Episode 105: “We Need That Money Right Now” – What to Say Next (Most AMs Blow This)

Send us Fan MailWe are trained to listen to what the seller is saying. Phrases like, need, want, "I can't do this," or... "I need that money right now."In this episode of the Results Driven Podcast, Tiffany and Josh High break down a real acquisition call where the seller repeatedly says, “We need that money right now.” Instead of slowing down and digging into why, the rep almost lets the moment pass.Listen as you will sit in on a live call review as the team dissects where control was lost, how urgency shows up through emotional language, and what to say in the moment. This episode is a masterclass on listening, timing, and asking the right follow-up questions when it matters most. Enjoy the show!You’ll Learn How To:Recognize emotional keywords that signal real motivationRespond correctly when a seller says they “need” money nowAsk impact questions instead of jumping to logic or priceRegain control when a seller derails the conversationWhat You’ll Learn in This Episode:(03:47) How to address direct mail offers without derailing urgency(04:55) The danger of pausing at the wrong moment(06:05) Why long logical explanations from sellers are usually “smoke.”(07:39) How Brandon regains control and confirms urgency correctly(08:30) Why “guaranteed” is not the same as a real yes(10:52) Motivation vs sales process(13:45) The key moment: “We need that money right now.”(14:13) The exact follow-up question reps need to ask(16:19) Uncovering why the seller doesn’t want to rent the property(19:39) Following the script(20:38) Why double-confirming decision-makers protect the deal(22:19) Massive red flags in the call(24:48) The biggest coaching mistake teams keep repeatingWho This Episode Is For:Acquisition managers who struggle to control seller conversationsInvestors who are losing dealsTeam leaders who are training reps to listen instead of rushingWhy You Should Listen:If your reps hear sellers say, “We need that money right now,” and still don’t know what to do next, this episode is a must-listen. Follow Tiffany and Josh here:Tiffany Instagram: @tiffanyhighofficialJosh Instagram: @joshhighofficialWebsite: https://resultsdrivenrei.com/home/Get Tiffany’s free resource: www.rdebook.com “26 Costly Mistakes I Made While Building My Seven-Figure Real Estate Business”