How to Disqualify Leads & Build Trust with Sellers with Nathan Payne

If you’re struggling to build trust with sellers in a crowded
market, this episode is for you! I sit down with Nathan Payne, an
expert real estate investor and coach, to discuss a game-changing
strategy: disqualifying your leads. While it may
sound counterintuitive, this approach helps you establish genuine
trust, stand out from the competition, and ultimately close more
deals. Nathan shares his philosophy on ethical selling, why
empathy matters, and how focusing on solutions for sellers builds
long-term success.





We dive deep into understanding sellers’ needs, qualifying
opportunities the right way, and how to follow up with purpose
without being pushy. Plus, Nathan explains his hands-on
apprenticeship model for new investors and why simple,
consistent actions often beat flashy, new marketing tactics.
Whether you’re a beginner or a seasoned investor, this episode is
packed with practical insights to take your sales game to the
next level.





5 Key Takeaways:


1. Disqualifying Leads Builds Trust


Instead of pushing a solution, Nathan emphasizes asking sellers
about options they’ve already explored. This approach helps
determine if you’re the right fit while building credibility and
trust.


2. Empathy and Ethics Win Deals


Caring about the seller’s situation, showing genuine empathy, and
offering honest advice often outperform aggressive tactics.
People choose to work with those they trust.


3. Follow Up with Purpose


Nathan’s follow-up strategy focuses on picking up where the last
conversation left off, ensuring each touchpoint is meaningful
rather than annoying.


4. Profitability Over Quantity


Nathan highlights the importance of building a profitable
wholesaling business instead of chasing volume. Understanding
your process and mastering sales is key before scaling.


5. Consistency Beats Trends


Flashy marketing techniques come and go, but simple, consistent
effort in lead generation and relationship-building remains the
most effective strategy.





Episode Highlights:


[0:00] - Introduction


[1:05] - The challenge of standing out in a competitive market
when sellers have multiple offers.


[2:20] - The power of disqualifying leads and why it creates
better trust with sellers.


[5:45] - Why consistency and doing the work matter more than
chasing shiny marketing trends.


[10:00] - How understanding sellers’ motivations transforms your
sales conversations.


[14:00] - Why disqualifying leads saves time and builds stronger
relationships.


[19:30] - Nathan’s purposeful follow-up strategy: picking up
where you left off.


[22:30] - What’s next for Nathan Payne: hands-on coaching to
guarantee results.





Links & Resources:


• Join Nathan’s Facebook
Group:https://www.facebook.com/paynelessflipping





Closing Remarks:





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