Alrighty, just put together a brand new video for ya on finding hidden profit centers in your deals.

I walk you through a real world situation from last week with one of my Platinum coaching students, Jason Tooley.

Through the negotiation process with a seller of a 48 unit deal, I told Jason to ask two questions (that you’re about to learn) that uncovered piles of additional profits.

Check out the video below…

Amazing what a couple simple questions can uncover, ehhh?

Join the conversation here and toss your questions, thoughts, whatever is on your mind in the comment area.

And before you go, show some love and “Like” this post. Thanks :-)

-  Patrick

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1. Why Are You A Real Estate Investor? Before I dive in here, if you’re wondering where in...

In today’s post, Julie Broad of RevNYou – Champion of MustKnowInvesting.com’s “Battle of the REI Blogs 2009″ – reveals the 10 Commandments of Negotiating Great Real Estate Deals …

Most people say they’d rather be rich than right, but they act like they’d rather be right than rich.

I think many people take this same mentality when they negotiate a real estate deal. They draw a line in the sand and require the other party to step over that line in order to do the deal. They pretend to seek the ‘win – win’ scenario but are only really thinking about winning.

It can happen so easily … you can analyze the property so easily when it’s from a distance. You can see clearly what price makes sense for you, and what makes a great deal.

Then, the second you decide to put in an offer your competitive instincts tend to kick in.

You want to beat the seller into giving you the lowest price possible. At least you feel that way until you find out there’s a competing bid, and then suddenly you find yourself offering way more than you planned to offer just because you have to win the deal.

Well I am not going to pretend to be able to negotiate everything expertly – but years of working in sales (from packaged goods to real estate information), training sales staff, and negotiating real estate deals has taught me a lot about what works, and what doesn’t.

Keeping it simple … here’s my …

10 Commandments of Negotiating Real Estate Deals

1) Do better than your alternatives

Keith Cunningham, author of “Keys to the Vault” says that the only reason you are in a negotiation is to do better than your alternatives – so, make that your focus instead of ‘winning’.

I see this happen all the time on the Canadian television show ‘Dragon’s Den’ (the American equivalent is Shark Tank). Just last week a fellow selling a rice alternative initially turned down an offer for 50% of his business in exchange for expertise and cash that he badly needed. His other alternative was to move on from his product. He almost said no because he felt 50% was too high. But really, right now, he has 100% of a $100,000 loss and this deal would give him the chance to have 50% of a $5,000,000 a year business … he’d lost site of the fact that he was there to do better than his alternatives not look like the king of negotiations on Canadian national television.

2) Be a problem solver.

Why is the person selling? Ask lots of questions to try and understand the motivation of the seller. Then figure out how you can offer the best solution to their problem. Maybe the seller needs a fast close more than they need their full purchase price. You won’t know what kind of deal you can create unless you focus on solving the problem of the seller.

3) To steal the line from the BC Lottery Corporation: Know your limit, play within it.

In other words, BEFORE you set foot into a negotiation, determine what is a good deal for you. And this will be a range, not a specific number. If you get any number within your range take the deal. Resist the urge to squeeze for that last $2,000.

4) Remember, it’s not just about price when negotiating a great real estate deal.

I encourage you to have a limit to what you’ll pay, but I also encourage you to find other ways to make the deal work for you and for the seller.

For example, you’ll often find that you can get the deal done with less hassle and fewer expenses if the seller will finance the property. In that case, it may be worth it to pay more than you were originally willing to pay. Alternatively, the seller  might throw in furniture, vehicles, art work or even some services they might offer (dentistry, massage therapy, auto mechanics … etc) just to get a higher price on the property.

5) Be flexible without being emotional.

Similar to the above, there may be ways to make the deal even better. The purchase price range is a good thing to have, but you may choose to bend it if you find other ways to make the deal work for everyone. The trick is to be able to analyze the deal without getting emotional. If at any time you start to feel yourself getting too emotional take a step back. Review the numbers and the facts of the deal. What makes this a good deal for you?

6) Options = power.

When you start to feel like you’re getting backed into a corner, think about your options. Even better, before you even begin think about your the best option you have if you don’t do this deal.

Jim Collins, author of Good to Great, calls it a BATNA – a best alternative to a negotiated agreement. When you think about what your options are you realize that there WILL be other deals and no matter how much you like this property it’s never worthwhile to overpay for a property just to get it.

7) Options = power for the seller too!

