Handling objections on the phone can make or break a deal. In this episode, sales expert Jen Way walks through the four objections real estate investors hear most often—like “I need to talk to my spouse,” “I need to think about it,” and price pushback—and explains how to get ahead of them before they ever come up. Jen shares how top salespeople stay proactive on calls, ask better questions, and guide conversations so sellers gain clarity on their real reason for selling, making it much easier to reach an agreement.

KEY TALKING POINTS:

0:00 - Intro

0:24 - Objection 1

6:32 - Objection 2

8:49 - Objection 3

11:50 - Objection 4

13:15 - The Why & The RRR Tactic

17:06 - Jen’s Thoughts On Using Scripts

18:48 - How She Got Into Sales Training

21:15 - The Perfect Candidate For Her Training

22:43 - The Benefit Of Pulling Back

25:03 - Extra Tips From Jen

28:18 - AI Agents

30:38 - Closing Thoughts

31:19 - Outro

LINKS:

Instagram: Jen Way

https://www.instagram.com/salesthejenway/

Facebook: Sales The Jen Way

https://www.facebook.com/groups/salesthejenway/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

When Brent Bowers noticed land deals starting to slow down, he made a simple pivot: instead of just selling the land, he started placing brand-new manufactured homes on it. The result was a much larger buyer pool and profits around $50K per deal. In this episode, Brent breaks down how the strategy works, how he finds the right parcels, and the numbers he looks for before buying.

KEY TALKING POINTS:

0:00 - Intro

0:36 - Why Brent Bowers Changed His Strategy

2:31 - Discovering The Strategy

4:39 - Which Markets Are Working

6:45 - Manufactured Homes With Drywall

7:53 - How He Does It

11:30 - An Example Of A Market

12:56 - How To Get Discounts

14:30 - Outro

LINKS:

Instagram: Brent Bowers

https://www.instagram.com/brentlbowers/

Website: The Land Sharks

https://www.thelandsharks.com/

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/

If you’ve been jumping between marketing strategies or feel like your current channel has stopped producing deals, this episode will help you reset your expectations. David breaks down what he calls the marketing clock — the cycle where strategies like direct mail, SMS, PPC, and other channels rise in popularity, become saturated, and eventually give way to new opportunities. He also explains why most investors quit too early and how much marketing spend it realistically takes before a deal starts to come through.

KEY TALKING POINTS:

0:00 - Intro

0:24 - Marketing Mistakes

1:34 - The Marketing Clock

4:41 - Stick To One Method

6:17 - How Much Marketing Does It Take?

10:32 - Closing Thoughts

10:51 - Outro

LINKS:

Instagram: David Lecko

https://www.instagram.com/dlecko

Website: DealMachine

https://www.dealmachine.com/pod

Instagram: Ryan Haywood

https://www.instagram.com/heritage_home_investments

Website: Heritage Home Investments

https://www.heritagehomeinvestments.com/