7FF 809: Close More Deals by Understanding This One Seller Behavior

August 5, 2025

About This Episode

Most investors blame price on losing the deal.

But what if the seller never intended to say yes in the first place?

Because distressed sellers don’t act logically.

Sellers in distress behave a lot like people battling addiction.

That’s why Dr. Sheri Fluellen (a psychologist + investor) uses a framework from addiction recovery…

…to help sellers make clear, confident decisions.

And if you’re wondering how to take sellers from “not ready” to “let’s do it”...

Here’s how to meet them where they’re at and start turning conversations into contracts!

Want more sellers to open up and actually say yes?

And If your close rate frankly sucks…

You don’t just need a new script.

You need a new approach.

Sales Director at Blackjack Real Estate, Lindsay Arko, developed our Intuitive Sales process designed to work with a seller’s psychology, not against it.

It’s the same system our top members are now using to turn hard conversations into signed contracts.

It’s so simple even your VA could do it.

CLICK HERE to Book an Implementation Call >>

We’ll show you how you can apply the same process in your market.

Catch you later!

Episode Transcript

Key Takeaways: Understanding Seller Psychology to Close More Deals

Most sellers don’t make decisions logically—they react emotionally, especially in foreclosure or distress.
The “5 Stages of Change” model helps investors understand where a seller is in their decision-making journey.
Sales success hinges on asking better questions—not pitching faster offers.
Knowing how to identify and respond to seller hesitation can prevent cancellations and build trust.
Affirming sellers post-agreement reduces fallout and boosts referrals.

“You’re not closing the deal—they’re closing the door on a chapter of their life. Help them feel safe doing it.”

“Sales is change. If you don’t understand where a seller is emotionally, your offer won’t land.”

Transcript: Close More Deals by Understanding This One Seller Behavior

Click to expand full transcript

[00:00] Adam Whitney: Welcome back to the 7 Figure Flipping Podcast. This is The Bottom Line—where real stories meet real numbers. Today we’re diving into one psychological principle that’s helped investors close more seller deals—without lowering their offer.

[01:40] Sheri Fluellen: We're talking about the psychology of sales—and the big epiphany I had about why experienced salespeople sometimes struggle when shifting into direct-to-seller investing.

[05:42] Adam Whitney: This is key—sales is really about getting someone to embrace change. But people don’t make decisions logically—they make them emotionally, especially in distress situations like foreclosure.

[08:00] Sheri Fluellen: I introduced the Transtheoretical Model of Behavior Change. It’s a research-backed framework used in addiction and medicine—and it applies directly to how sellers make decisions. There are 5 stages: Pre-contemplation, Contemplation, Preparation, Action, and Maintenance.

[13:01] Adam Whitney: Real-life example—we offered a seller $50K to avoid foreclosure. He refused, holding out for $100K. He ended up with $0. That’s not logic—it’s fear, denial, and avoidance.

[21:00] Sheri Fluellen: Most investors lose deals by selling to someone still in “contemplation.” They're not sold on change yet—so they resist. You’ve got to slow down, ask better questions, and meet them where they are emotionally.

[27:00] Sheri Fluellen: One seller canceled our meeting last minute. My husband was frustrated. I called her, calmly asked, “What else might get in the way?” Turns out it was a mobile home setup delay. We gave her options—and re-established trust.

[33:00] Sheri Fluellen: In the action phase, the deal is in motion. But sellers still need reassurance. That’s where you affirm their courage, reinforce why they made the decision, and keep their vision in front of them.

[38:00] Sheri Fluellen: Post-sale, in the “maintenance” phase—send a card, a text, a thank you. Cement the experience as positive. It leads to referrals, reviews, and peace of mind for both sides.

[43:00] Adam Whitney: Here are a few go-to questions to help move sellers forward:

“What about our letter/postcard made you call?”
“What came up recently that made you consider selling now?”
“What happens if this doesn’t get resolved in 3 months?”
“If we helped solve this, what concerns would you still have?”

[50:00] Adam Whitney: Sales is service. We’re helping people solve real life problems, not just buying houses. Understanding these five stages is a game changer for closing more deals and helping more people.

