Find the Pain: Pace Morby's Seller Call Playbook
We went through 38 of Pace Morby's live homeowner calls and pulled out the 10 moves he makes on every one. Each play is in his own words, with a link to the exact moment in the call.
“I don’t waste my time on leads that don’t have motivation. Massive pain, right?”
The whole call, from before you dial to the close.
Why Pace calls to diagnose, not to chase, and why being ready to hear no is what makes sellers trust him.
The one question that hands the seller the story.
Pace's rule for every call: no real reason to sell, no deal.
Give them their price and negotiate the terms instead.
Say the scary part before the seller does.
Treat every objection as information, not resistance.
Lead with the timeline, and take the shame out of the call.
What to say when another buyer already let them down.
Lay out a few options, then go quiet.
The benchmarks he ran his acquisitions team on.
Plus a searchable library of all 38 calls, sorted by situation: foreclosure, seller finance, subject-to, objections, in person and more.
“You’ve been trying to solve this problem. I am the only person that’s brought this solution to you.”
Who it's for
Questions
What's in the Find the Pain playbook?
10 plays that follow a seller call from start to finish: before you dial, the opener, finding the pain, moving from cash to terms, explaining subject-to, handling objections, foreclosure calls, burned sellers, laying out options and Pace's numbers. It also has a searchable library of all 38 calls, sorted by situation.
Where do the quotes come from?
Every quote comes from Pace Morby's live homeowner calls posted on YouTube. Each one links to the exact moment in the call, so you can hear how he says it.
Who is it for?
Real estate investors, wholesalers and acquisition reps who talk to sellers, especially anyone pitching subject-to or seller finance.
Is it free?
Yes. Enter your name, email and phone, and we'll email you the link right away.
Do I need to know creative finance to use it?
No. The plays on opening the call, finding the pain and handling objections work on any seller call. The chapters on cash to terms and subject-to show how Pace brings up creative finance and answers a seller's fears about it.