DISC Profile Breakdown to Crush Seller Lead Appointments

Meet Rafael Cortez

Serial Entrepreneur, real estate investor, and organizational psychologist Rafael Cortez joins the show to break down DISC Profile personality types when working with sellers.

Rafael Cortez, is a second generation entrepreneur from Yuma, AZ. After becoming one of the youngest firefighters in Yuma County, he launched his first company at the age of 23 and maintained constant growth until he successfully sold the company in 2014. Rafael is currently an Organizational Psychologist and real estate coach and investor, holding ownership in multiple companies in various verticals. Working with Wholesaling Inc, Rafael uses his investment knowledge, entrepreneurial spirit, and training as an organizational psychologist to help others become successful real estate investors.

Episode Outline

0:30 Intro on Rafael

Rafaels current businesses

Owns a brokerage in Phoenix
Does marketing across the US for his wholesale and fix and flip business
Organizational/Business Psychologist
Education program Wholesaling blueprint

Rafael lives in the Phoenix area with his wife and kids. Rafael’s oldest son has just started studying wholesaling as a teenager and making cold calls and runs his own wholesaling operation as a 14 year old!

Rafael focuses a lot on mindset. His son is an introvert…but exposing himself to cold calling, building a business, and going through the rejections, has really given him a lot more confidence in his day to day life. You can get re-wired going through this process.

7:15 Background on Rafael

He became a fireman at age 19, built an ambulant company and sold it 7 years later in 2014. During this time he was looking at other business options so he started Fixing and Flipping properties.

Rafael started noticing assignment fees on the deals he was buying from other wholesalers, he sat down with a wholesaler to understand what they were doing. He then came across Todd Toback and found Sean Terry through his podcast.

He decided he wanted to go all in on real estate, and responded to an email of Sean’s that he was looking for an acquisitions manager. He worked three years as an acquisitions manager for Sean Terry while he was still working on his psychology degree.

12:30 Working with Sean Terry

Seller Appointments 5-6 times a day Monday-Friday and sometimes Saturday getting a ton of experience in.

14:00 Finding a way to cut the learning curve as you’re learning and scaling your wholesaling business

Either working for someone that has a running business that is willing to coach you that is also in their best interest and hold you accountable for long enough that you start building habits.

Building habits is the most important thing. Building the habit of consistently reaching out to people and following up.

20:15 Overview of the DISC Profile personality tests and how it relates to seller personalities

It is fairly simple to categorize

DISC

Rafael is a D-I

Driver: Tonality is direct, usually concerned with going right to the bottom line and building rapport. Typically very dynamic when they speak. You can mirror the way they are saying things. That is the fastest way to build rapport, communicating with them the way that they communicate.

Common mistake: Thinking you’re building rapport when you’re just talking with them for a long time

Good rapport being built: When someone starts matching your body language! That is an indication of real rapport when they start mirroring you.

Influencers: Move their hands a lot. Really good about maintaining relationships. These kind of people need to build rapport, and you can relate to them through experiences. One thing to watch out for is them ghosting you potentially after you thought you had built rapport. They typically will do anything to avoid rejection. Find out what the real problem is, paint them a nice future experience.

Supportive: Usually have to take things a lot slower, need the emotional comfort to come to the decision they are making. You may have to reassure them something good is going to happen to the property after they sell it to you. Most times you can slow your pace down and soften your tone to get on their level of communication. They need their time to process through these decisions.

Calculating: Data, comps, a lot of information readily available. This is the most analytical personality type. They need a logical track record of why there are making a good decision. Present your case in a way they understand why they should be doing business with you

High I: Find out what the real problem is, paint them a nice future experience. This seller Rafael worked with was a High I secondary S…. so this guy had a vision of getting an RV and travel…. Rafael had to help him see the possibility of the experiences he’ll have if he sells the property.

High S: Have to talk about whats going to happen with the property because there will most likely be an emotional attachment to the property. A lot of high S don’t want to have uncomfortable conversations with tenants.

High C: Usually will ask for time to make up their minds. This is the only type that they will leave a physical contract so that they can analyze everything.

38:30 Pre- qualifying leads: Whether to set an appointment or not

70% of communication happens through body language , the rest of it is tonality.

All leads that come in go to a lead manager…. only qualified people go to acquisitions.

Here’s what the Lead Manager is looking for while they are qualifying but before passing to an acquisitions manager:

Timeline
Condition
Motivation
Price

45:00 Self Perception

Recommended book Psycho Cybernetics (https://amzn.to/31my17b) and increasing the level of belief

47:30 Working with Rafael

He works with those who are doing 5 deals or less per month and explains The Wholesaling Business Blueprint.