In this episode, I speak with Claude Diamond, a legendary sales coach, real estate investor, former attorney, and creator of the GUTS sales method. In this conversation, we delve into how real persuasion works in real estate and why most land investors get it completely wrong.
We cover the real psychology of sales: why most training misses the mark, how to turn prospects into salespeople, the power of silence, emotional decision making, quick qualification with a 3-minute timer, and why enthusiasm + value trumps all scripts. Claude shares raw stories, role-playing, and his “visceral selling” philosophy that has made him financially free and still helps investors around the world.
If you’re tired of rejection, shiny object syndrome, or just sending more email without better conversations, this is the one you’ve been waiting for.
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Key takeaways
In this episode, you will be able to:
- Find out why “I don’t know” are the three most powerful words in sales and how to use them to close deals.
- Learn the counterintuitive moment when telling a potential client “maybe you shouldn’t” work with you actually increases their interest.
- Discover why people make immediate business decisions emotionally, not logically, and how to create that environment.
- Understand how to qualify a lead in just 180 seconds and why firing bad leads is essential to your success.
- Hear why most sales training focuses on motivation rather than the one skill that actually makes you money.
Transcript of the episode
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About the author
Seth Williams is the founder of REtipster.com, an online community offering real-world guidance for real estate investors.
