Our 7-Touchpoint AI Framework

Speed creates confidence when dealing with motivated sellers. When sellers see how quickly you respond to their inquiry, they develop trust that you'll move just as fast to close the deal, making your entire transaction smoother.

• Our 7-touchpoint system starts with a 45-second response time using AI assistants Katie and Maggie for inbound/outbound calls, and web form management, as well as text and email follow ups.
• Qualification calls focus on diagnosing the seller's situation with empathy rather than interrogating them
• Send a credibility email immediately after qualification with who you are, what to expect, and proof of funds
• Request a micro-commitment before the appointment (like asking for photos) to build momentum
• At the property walkthrough, move quickly, speak deliberately, and use a project sheet to present options
• Make offers on-site whenever possible, with a soft close approach that creates clarity without pressure
• Implement a structured follow-up ladder (1 hour, 24 hours, 3 days, 7 days) for deals that don't close immediately

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Chapters

• 0:00 Speed Creates Seller Confidence
• 1:14 45-Second Response System
• 2:57 Friction-Free Qualifying Call
• 4:03 Building Credibility and Momentum
• 4:49 Walkthrough to On-Site Offer
• 6:43 The Follow-Up Ladder
• 8:30 Deal Control Through Consistency

Transcript

Ed Mathews: 0:00

Here's the most important thing Speed creates confidence. Sellers think if you're this fast now, you'll be fast to close. Ever sat in your car scrolling through Zillow and thought, man, if I just knew where to start I could flip one of these. Yeah, we've been there too. Most people who want to flip houses never even start, not because they're lazy, but because they don't have the blueprint. Well, that changes today. If you give us five minutes, we'll give you real-world flipping strategies that actually work. No fluff, no theories, no gatekeeping, just real how-to information for you to apply today. All right, got check time. When a seller finally raises their hand, do you have a repeatable process that moves them from maybe to yes? Or are you winging it and hoping for pennies from heaven? Most flippers lose deals in the dead space between first contact and the offer, not because they can't comp a house, but because their follow-up is well crap.

Jess Carter: 0:56

Today we're opening up our deal funnel Seven touch points, zero fluff. If you plug this in, you'll shorten timelines. Raise your close rate and stop leaving five figures on the table.

Ed Mathews: 1:05

By the end of this episode you'll have a crisp copy and paste cadence you can run this afternoon that gets sellers to yes without being pushy. Okay, let's get into it. Touchpoint one the 45-second response.

Jess Carter: 1:17

First contact wins For inbound calls to our office based on the letter or postcards we send. Our standard is a live AI answer. Our AI receptionist we call her Katie knows our process and how we operate. She can answer a ton of questions, handle objections and knows how to score the lead to determine if the seller is motivated or not. She also has access to our schedules. If the caller is motivated, when a seller fills out a web form on our site, our outbound AI acquisition rep we call her Maggie calls that person in about 45 seconds.

Jess Carter: 1:49

Maggie also knows our process and how we operate. She knows the answers to most of the questions she gets and she's smart enough to address new questions on the fly. Maggie knows how to handle objections and will score the lead to determine the seller's motivation level. She also has access to our calendars so she can set up meetings with property owners. If the person doesn't pick up, maggie sends a text. She then calls back three minutes later. If the person still doesn't pick up, maggie leaves a voicemail and that lead moves to our follow-up list. Both Katie and Maggie know to log everything from the answers to the full transcript and contact information in our customer relationship management system.

Ed Mathews: 2:30

Now, if you're the one doing the calling, you can do this manually as well. You can use an Excel spreadsheet, google Sheets or even your Notes app as your CRM in the short term. Eventually, when you have revenue, you'll put in a tool. But whatever you do, don't rely on your memory. Here's the most important thing. Speed creates confidence. Sellers think if you're this fast now, you'll be fast to close. That frames every touch. After this one Touch. Point two the friction-free qualifying call.

Jess Carter: 2:57

Within that first conversation, katie and Maggie both run a tight script. Each AI knows to verify the address, ownership, condition and motivation. They ask pain-based questions like what has you thinking about selling and, in a perfect world, what is your timeline? We want to understand their problem and begin the process of solving it as early in the relationship as possible. You're not interrogating, you're diagnosing. To do this manually, use a one-page intake checklist so you never have to skip the most important questions.

