Ever feel like you're leaving money on the table with motivated seller leads? Yeah, us too. That's why we sat down with Rich Wonders, the Novation King himself, to pick his brain on a strategy that can seriously boost your profits. Rich drops some serious value bombs - from his unlikely journey from homeless vacuum salesman to multi-millionaire real estate investor, to his distinctive approach for closing more novation deals through transparency and top-notch service.

You'll learn why novations could be an absolute goldmine for your PPC leads, how to adapt your sales process for higher-end sellers, and the one crucial mindset shift for getting buyers to gladly hand over equity. Plus, Rich doesn't hold back on the juicy tactics like "scorching the earth" to smoke out unmotivated sellers and set realistic expectations from the jump. Less frustration, more closings.

Whether you're already novating deals or just getting started, this real, raw conversation is packed with practical wisdom for taking your business to a whole new level. Let's get into it!

0:00 - Introduction
1:16 - Rich's background
6:05 - Transitioning from vacuum sales to real estate
9:42 - Advice on inbound vs. outbound leads
15:43 - The novation opportunity
21:27 - Novation sales process
25:42 - Transparency with sellers on profit
29:31 - Delivering a 5-star service experience
32:46 - When to discuss pricing

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