Rather than be a hard nosed negotiator pushing the seller to agree to your deal, try giving the seller choices. You have a better chance of understanding their problem and getting the deal you want if you make the seller feel like they have some power and control over the deal.

For example, to avoid having the seller say “no” to my offer, I would say something like this: “The best I can do is $200,000 if I have to go to a bank for financing. They’re going to require me to prove the rental income, pay for an appraisal, and do a ton of paperwork to qualify for that loan. So if you’ll accept my $200,000 offer, I will close on the date you want. But if you are willing to provide at least 70 percent of the financing, I can offer you $210,000. And I would still be willing to close on the date you want.”

By giving my seller these two options, I make him feel like he is in control of the outcome of our negotiation… even though either one would be a great deal for me.

8) A confused mind says no.

I don’t know who originally said this, but it’s always true. When have you ever been confused and agreed to do something? It just doesn’t happen.

Explain your offer so simply that your 8 year old niece would understand it. And, if you’re relying on your realtor to tell the seller’s realtor and then the seller’s realtor to explain it to the seller consider writing a letter to be presented with the offer. In that letter explain what you’re offering and why. Keep it simple and specific.

9) Explain WHY.

In Robert Cialdini’s book Influence, he explains the details of an interesting study he did on the power of WHY. He determined that even a poor reason why is far more influential than no reason at all. He studied this in a line up of people waiting to make copies. When someone asked to go to the front of the line most people turned them down but when they asked and included “because I am in a hurry” or “because I have to make several copies quickly” – which is really no reason at all, most people let that person ahead of them in line!

So when you’re making an offer be sure to provide a reason for the offer. Explain the rationale behind why you’re offering less than market value and why you need a certain time frame. You don’t have to show all your cards but you should give the seller every opportunity to accept your deal.

10) Negotiating is not a game nor is it a sport.

A negotiation is not something to be won. In fact, I would argue that it’s more of a science or an art. It’s something that is very individual but it’s also something with principles that are fundamental to every negotiation. And it’s something that cannot be judged by win or lose but it can be judged by the results. Do not let your negotiating become a game or a sport and you’ll find that you are less likely to try to be right, which means you are much more likely to be rich!

In every real estate deal you’ll find you have a desired outcome. If you keep these commandments in mind you’ll always remember that you have choices and you only do deals that make sense for you and your goals.

Negotiating is not about win – win. It’s a means to an end. A negotiation is simply an opportunity to do better than your alternatives. If you have really good alternatives then you’ll make a great deal because you have options, and options give you power!

________________________________

Learn how you can retire with real estate – get Julie’s Real Estate Investing Starter Tips Guide when you sign up for her free real estate investing newsletter at http://www.revnyou.com.

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Welcome … to Part 2 of the “How to Become a CIA” creative real estate investing series … Negotiate Your Way to Wealth …

(if you’re new to the series, you may want to start with the introduction)

This week, master negotiator, Dusty Keefe, is gonna teach you how to negotiate your way to wealth.

Ever since getting started investing years ago … back in 2002 … Dusty has been a full time negotiator for our buy, sell, hold business. He had some sales experience prior, had studied books on negotiating and sales strategies, and naturally filled that position for our company.

Today, having negotiated with hundreds of buyers, sellers, tenants, contractors, and other investors … Dusty has become quite the master at his craft.

And, if you’ve ever met Dusty in person, you know this … the man never stops negotiating.

Dusty and I were going through a drive thru recently and before we got up to the window, he told me to get a free french fry. He didn’t say “Order another fry”, he said “Get a free fry”. I started to feel a little uncomfortable because I didn’t feel like asking … but, realized quickly that I was exhibiting weak behavior.  Sooooo, when we got up to the window, I asked for a free fry in a certain way that I thought would be compelling for the employee to give it to me …

… and you know what … I got a free fry.

This is a very simple example, but it shows how Dusty thinks … how the mind of a master negotiator functions.

I talked Dusty into sharing some killer negotiating techniques and strategies with us in the “How to Become a CIA” series … hope you enjoy!

Negotiate Your Way to Wealth with Dusty Keefe

Here’s what Dusty’s gonna cover …

>> What’s the Big Deal About Negotiating

>> Why Most Beginners Struggle with Negotiating (hint … it’s not your fault)

>> The “Must Know” Moving Parts of Every Negotiation

>> 3 Step Easy Process to Negotiating Great Deals

>> And Much More …

Check out the video below …

And is if that wasn’t enough smoking hot content … after we shot that video for ya, Dusty decided that he wasn’t done. (instead of putting the script mentioned in the video below, he did a video with it) …

The bonus video from Dusty is all about combating seller suspicion and anxiety.

You see, some sellers will come into their meeting with you being extremely skeptical. They think that you, the “big bad investor”, are going to rip them off or something.

Dusty unveils the exact script of what to say to handle this HUGE problem before it handles you. (you can find the script in our book as well, The Advantage of Real Estate) …

He shows you how to use the higher authority angle while maintaining the reluctant role AND how to position yourself on the seller’s “team” … VERY powerful!

Check out the video now …

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Are you one of those non believers that think that you have to have a bunch of cash or credit to get into real estate investing?

Well, if that’s the case, here’s a real world real estate investing case study of one of Wil Christenson’s latest and greatest deals. He specializes in creative deal structuring . . . buying property subject to and creating seller financing to pay sellers for their equity. Wil structured this deal so that the seller took back 100% of the financing so all he had to pay was his closing costs (some attorney fees, title search, deed stamps, etc) which amounted to a whopping $1,800 bucks! That’s it!

And the property was in good shape! Can’t get much better than that . . . all it needs is a little cosmetic work. I decided to shoot a video to highlight exactly how the deal went down.

Here’s a few things you’ll learn in the video:

= > How in the heck he found the deal

= > 2 BIG hints when the lead came in that screamed “This Could Be A Great Deal!”

= > Key questions Wil asked to unlock the seller financing potential

= > How he used “The Truth About Taxes” to compel her to finance the deal (and how you can too)

= > The magic question that explodes your wealth when you know how to hold your mouth right

= > How every payment is in essence going in his back pocket

= > and MUCH MORE!

Watch the video now!

Want us to publish an article about one of your creative real estate deals? Shoot us the details through our Contact Us Page. Write “Deal Case Study” in the subject line and we’ll get back to you soon . . .

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Ever wasted a bunch of time meeting with an unmotivated seller? Or a seller who wants full appraised value for their property? Or a seller who tries to beat you up on price?

Don’t be discouraged . . . it’s happened to all of us. Below are 6 expectations that you want to define with every seller to avoid those situations and save yourself TONS of time and heartache.

1) You’re a Business and Must be Able to Make a Profit

I usually throw this in pretty early in the conversation with a seller especially if they are asking anywhere close to retail. I say something like, “Well, Mrs. Seller, we are a company so we would have to be able to make a profit on your property for us to buy it. If we didn’t, we wouldn’t be in business too long, would we? But, as long as you are ok with us making a profit, we would be happy to look into it for you to see if your house would qualify. Does that work for you?”

2) You’re in the Reluctant Role

In the above script, by saying, “if your house would qualify,” you are establishing your reluctant role. I like to start off the conversation with a seller by saying, “Before I ask you specifics about your property, I would like to say that I’m not sure if we are going to be interested in your property or not. Everyone’s house doesn’t qualify for our program. I’d like to spend a few minutes on the phone with you to ask some questions though to find out. Does that work for you?”

3) You Are a Professional Company

Say, “You know, there are a lot of fly by night investors out there that just do this as a hobby. I just want you to know . . . that’s not us. We are an established company whose . . .

4) You Can Close Quickly with Cash

. . . main service is speed to take care of a problem property and the ease of working with a professional homebuyer. We make cash offers and can close next week if you would like.”

You may be saying to yourself, “But Patrick, I can’t say that. I don’t have cash to close a deal quickly.”

Maybe you don’t, but good deals get financed if you ask until. If you get a smokin’ hot deal under contract, you’ll be able to either get the cash to close it or find a wholesale buyer with just a little bit of networking. It’s not hard!

5) You’re NOT the Decision Maker

I wrote a post on this angle recently that explains this explicitly. Check out the article, Whose Side Are You On Anyway . . . Real Estate Negotiating Tactic.

I got a great question from a reader over the weekend, who asked . . .

“When you tell the seller that you’re just a representitive of the company and not the actual ‘decision maker’, what would be your response if the seller says “So, you’re not the owner?” or “You don’t own the company?” or something along those lines.  I don’t know if I’d be comfortable saying “I’m not the owner” when I really am.  Unless there is a way to phrase it so that I don’t feel like I’m lying.  How would you phrase your response to that kind of question?”

