Effective Presentation to Sellers - Posted by Gary-NJ

Posted by Joe Kaiser on December 14, 2006 at 21:24:00:


Effective Presentation to Sellers - Posted by Gary-NJ

Posted by Gary-NJ on December 14, 2006 at 08:44:12:

I have a two-part question regarding making our sales pitch to the seller.

1 - What do you investors out there do when you meet your prospective
sellers for the first time? Do you have a prepared presentation? Charts and
maps of how this deal is going to go down? I imagine even if you don’t have a
presentation that is rehearsed, you at least have an outline in your head of
topics of discussion.

2 - For those of you that are looking for owner financing (which I imagine is
most of us, right?), how do you propose to the seller that they offer owner


Its not about presenting its about listening - Posted by Gene

Posted by Gene on December 15, 2006 at 20:11:28:

When you meet with the seller, shut up and let them talk. Listen to what they say and ask questions.

You learn from listening not talking.

Once you learn why they are selling, what they need, thier time frame, the condition/history of the propeerty…only then are you in a good position to put together a good deal which gets them what the need and allows you to make some $$.

If they ask you questions…answer them honestly. And make sure to ask them questions to guide the conversation where you want it to go…But over all you want them to be the ones talking.

You show up with fancy charts, and a rehearsed lecture…they are mostly likely going to be intimidated by you and they will not trust you.

You want them to feel like they are controlling the deal and that they are smarter than you.

Any good negotiator always makes thier opponent think that they won.

Re: Effective Presentation to Sellers - Posted by george

Posted by george on December 14, 2006 at 18:28:51:

Is this a trick question? You have things backwards.

You should only be dealing with motivated sellers, therefore it is the seller who should be trying to convince you to take it off his hands.

If this ain’t happening, you hat up and leave. If it is, you listen and tell the seller what you are going to do to solve his problem as well as what he has to do. That’s it.

Your rules, you stay in control. You don’t beg for a deal.