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mrs adams wants to know how do you pitch a innovation agreement um do we have time for that i can probably knock it out in a couple seconds go for it less than a minute so here's the bottom line um if you know anything about negotiations steve will tell you that you had to lead with a price anchor when you lead with a price anchor behavioral science will tell you if someone was thinking 100 and you price anchor them at 30 you've modified their expectations about where they're going to end up so you need to lead all of your wholesale appointments with a price anchor if that person has made the decision that they've exhausted negotiations and your max allowable offer let's say is 70 and your clients is a hundred what you're gonna say to that person is hey steve um if it's okay with you i'd like to share a really cool program that we started not so long ago to help clients get more equity out of their home i'm not 100 sure that this property and your situation would qualify um you might...