What a great question . . .

If you get in this situation, say, “Actually, I work for the owner(s).” And just leave it at that.  This is a true statement. You do work for the owner . . . you just happen to be the owner as well.

6) If An Acceptable Offer is Made, a Contract Will Be Signed

I like to say this near the beginning of every appointment . . . “Let’s just say that after we sit down and talk through everything with the house, we come to an agreement. Not saying we are anywhere close to that right now, but if we did get there, what would you see us doing next?”

Based on their response, you guide them to next logical step being to put the agreement in writing and confirm that it will happen today.

If the seller says something like, “I’m not going to sign anything until I get at least one more offer.” Don’t make them an offer. Tell them to meet with whoever else their going to meet with and then you can get back together with them.

What you don’t want to do is spend time meeting with a seller and make an offer if they have no plans that day on actually signing a contract.

Here’s a little extra tip . . . don’t ever use the word contract when talking to the seller. Always say “agreement.” The word “contract” has a negative connotation.

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Don’t you hate it when a seller gives you the dreaded, “Just make me an offer.” Well, I sure do. I got tired of it pretty quickly after I realized how much time and energy was wasted with these people.

A question that we require a seller to answer is . . .

“What are you asking for the property?”

As real estate investors, we only want to work with motivated sellers. People who NEED to sell not just want to sell. Whether they are behind on payments, facing foreclosure, job loss, divorce, etc. When you get a response like, “Just make me an offer,” this should be a red flag that the seller may not be motivated enough to work with you. Before you spend any more of your precious time with the seller, you need to get to the bottom of this.

What to Say to Get an Asking Price Out of Them

Say, “I understand . . . well, without an asking price, I can’t even submit your information through our system so that we can see if we would even be interested or not soooooooo . . .” (and then shut up)

The most important thing to do here is SHUT UP after you make the statement above. Nine times out of ten the seller will chime in with an asking price.

And here’s a little negotiating tip for you: Being comfortable with uncomfortable silences pays very handsome when negotiating . . . so go ahead and get some practice now.

If the seller says some ridiculous price, say, “Ok . . . well, knowing what I know about the area, doesn’t look like we are going to be a good fit to work together on this one but good luck selling it.” (this is where you shut up again) This will quickly slap them back into reality and if not, you shouldn’t be talking to them anyway. Move on to the next lead.

If the seller is asking around what the property would appraise for, say, “Alright, for our company to be able to buy your property, they would have to be able to make a profit on it. And with what you’re asking, doesn’t seem like there would be enough room. Would you rather just leave the property up for sale or list it with a realtor and wait 6 to 12 months to maybe sell it?”

If the seller is asking much less than you think it’s worth, get your butt in to high gear! You may have a deal on your hands . . .

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Have I got a story for you . . .

I was having lunch yesterday with a couple local investors (good friends of mine at Charleston Home Buyers) and have an incredible deal to tell you about that they just closed on. And the first thing that was said to me was, “Thanks!”

They said one of the ideas that he recently got from the blog was a huge contributing factor to how he negotiated the deal. Here’s the idea that made the difference for him . . .

“Don’t Think for Other People!”

Check out the article, “The Most Costly Mistake You’ll Ever Make as a Creative Real Estate Investor,” if you haven’t already.

By using this idea, he not only got price and terms . . . but also TVs! He used one of the 7 ways to turn a good deal into a great deal by getting “the stuff” . . . two flat screen TVs! But I will say this, the deal was already great with the the price and terms he negotiated. The flat screens were just the icing on the cake.

How They Negotiated Price, Terms, and TVs

When the lead came in, the biggest thing that caught their eye was the fact that the property was free and clear. There are so many options as a creative real estate investor when you come across properties that either have a ton of equity or are free and clear. This is where your creative deal structuring skills come in handy.

The seller was asking around $200K initially, which was a turn off being that the property’s ARV (after repaired value) was only around $180K, but it was free and clear so they had to at least look into it. It also needed around $10K to $15K in repairs to be in excellent condition.

After taking the seller through the cost to sell worksheet and asking good questions like:

= > If we were able to pay you a little more for your property by paying you over time, would that work for you?

= > What do you plan on using the proceeds of the sale for?

= > How much cash do you NEED (or have to have) at closing?

= > What kind of monthly payment would you NEED based on your financial situation?

The property was contracted for $100,000. So they bought it for around 60% of value . . . great deal so far! But the real value in how the deal was structured was in the terms that were negotiated.

Once you come to a price that will work for a seller, it’s time to go to work on the terms. In this case, this refers to how the $100K would be paid to the seller.

After going back and forth, they agreed on giving the seller $25K at closing and then $1,250/mo until the $75K balance is paid in full. That’s what I’m talking about!

You may not have realized it, but that’s a 0% loan. In other words, every payment made to the seller goes 100% towards the principal balance! That means they’ll have the house paid off in under 6 years and from there . . . nothing but cash flow! Every rent check that comes in goes in their pocket.

And you know why the seller threw in the TVs with the deal (not to mention the washer and dryer as well). One simple reason. Because they asked for it.

They could have thought to themselves when making the offer, “Oh, the seller would never accept that low of an offer” or “There’s no way I could get those terms” or “The seller will definitely be taking those nice flat screen TVs.” But, they didn’t think for the seller and scored an awesome deal.

That’s how you build massive wealth in this business!

Gotta love it . . . price, terms and TVs!

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Your ability to negotiate well with sellers will determine the ultimate profitability of every deal that you do. The better negotiator you are, the better (and more) deals you’re going to get.

In my real estate investing business, my partner, Dusty Keefe, meets with all of our seller leads. And let me tell you, Dusty is a master negotiator!

Today, I’m going to tell you about one of the negotiating tactics that he uses with great success. It allows him to maintain control of every meeting, takes all the pressure off his shoulders, and puts him on the same side of the table as the sellers. . . which is where you want to be.

The Higher Authority Negotiating Angle With a Twist

That’s right! You’ve probably heard of the higher authority angle before, but Dusty has his own unique twist that he puts on it when meeting with sellers.

First, let me explain what the higher authority angle is in negotiating. It’s when you position yourself as “NOT” the sole decision maker. You may tell your prospect that you have a partner that you have to pass everything by or you may tell them that you’re just working for the owners who make the ultimate decision. This takes you out of the commanding role of the decision maker which is vitally important in negotiating. Because as soon as someone knows that the decision is up to you. . . they’re going to make you pay for it.

How you might ask?

If someone finds out that you’re the decision maker, they can begin to shower you with sob stories that use guilt to appeal to your emotions. Once you become emotionally involved with a seller, their situation, or their property, YOU LOSE!

How to Put This Real Estate Negotiating Tactic to Work

When meeting with a seller, say something like this:

“Mr. and Mrs. Seller, thanks for meeting with me today! I’d like to start off by explaining a little bit about my role here today, how the company works, and the how we can move forward to see if we may be a fit to work together.

First off, I like to be very upfront and say that the company would have to be able to make a profit on your property for it to make sense for them to buy. If you’re OK with that, then we should continue talking. . .

and that doesn’t necessarily mean that your house would qualify for them to buy either. My job with you today is to find out exactly what your situation is and what your needs are. There are many different ways for us to structure deals so the more information we have, the better chance that the company can buy your house quickly.

Once we have all the information we would need, I can help you put together an offer that we think the owners will accept.

If that all sounds good, let’s go ahead and get started. . .”

By structuring your meeting this way, you have completely removed yourself as someone that the seller can negotiate with. You’ve also let them know the intention is to profit from the property. You disqualified them by saying that their house may not qualify (you always want to remain in the reluctant role). You’ve encouraged them to share information with you. And, you’ve positioned yourself on the same side of the table with the seller by saying you’ll help them put together an offer that’s likely to get accepted.

This very powerful and easy technique will give you the upper hand when negotiating with sellers.

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This post is for the 85% of creative real estate investors who say to themselves:

____________________________________________

“I’m not where I want to be. I want to

Make BIG MONEY Investing in Real Estate!

What am I doing wrong?”

____________________________________________

What’s the difference that makes the difference between mediocrity and success in creative real estate investing? What’s the missing link?

Before we can get to the missing link, you must ask yourself, “Why am I in Business?” If you didn’t say profit as your #1 reason, we’ve got a problem! You are going to need to reevaluate what you’re doing if you care about becoming a successful real estate investor.

“But Patrick, the #1 reason that I’m in business for myself is to give back to my community, help my parents out financially, and eventually, start a nonprofit.”

WRONG ANSWER! These are all terrific reasons to go into business for yourself, but they all hinge on the One Most Important Thing of All, Your Business’s Profitability!

