“I dealt with a wholesaler before and it went badly”
What it usually means
Usually true, and usually because somebody tied the house up and disappeared. You are being measured against them.
What to say
I have heard that a lot and it is the part of this business I hate. What happened? If it was a contract they never closed on, I will tell you exactly what I do differently before you agree to anything.
What not to say
Do not defend the industry. Ask what happened and then be visibly different.
Keep reading
Browse the seller objection library or the free calling scripts. Related responses: