00:30 – How to fish for info
00:45 – The second smartest man
01:00 – Let the other guy bring the bigger stick

Hi everybody, my name is Rick Otton from rickotton.co.uk. I was chatting with my Go Direct Mentoring students the other day, and they were asking me, “How do we get more information from buyers and sellers about what they want to do, without having to ask them a lot of questions that may appear like an interrogation? How do we do that?” That’s what this video is about today.

How do we get more information from buyers and sellers, which enables us to buy and sell properties quicker and easier, without asking them a lot of questions that may appear like an interrogation? It’s called “the second smartest man”. The second smartest man in the room will always be educated by the man who believes he’s the smartest man. Always take the position of the second smartest man, and seek information from someone else who believes they’re the smartest man.

Most people go into a negotiation and try to up the ante and appear like they’re smarter than the other person. The other person becomes anxious and shuts down. You’re better off being perceived as the second smartest man. More people will give you more information about more properties because you’re less threatening. As a result, you’ll do more transactions.

I hope you found this useful. My name is Rick Otton from rickotton.co.uk, and please feel free to share this video with your friends, and click here.