In this powerhouse training session, I'm joined by seasoned real estate investor and sales master Jerry Green, who shares his 30+ years of experience on how to master the acquisition process and close more deals. If you're doing all the marketing but struggling to convert leads—or just want to improve your closing rate—this episode will change the way you think about sales in real estate.

Jerry pulls back the curtain on why most investors leave money on the table and how adopting a repeatable, process-driven approach to seller conversations can completely change your results. Whether you're brand new or running a team, what Jerry teaches here will sharpen your skills, boost your conversions, and help you become a true deal maker.

[0:00] – Why most investors fail at sales (and don't even know it)

[2:10] – What "acquisitions" really means—and why it's the core of your business

[3:11] – Jerry's background: 31+ years, 3,000+ deals, and still learning

[5:15] – Do you want more deals without spending more on marketing?

[8:20] – Why conversion is a skill that can (and must) be learned

[12:34] – Think of your business like a factory: marketing is step 1, acquisition is step 2

[14:45] – How improving your closing rate from 1 in 10 to 1 in 5 changes everything

[15:34] – You don't need to be a rockstar salesperson—you need a rockstar process

[19:20] – Diagnosing before prescribing: what doctors teach us about sales

[22:51] – Why premature offers cause sellers to seek second opinions

[28:35] – Emotional vs. logical decisions—and how sellers really choose you

[36:21] – Recap the seller's pain + provide solutions = your offer will stand out

[41:00] – Negotiation doesn't sell the deal—it finalizes it

[43:13] – Jerry's 4-step closing framework: Anchor, Concessions, Intervals, Odd Numbers

[53:40] – How to get Jerry's Perfect Sales Call Outline and book a free strategy call

1. Sales isn't about being slick—it's about solving problems and building trust
2. Premature offers lead to second opinions—ask, listen, and diagnose first
3. Decisions are emotional, not logical—tap into that with empathy and process
4. Great closers focus only on motivation and deal killers—not presentations
5. You don't need to talk to every seller—you need to connect with the right ones the right way

If this episode opened your eyes to a better way to close deals, don't keep it to yourself—follow, rate, and share the podcast with your circle. Want help mastering acquisitions? Let's connect and go get that next deal.