Secrets of Real Estate Negotiations : The Wolf’s Negotiating Tip # 6
What is the best way to overcome a seller’s suspicion about what your intentions are in buying their house?
Be honest with them!!
You can say, “John and Jane, I want to be real straightforward with you and I hope you’ll do the same with me. The company I work with has to see some kind of way they can make a profit by buying this house in order for this to work. Is that going to be any kind of a problem for you? They typically have to be able to buy a property at around 65-70% of value to make the numbers work in a way that will make sense for them. Obviously they’d have to figure out someway to be able to make a profit doing this or we wouldn’t be able to stay in business very long, right? Also, it has to be a situation that works for you and achieves what you need out of the deal. Does that sound fair? Great!” This simple statement will set you up for success in your meeting with the seller. They already know you are there to make money, so you might as well acknowledge that and explain what kind of deal you must have to make it work for everybody. Enjoy!
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