In this episode of Properties to Profits, I break down one of the most underrated tools in sales—and one of the most powerful ways to build trust with sellers: third-party stories. Instead of telling a seller what you can do, you show them through real examples of people you’ve helped before. I share how a bankruptcy conversation with a seller in Dayton opened the door for deeper trust simply because I shared two real stories of people we helped in similar situations.

I explain why sellers often feel their situation is unique, how stories help them feel seen, and how the right third-party examples can remove fear, lower resistance, and uncover the real reason they need to sell. If you’re in sales, real estate, or any role that requires trust, this episode will teach you how to use storytelling ethically, strategically, and effectively.

Episode Timeline

[0:00] Why third-party stories instantly build trust with sellers

[0:52] Talking with a bankruptcy seller in Dayton—and what opened her up

[1:12] How she felt stuck despite paying into her bankruptcy for years

[1:33] Her equity, her fears, and how selling creates peace of mind

[2:05] Two real stories I shared that changed the conversation

[2:24] Why sellers think their situation is unique—and how to connect through stories

[2:43] How details like names and locations make stories believable and relatable

[3:19] The moment the seller lets their guard down—and how to handle it ethically

[3:38] Why trust leads to better deals for both you and the seller

[4:05] Good deals are easier to fund—why deeper discounts matter

[4:24] Third-party stories as a gateway to uncovering real objections

[4:44] Herd mentality in sales—why people feel safer following others

[5:06] Showing proof of past success to help sellers make confident decisions

3 Key Takeaways

1. Third-party stories reduce fear and show sellers you’ve helped people just like them.

2. Specific details—names, situations, locations—make stories relatable and believable.

3. When sellers trust you, they open up, share real objections, and deals close faster and cleaner.

Links & Resources

Follow me on Instagram: @realestatemike02

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