How to Disqualify Leads & Build Trust with Sellers with Nathan Payne

If you’re struggling to build trust with sellers in a crowded market, this episode is for you! I sit down with Nathan Payne, an expert real estate investor and coach, to discuss a game-changing strategy: disqualifying your leads. While it may sound counterintuitive, this approach helps you establish genuine trust, stand out from the competition, and ultimately close more deals. Nathan shares his philosophy on ethical selling, why empathy matters, and how focusing on solutions for sellers builds long-term success.

We dive deep into understanding sellers’ needs, qualifying opportunities the right way, and how to follow up with purpose without being pushy. Plus, Nathan explains his hands-on apprenticeship model for new investors and why simple, consistent actions often beat flashy, new marketing tactics. Whether you’re a beginner or a seasoned investor, this episode is packed with practical insights to take your sales game to the next level.

5 Key Takeaways:

1. Disqualifying Leads Builds Trust

Instead of pushing a solution, Nathan emphasizes asking sellers about options they’ve already explored. This approach helps determine if you’re the right fit while building credibility and trust.

2. Empathy and Ethics Win Deals

Caring about the seller’s situation, showing genuine empathy, and offering honest advice often outperform aggressive tactics. People choose to work with those they trust.

3. Follow Up with Purpose

Nathan’s follow-up strategy focuses on picking up where the last conversation left off, ensuring each touchpoint is meaningful rather than annoying.

4. Profitability Over Quantity

Nathan highlights the importance of building a profitable wholesaling business instead of chasing volume. Understanding your process and mastering sales is key before scaling.

5. Consistency Beats Trends

Flashy marketing techniques come and go, but simple, consistent effort in lead generation and relationship-building remains the most effective strategy.

Episode Highlights:

[0:00] - Introduction

[1:05] - The challenge of standing out in a competitive market when sellers have multiple offers.

[2:20] - The power of disqualifying leads and why it creates better trust with sellers.

[5:45] - Why consistency and doing the work matter more than chasing shiny marketing trends.

[10:00] - How understanding sellers’ motivations transforms your sales conversations.

[14:00] - Why disqualifying leads saves time and builds stronger relationships.

[19:30] - Nathan’s purposeful follow-up strategy: picking up where you left off.

[22:30] - What’s next for Nathan Payne: hands-on coaching to guarantee results.

Links & Resources:

• Join Nathan’s Facebook Group:https://www.facebook.com/paynelessflipping

Closing Remarks:

If you enjoyed today’s episode, be sure to subscribe, rate, and review the show! Connect with me on social media and check out my YouTube channel for more strategies on content creation, podcasting, and building your brand.