Acquisitions Manager Training Program

Welcome to the Team!

Platinum Investment Co. is thrilled to have you!

This document outlines your onboarding and training journey, equipping you with the skills and tools to excel in your role. Each module is designed to help you build expertise and confidence, ensuring you’re prepared to close deals and build long-term success.

Program Overview

Training Modules:

1. Intro to Real Estate Investing and Acquisition Strategies

2. CRM and Dialer Training

3. Seller Script and Negotiation Training

4. Market Evaluation and Comps Analysis

5. Contract and Offer Submission

6. Follow-Up and Relationship Management

7. Closing the Deal and Transitioning to Dispositions

8. Tracking Performance and Continuous Improvement

9. Mastering Objection Handling and Overcoming Challenges

Each module addresses critical aspects of your role to ensure your success as an Acquisitions Manager.

Modules

1. Intro to Real Estate Investing and Acquisition Strategies

What is Real Estate Investing?

Real estate investing involves purchasing, managing, and profiting from properties. At Platinum Investment Co., we focus on strategies like wholesaling, subject-to financing, seller financing, and cash deals. Your role is to connect sellers with solutions while securing deals that meet our company’s goals.

Key Acquisition Strategies:

• 🏠 Wholesale Deals: Acquire properties below market value and assign the contract to an investor for profit.

• 🔑 Subject-To Financing: Take over the seller’s existing mortgage without formally assuming it.

• 💰 Seller Financing: Negotiate terms where the seller acts as the lender.

• 💵 Cash Offers: Offer quick, no-hassle cash payments for properties.

Best Practices:

• 🔍 Understand the seller’s priorities.

• 📊 Use tools like Zillow, Redfin, and PropStream to evaluate properties.

• 🤝 Stay empathetic and solution-oriented.

2. CRM and Dialer Training

Using GoHighLevel CRM and Dialer

GoHighLevel combines lead management, communication tools, and automation. The integrated dialer lets you efficiently contact leads without switching platforms.

Steps to Set Up CRM:

1. 🔐 Login: Use credentials sent via email.

2. 🖼 Profile Setup: Update contact info and upload a profile picture.

3. 📂 Pipeline Organization: Familiarize yourself with stages like New Lead, Warm Lead, and Under Contract.

4. ⚙️ Automations: Use preloaded templates for follow-ups and communications.

Steps to Use the Dialer:

1. 📞 Connect Your Number: Add and verify your phone number.

2. ☎️ Call Leads: Click the phone icon in the CRM to start calls.

3. 📝 Log Outcomes: Record call results and schedule follow-ups.

3⃣ Seller Script and Negotiation Training

Using the Seller Script:

1. 👋 Introduction: Build rapport by asking open-ended questions.

2. 📋 Qualify the Seller: Gather info on motivation, property condition, and financial details.

3. 🛠 Present Solutions: Tailor offers (cash, subject-to, seller financing) to their needs.

4. ✅ Close the Call: Set expectations for follow-up or next steps.

Negotiation Tips:

• 🎧 Listen more than you talk.

• 🤫 Use silence strategically after presenting an offer.

• 🔄 Reframe objections as opportunities to provide solutions.

4⃣ Market Evaluation and Comps Analysis

Key Elements of Market Evaluation:

1. 🏡 ARV: Use Zillow, Redfin, or PropStream to determine After Repair Value (ARV).

2. 🔨 Repair Costs: Assess major and minor repairs using the company’s checklist.

3. 📉 Maximum Allowable Offer (MAO): Apply the 70% Rule: ARV×70ARV × 70% - Repairs = MAO

4. 🏘 Rental Analysis: Use tools like Rentometer to evaluate cash flow potential.

Best Practices:

• ✅ Cross-check data across platforms.

• 🛡 Stay conservative with estimates.

• 🗂 Document everything in the CRM.

5⃣ Contract and Offer Submission

Steps to Finalize Contracts:

1. 📄 Prepare the Contract: Use company templates and double-check details.

2. ✍️ Send for Signing: Walk the seller through the contract and use e-signature tools.

3. 📥 Submit to CRM: Upload signed contracts and notify the team leader.

4. 🏢 Notify the Title Company: Send contracts with clear instructions.

Best Practices:

• 🗣 Communicate clearly with sellers and team members.

• 📅 Track key dates and contingencies.

• 👔 Maintain professionalism throughout.

6⃣ Follow-Up and Relationship Management

Effective Follow-Up:

1. ⏰ Schedule Follow-Ups: Use GoHighLevel’s task feature.

2. 💌 Personalize Communication: Reference previous conversations.

3. 🔁 Be Persistent but Respectful: Follow up consistently without being pushy.

Relationships:

• 🤗 Show empathy and provide value beyond the transaction.

• 📞 Stay in touch and ask for referrals.

• 🏅 Always deliver on promises to build trust.

7⃣ Closing the Deal and Transitioning to Dispositions

Finalizing the Deal:

• ✅ Confirm all terms with the seller.

• 🖊 Ensure the contract is accurate and signed promptly.

Transitioning to Dispositions:

• 📤 Submit the signed contract and notes to the CRM.

• 📧 Notify the dispositions team via Discord or email.

• 📡 Stay available for questions or updates.

Best Practices:

• 📝 Provide detailed notes for a smooth handoff.

• 🤝 Maintain seller trust throughout the process.

8⃣ Tracking Performance and Continuous Improvement

Key Performance Metrics (KPIs):

• 📈 Call Metrics: Total calls, connection rate, and follow-ups.

• 📊 Lead Metrics: Qualified leads, submitted leads, and conversions.

• 💼 Deal Metrics: Contracts secured, closing rate, and average profit.

Strategies for Improvement:

• 🎙 Review recorded calls and seek feedback.

• 🏆 Analyze successful deals and replicate best practices.

• 🎯 Set SMART goals and track progress regularly.

9⃣ Mastering Objection Handling and Overcoming Challenges

Common Objections and Responses:

1. 🙅‍♂️ “I’m not ready to sell.”

   • Response: “What timeline are you considering? I’d love to follow up when it works for you.”

2. 💵 “Your offer is too low.”

   • Response: “Our offer accounts for repairs and market conditions. What price were you hoping for?”

Best Practices for Handling Challenges:

• 😌 Stay calm and empathetic.

• ❓ Use clarifying questions to uncover true concerns.

• 🌟 Highlight the benefits of working with Platinum Investment Co.

🔶 Building Long-Term Seller Relationships

Keys to Success:

1. 🏅 Deliver Outstanding Service: Ensure smooth transactions and provide a positive experience.

2. 📞 Stay in Touch: Follow up periodically, even after closing.

3. 💬 Ask for Referrals: Encourage sellers to recommend you to others.

Best Practices:

• 🗂 Keep detailed notes to personalize future interactions.

• 🎁 Show gratitude with thank-you notes or small gestures.

• 📈 Offer value through helpful resources and market updates.

Congratulations!

You’ve completed the Acquisitions Manager Training Program! Your journey is just beginning, and we’re excited to see the incredible results you’ll achieve. Remember, success comes from persistence, learning, and building strong relationships. Let’s close deals and make an impact!