REAL ESTATE
INVESTMENT
CLOSINGS
CASE STUDY
Closing Offers: $1 – $2.9M (Yes, I often bought houses for $1.00)
Average Deal Size: $36,250
Total Transactions: $87M
My Sales Key Role: Conduct one‑to‑one negotiations and closings with house sellers and banks who have REO property. I would then rent or sell the property to home buyer or investors through my related businesses.
Objection Handling Framework:
Consultative, Feel Felt Found + LAARC, as an authentic authority combined with case studies and detailed real-world, local testimonials of success:
→ 85% objection resolution on first call.
MY PHONE SALES
Discovery‑driven NEPQ-type 30‑minute call interview with pre‑qualified, warm‑only private house sellers (bank and buyer statistics were not tracked), supported by a reminder process:
- Show-to-Pitch: 80%
- First‑Call Close Rate: 43%
- Total Close Rate: 48%
Transferable Skills:
In this role I gained deep exposure to people’s emotions and hardships — whether they were selling a property due to death, divorce, or financial difficulties. It taught me how to:
- Approach situations as a consultative problem‑solver
- Build genuine trust and instill confidence
- Conduct complex, empathetic conversations
Working with banks also served as a masterclass in B2B sales, sharpening my negotiation and relationship‑building abilities.
SALES RESPONSIBILITIES INCLUDED:
- Generating Leads
- Qualifying Prospects
- Presenting the Service in a Simple Way
- Negotiating Contracts
- Establishing Credibility
- Verifying Title and Paper Work
- Closing the Deals in person or on phone
Other core duties:
- Build and maintain strong relationships with both new and existing clients.
- Ensure client satisfaction and address their needs promptly.
- Keep detailed records in my custom CRM system.
- Train and manage a two‑person sales team (one local personal assistant and one virtual assistant), who also supported my other products and services.
ABOUT HOUSEBUYER™
Years: 1995 – 2022
Website: Housebuyer.com
I founded Housebuyer™ to go directly to banks and house sellers who prioritized speed of sale over price. By negotiating quickly and closing fast, we bought houses in any condition without the typical home showings, agent fees, or long listing periods.
My unconventional marketing generated a large volume of leads. To save time, I pre‑qualified properties over the phone and secured the seller’s agreement to our service. All that remained was a brief site visit to verify the condition and sign the paperwork.
This efficiency, combined with strong sales and marketing, made Housebuyer™ the largest private‑investor program for REO single‑family homes. After mastering that market, I expanded into multi‑unit apartments and commercial property, eventually negotiating and closing over 3600 property leases.
A major advantage was my ability to take on properties that didn’t fit my own investment criteria, thanks to my other venture, the Real Estate Investors Association™, so that when I found a good deal that wasn’t right for me, I could either:
1. Close on the property and flip it to one of the hundreds of investors in the REIA, or
2. Assign the purchase contract — a technique I fully explain in a how‑to course I created and sell to real‑estate investors.
BIGGEST HURDLE: ESTABLISHING
CREDIBILITY
Because entry barriers are low and no certificates or degrees are required, the space is filled with inexperienced and sometimes untrustworthy players. I overcame this by showcasing my credentials, experience, expertise, and proven results, reassuring sellers of the value of my service.
I set myself apart from the pack by:
Became a Leader in the Space.
Continuously improved my skills through education, training, and practice.
Showcase My Qualifications.
Presented proof of my successful track record across all media channels.
Delivered Results.
Consistently produced high‑quality work, setting clear goals and empowering my team to exceed expectations.
Maintained a Strong Online Presence.
A professional, well‑designed website and expert content boosted my reputation. To avoid costly traditional marketing, I launched the EZ Cash Rewards affiliate program for real‑estate leads.
Practice Honesty and Transparency.
I communicated openly; all methods and intentions were clearly stated online and in paperwork, building a solid foundation of trust.
To further differentiate my service from copycats, I required thank‑you letters to be signed in front of a notary—no generic testimonials like “Great service! Bob, Texas, USA.”
Straight from our client’s
WORRY-FREE EXPERIENCE: Curtis Perry
GREAT SERVICE: Linda Alday
VERY SATISFIED: Ernest Tschannen
“Throughout the course of our business together Scott has always proven to be a man of the utmost integrity and professionalism, on par with the those I trust and respect most.”
Ernest Tschannen, Real estate investor and philanthropist. Ernest’s record gift of $38.5 million is the largest individual donation to UC Davis in the university’s 108-year history.
