will, between you and your seller. Keep asking “yes” questions, and watch how in sync you and your seller become during the conversation. That back and forth rhythm, my friends, is powerful stuff.

personalityBody Language

It may seem counter-intuitive, but body language is just as important over the phone as it is in person. I guarantee that your seller is envisioning what you look like, what you’re wearing and how you’re moving your body while you’re talking on the phone. How do I know this? Because I do the same thing!

If you’re slouching in your seat, resting your head on the desk or frowning, the person on the other end will hear this in your voice. So what’s the solution? Stand up! Get excited! Walk around, smile and talk through those pearly whites! Your seller needs to feel your enthusiasm, so get energized. Convince them you are the solution to their problem by getting your mind, face and body in the game.

4 Main Personality Types

I’ve said it before, and I’ll say it again. Real estate investment is in large part a game of psychology, so it’s key that you understand the 4 main personality types. Within just a few minutes – maybe even seconds – on the phone with sellers, you should be able to identify personality types, so you can adapt your tonality, pacing and body language to fit that personality.


These guys and gals are all about the facts. They want details, and they love numbers. Analytical personalities are punctual, so you better not be late (ever). They’re not big risk takers, and they make decisions based on facts.


This personality type likes relationships and taking things slow (sounds like a dating ad). They need constant support and reinforcement, and amiable people don’t make decisions until they consult with those around them. You must give them the space to do so. Inviting their support systems to the party might be a good idea with these guys.


Drivers are movers and shakers. They love progress and to keep the ball moving down the field. Drivers don’t have time for details. Please! With driven personalities, just get it done, and be sure to spare them any negativity.


Expressers are dreamers. They’re often emotional, feeling people who make decisions based on their gut. Be forewarned about expressers… they’re big huggers!

The Wrap Up

So there you have it, folks! You now understand the power of the 3 basic phone principles and the 4 main personality traits. Practice those phone techniques, because practice – as they say – makes perfect. Learn the different personalities then adapt those principles to each. I guarantee your rate of (phone) success will skyrocket!

cody SperberGood stuff’s coming your way in the next post in this series, so don’t stay away too long! I’m talking about the really, really good stuff – like, blow your mind good stuff – to say to callers… when to say it and how to say it.

Stay classy and stay tuned!

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