Ed Mathews: 3:29

And say the quiet part out loud If we agree on a price that works, are you ready to move forward? That tests seriousness without pressure. Touch point three the credibility email.

Jess Carter: 3:43

Right after the call we send a credibility pack. It's a short email with a calendar invite and a one-pager that details who we are, what to expect at the walkthrough, proof of funds, testimonials and a sample timeline. We keep it crisp and human, no marketing speak.

Ed Mathews: 4:00

This has been huge for us because it reduces ghosting. Sellers cancel when they feel exposed or confused. Give them a roadmap and they'll be there to meet you when you show up to the property. Okay, touchpoint four pre-appointment micro-ask.

Jess Carter: 4:15

The day before the visit, we send a micro-ask that gets a tiny. Yes, can you text us a few photos, one of the kitchen and one of each bathroom? It builds momentum and reveals hidden objections. If they won't send those pictures, odds are the appointment will slip. Resecure it right, then with a phone call.

Ed Mathews: 4:34

And log that response in your CRM. Again, don't rely on your memory. You need a system that captures this information and is your one source of truth. Touch point 5, the walkthrough with a project sheet.

Jess Carter: 4:49

At the property. We walk fast, we talk slow, we anchor to outcomes. They care about Clean timeline, no repairs, certainty. Then we walk through a simple project sheet explaining the trade-offs in black and white. Sell through a realtor for maximum dollars, Sell to us for a fair price and maximum speed. It's not a lecture, it's a. Here are your paths. Which one matches your situation better?

Ed Mathews: 5:15

New investors. Blow this by pressuring the seller. Don't do it. Present the options, then shut up. Silence is actually your best tool here. You can't talk someone into selling, nor should you ever try. And don't forget to be a human being. You want to be a problem solver, not a shark. Touchpoint six, the on-the-spot offer and a soft close.

Jess Carter: 5:37

After you've done your walkthrough, begin with a soft close. If we can hit your number and close on your timeline, are you comfortable signing today? If they're close but not ready, schedule a 24-hour check-in and ask what would make it a yes. You should always make the offer while you're still on site whenever possible. Worst case, you should deliver it same day. Either way, make sure you schedule a follow-up call for later that day to review and answer questions.

Ed Mathews: 6:06

Our process is to offer best and final immediately. We want to get to the best possible number because, again, speed matters. If they push for more, we negotiate terms instead. For example, we need to hold on price, but if you give us this week to begin planning our renovations, that'll help us reduce our holding costs and allow us to be a little more flexible. Don't be afraid to get creative. This is a give-get situation, a simple exchange of value. If you're going to give up value, then you need to receive value in return. Okay, home stretch. Touchpoint 7, the follow-up ladder.

Jess Carter: 6:43

Most no's are simply not yes. The follow-up ladder Most no's are simply not yet's. Our follow-up ladder is straightforward T plus one hour is a text with the offer summary and an easy call to action. T plus 24 hours is a call from Ed. T plus three days is a call from Maggie and a text from Ed, and T plus seven days is another call from Maggie. Then we transition them to a monthly email nurture for a year.

Jess Carter: 7:04

The copy on all our letters and postcards stays empathetic and discreet. We don't continue asking are you ready to sell yet? Instead, we're always looking to add value. So we send them information pertinent to their situation. For example, if they were in a pre-foreclosure process, we send them information in a letter about government programs that may be able to help them. We also send them updates on other deals we're doing in the area. The focus is on how quickly we're able to close, not on the money. We automate these emails and letters and personalize the content. Texting and calls are handled by Maggie and plug right into our CRM, so we don't drop any balls.

Ed Mathews: 7:43

All right, before we wrap up, let's do a quick case study. The one I have in mind was a probate lead, and they were behind on their taxes. The heirs wanted retail, but needed speed and certainty. They came back to us on day 18. We closed eight days later. That deal would have died with one call, a hope and a prayer.

Jess Carter: 8:01

There you have it. Seven touch points. Answer fast, qualify with empathy, build credibility, get a micro yes, walk the property, be organized, make an on-site offer and round the follow-up plays. Do this the same way every time.

Ed Mathews: 8:20

At the end of the day, this is a numbers game. Consistency turns deal flow into deal control. Build the system once and then let the cadence carry you forward. Well, that's it for today's episode.

Jess Carter: 8:32

This is Demo to Dollars, your no BS flipping playbook, one tip at a time. Check the show notes for a sample Google Sheets based CRM you can use in your own business.