Late June, I was live prospecting for sale by owners. One of them replied pretty quickly... ...one photo on his listing, barely any info. I used the script I always use: "Are you still accepting offers?" Yes. "If I brought you an acceptable offer, would you pay a finder's fee?" Yes. "Do you have a couple minutes to chat so I can verify some details?" From that short conversation, plus what I could find online, I had a hunch... I had a Pocket Buyer named Russ whose buy box lined up. Sent it over. Russ said he was interested. 48 hours of negotiating later: under contract. It settled a couple weeks after that. I never saw the property in person. I wasn't even at settlement (I was out of town with my daughters for softball). Direct deposit landed in my account. Buyer was happy. Seller was thrilled. That's the literal definition of brokering: facilitating a transaction between two willing parties for a fee. No open house. No staging. No six showings a week. Just matching a real need to a real buyer, fast. It doesn't always move that cleanly, many deals take longer and need more follow-up than that one did. But it's one of the the clearest examples I've got of what's possible when you lead with an offer... (AKA the Reverse Offer Strategy) ...instead of a listing pitch. -Josh PS. Here are a bunch more examples of the Reverse Offer Strategy IRL: PPS. Whenever you're ready here are 3 ways we can help you sell more real estate:
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Sunday, August 16, 2026
The FSBO deal I closed with just my laptop & cellphone
Saturday, August 15, 2026
The voicemail I almost didn't leave (that turned into a new client)
I called a portfolio buyer's primary number last week and got hit with an automated business tree. Press 1 for this department, press 2 for that one. My first instinct was "waste of time, next." Instead I stayed on the line and got curious about where it would lead... ...the frame I've been leaning on lately is something I picked up from Alex Hormozi: childlike curiosity. Kids don't give up after the first "why." They keep asking. So I kept listening. Eventually: "Press 6 for Steve Sto......." That was the guy on the card. I left a voicemail using a simple structure Shawn wrote on our whiteboard a while back... ...the 3 R's: Role, Reason, Reply.
That last part matters more than people think. I always ask for a reply either way — yes or no. It's not about being pushy. It's about closing the loop and giving them a reason to actually respond. 4:30 that afternoon, Steve called back. We had a great conversation. I showed him a property over the weekend. I don't know yet if it's a fit. Doesn't matter. Now I've got another pocket buyer in the deck. -Josh PS. Want to see/hear the actual voicemail and LIVE breakdown? Check it out here: PPS. Whenever you're ready here are 3 ways we can help you sell more real estate:
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Friday, August 14, 2026
??? = a new Pocket Buyer (with 34 units) AND a property to sell
Last Wednesday I sent an email to a portfolio buyer. No reply. Saturday morning, in between appointments, I got a Gmail reminder that he hadn't opened it. So I hit reply and typed exactly three characters: ??? That's it. No pitch. No follow-up script. Just curiosity. Two hours later he wrote back: "I've got 34 units. Always looking for multifamily in Midtown Harrisburg, Mechanicsburg, and Carlisle." Monday morning I replied with the magic seller question: "Do you have anything in your current portfolio you'd consider an offer on?" And now I've got a guy with a property to sell in September who wants to 1031 exchange into something new, plus interest in an off-market 3-unit I mentioned. All of that from three question marks. Here's the lesson I keep relearning: most "dead leads" aren't actually dead... We do the work, we send the message, and then the second someone doesn't respond right away, we assume it's dead and move on. Digging a little deeper (hitting reply instead of letting it sit) is usually the whole difference between a closed loop (with BIG opportunity) and a "cold lead". Get to work ;-) -Josh PS. Here's a video breakdown of the story above with the actual emails etc: PPS. Whenever you're ready here are 3 ways we can help you sell more real estate:
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Thursday, August 13, 2026
Claude AI for REALTORS (going live)
We go live in 15 minutes. Claude AI for REALTORS... Hoss shares his screen and does the work in real time. >>> Click here to join now <<< If you're driving, pull over and join from your phone. You'll want to see this one. -Chris Jones
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