Free Resources / Downloads

5F Framework

A business framework that creates consistency within your flipping business by giving you a tested roadmap to building real estate wealth.
5 Proven Steps to Build Active and Passive Income in Real Estate (FREE!)

Freedom Number Calculator

The 2-Minute Exercise That Shows You Exactly How to Build Toward Your Life of Freedom.This quick (and powerful) quiz will help you calculate exactly how many deals you need to support your ideal lifestyle and how close you already are. Most investors don’t fail from lack of effort, they fail from lack of direction. No guesswork. No fluff. Just a clear target—and a plan to make it real.

Adam Whitney’s Seller Call Script

Use the same script Adam uses while on the phone with sellers

Off-Market Deals on Demand

Get the UltimateOFF-MARKET DEALS Starter Pack...For FREE! Niche lists, seller strategies, a hyper-local market tracker, and a bonus!

Grow Your House Flipping / Wholesaling Business WITHOUT Guesswork or Trial-and-Error

Find out EXACTLY what you need to be working on TODAY to do more deals, make more money, and free up your time.

Explore More Episodes...

7FF 718: From Burnt Out to Landing A $40K Wholesale Deal

May 23, 2024

Amy Frost went from an artsy kid with a 1.7 GPA and burnt out graphic designer to a real estate investor. This is how she achieved a $40K profit on her FIRST wholesale deal.

Full Episode >

7FF 717: Why I’m Focused on Foreclosures (& How to Get a Foreclosure Deal)

May 21, 2024

Sellers have built up equity in their homes making it harder and harder to find distressed properties. So I brought on Adam Whitney to share how we’re getting the best bang for our buck with this niche strategy.

Full Episode >

7FF 716: Profit First for Real Estate Investors

May 15, 2024

A lot of investors look like they’re doing a ton of deals and making a lot of money. When in reality, they’re not actually profitable. So I brought on my friend David Richter, the author of Profit First for Real Estate Investors.

Full Episode >

7FF 715: Analyze a Real Estate Lead In 8 Simple Steps

May 7, 2024

Kaitlyn Phillips is back for another episode of Deal or No Deal! Today, she takes you to her actual email inbox to look at potential deals from wholesalers and pick one to analyze. It’s just 8 steps!

Full Episode >

7FF 714: How Kelli & Sugato Doubled Their Leads & Saved a House From Auction

May 2, 2024

Kelli & Sugato Bhattacharjee just completed their first deal in Maryland. We’re breaking down the house they saved from auction including what to look for in a title company (this can make or break a deal).

Full Episode >

7FF 713: Adam Whitney’s $80K Sarasota Wholesale Deal Breakdown

April 30, 2024

Adam Whitney recently locked down one of his favorite deals to date. It was an $80K wholesale fee. So here’s what happened.

Full Episode >

Ready to Build a Business That Finally Works?

Ready to find your tribe?

Don’t stay stuck in chaos or settle for another year of inconsistency. Join a serious community of operators who are building businesses that matter. This is your moment.

‍Click below and we’ll help you determine which program is the best fit for you.

APPLY HERE

7FF 809: Close More Deals by Understanding This One Seller Behavior

About This Episode

Free Resources / Downloads

5F Framework

Freedom Number Calculator

Adam Whitney’s Seller Call Script

Off-Market Deals on Demand

Grow Your House Flipping / Wholesaling Business WITHOUT Guesswork or Trial-and-Error

Explore More Episodes...

7FF 718: From Burnt Out to Landing A $40K Wholesale Deal

7FF 717: Why I’m Focused on Foreclosures (& How to Get a Foreclosure Deal)

7FF 716: Profit First for Real Estate Investors

7FF 715: Analyze a Real Estate Lead In 8 Simple Steps

7FF 714: How Kelli & Sugato Doubled Their Leads & Saved a House From Auction

7FF 713: Adam Whitney’s $80K Sarasota Wholesale Deal Breakdown

Ready to Build a Business That Finally Works?

Ready to find your tribe?

Dig Deeper

Quick Links

Join Us