“I owe more than it is worth”
What it usually means
The most under-served seller on any list, and the one most wholesalers hang up on. There are real structures for this.
What to say
That happens more than you would think, and it does not always stop a sale. Do you know roughly what the payoff is? There are a couple of ways to structure it if the numbers are close.
What not to say
Do not promise a solution before you have the payoff figure. Do not hang up either: this is a novation conversation, not a dead lead.
Keep reading
Browse the seller objection library or the free calling scripts. Related responses: