REI Mastery
Sales and Conversations
The seller conversation end to end: the opener, the four pillars, objections, the money conversation, the offer, and the close.
Prep for Week 3: Sales, live Tuesday, October 200 / 4 lessons complete, 5 coming soon
All modules
Tools and guides for this module
The Cold Call Playbook: One Opener, Four PillarsMy exact cold call opener, the 4 Pillars qualifying spine, voicemail and text touch scripts, and the disposition discipline that turns 150 dials a day into booked next calls.The Ultimate Call Playbook: Discovery to CommitmentThe full seller-call arc: discovery, deepening, the money conversation, and commitment.The Objection Handling Bank: 99 Objections, One Pattern99 real objections from five days of live challenge calls: the three-beat rebuttal pattern behind every answer, the top 10 in my words, and when to stop pushing.The Call Coaching Loop: Every Call Graded, Every WeekOne loop runs phone-team performance: pull every call from SmrtPhone, grade it against a rubric trained on about 300 real calls, send the scorecard to Slack, then coach or replace.Closing and CommitmentA close is four small yeses earned in order.Lead Management & CRM AutomationMaster lead qualification with the 4 Pillars of Motivation, build your CRM pipeline with STABM, automate follow-ups with sequences and drip campaigns, and never lose a lead again.
The call playbook: opener, 4 pillars, discovery to commitment
The call playbook: the opener and the 4 pillarsEvery seller call runs on one spine: a casual opener, then motivation, condition, timeline and price. Two hot pillars means a hot lead.
Coming soon
Prospector to lead manager: the handoff and the appointment ruleHow a call passes from the cold caller to the lead manager, and the rule that a next call gets booked before anyone hangs up.
6 min
One script, many frames: the open-ended openerA single call spine that adapts to any list type, starting with a casual question that gets sellers talking instead of hanging up.
5 minObjection handling bank
Objection handling bank: four frameworks and the ten objections"Let me think about it" gets a verbatim answer, along with nine other stalls, plus four ways to name, box and diagnose what is really blocking the deal.
Coming soonGrading your calls with AI coaches
Grading your calls with AI coaches: the setupPull call recordings from SmrtPhone, transcribe them, and score each conversation against the cold call, lead manager and closer rubrics with quotes.
Coming soon
Why call review is the highest-leverage training move, and the one-fix cadenceListening to real seller conversations fixes more than any script drill. Pick one gap per caller, work it, and check the next batch of recordings.
7 minMaking the offer
Making the offer: the money conversationGet the seller's number first, restate their situation, then present the cash, novation and listing options in descending order so they pick one.
Coming soonClosing and commitment
Closing and commitment: anti-pressure positioning and the in-person closeSign contracts at the kitchen table instead of over the phone, walking the six parts that matter and earning small commitments in stages.
Coming soon
Contract golden rules and the trust droughtWhy a number never goes out over the phone, and the rules for reviewing and signing a contract in person so the seller trusts you at the door.
10 min