OK, so we’ve established that profit is the #1 reason why you’re in business. To get to the missing link, we must analyze what specific actions make a real estate investing business profitable.

__________________________________________

Key Focus Areas for your Real Estate Investing Business’s Profitability

1. Marketing

Do you have plenty of seller and buyer leads at your disposal? What is your marketing strategy? Do you track your cost per lead, cost per deal?

2. Your Negotiating / Communicating Skill Set

Have you studied sales and negotiating? Do you use a sales system? Do you effectively communicate with sellers, buyers, investors, contractors? How do you handle typical objections?

3. Converting Your Real Estate Investing Actions into Cash

Have you learned the ins and outs of wholesaling, assigning contracts? Do you use lease options as a strategy for selling property at maximum value? Do you know how to flip a house and come out on top?

4. Leveraging through Systems

What real estate investing systems are you using to manage and organize your business?

__________________________________________

Depending on where you are at in your real estate investing career, you will want to focus more on some of the key focus areas more than others. For instance, if you’re a beginner,  the first action that should be taken would be in marketing. If you don’t have any leads, there’s really not anything for you to do, right? No way for you to make any money as a real estate investor.

But, even knowing what the key areas of focus should be for your real estate investing business is not enough. There’s still a missing link! And that missing link is the difference between average mediocre results in real estate investing and Making the Big Money!

In part 2 of this post, I’ll be explaining exactly what holds back most investors from achieving their dreams and what to do about it!

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Your primary aim is to spend the least amount of time possible qualifying seller leads, both researching the lead and talking to them on the phone. Time is mostly wasted by spending more than is necessary when a property doesn’t have sufficient equity and working with unmotivated sellers.

2 Components to Effectively Qualifying a Seller Lead

1) Building Rapport

2) Asking Good Questions

I’m going over “Asking Good Questions” today. Check out the Building Rapport post for more info.

Asking Good Questions : 2 Important Criteria When Qualifying a Seller Lead

1) Equity – Determined by what’s owed, estimated repairs, & ARV.

2) Level of Motivation – Do they “Need” to sell?

Start by asking, “What’s your situation?” - This question can elicit an array of responses full of valuable information (about equity and motivation level) from, “We’re about to lose our house to foreclosure” to “My husband passed away last fall, and I want to downsize” to “I can’t stand my neighbor for another day. I have to get out of here ASAP.”

Listen very carefully and make good notes. This is the information that you will present to them when showing them how your offer suits their needs if you can help them. Write down everything they say!

Base on their response you may also ask, “So, why are you selling exactly?” And, “Is it even important that you sell the property?”

Determining Equity

Ask, “Is there a mortgage on the property?” If no, you have some great deal potential so go put on your creative real estate shoes . If yes, ask “Approximately what is owed on the property?” And, “Is there just one mortgage?” Then ask, “Is the payment on the house current?” Note . . . that I did not ask, “Are YOU current on your payments?” This depersonalizes the problem (if there is one) and increases the chance that the seller will tell you the truth about their situation.

Next question, “What kind of condition would you say the property is in?” What all would have to be done for the property to be in excellent shape?”

Be prepared that seller’s typically grossly underestimate the amount of work that needs to be done to their property. That’s OK though. We are just getting a general idea for qualifying purposes. If you are looking at a tight deal based on what’s owed and what it is worth after repairs, you can disqualify a lead if you find out it needs sufficient work.

As far as the ARV goes, this one is up to you to figure out. My only recommendation is to BE CONSERVATIVE! If you don’t have access to MLS, check out Zillow.

Determining their Motivation Level

Hopefully, when you asked them “What’s your situation?” they gave away some hints as to whether they are motivated or not. If you haven’t asked them already, now is the time to ask, “So, why are you selling exactly?” And, “Is it important that you sell the property?” And, “What would happen if you aren’t able to sell the property?”

At this point in time, if the seller has sufficient equity and is motivated, I will go ahead and set up an appointment to meet with the seller at the property.

If there is plenty of equity but I’m still unsure about their level of motivation, I will say, “I’d like to tell you a little bit about how our company works. We are professional home buyers that invest in real estate full time. We are a business so we would have to make a profit on the house if we were to buy it. Are you OK with us profiting on the house?”

Now What?

You have now successfully qualified a real estate investing seller lead over the phone. When using some of the insights in your communications, I suggest using the questions above word for word. Each is worded very carefully in order to get the best results. Enjoy!

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