Are you struggling to make offers where they make sense for you?

[Ryan Dossey]

One of the first books I ever read about REI went through a list of common objections/responses.

One had to deal with the seller's asking price. His response was that it was meaningless. Their asking price wasn't based on comparables, estimates, or neighborhood trends. It's most often a number they've come up with in their heads that "sounds nice". 

I've watched friends, clients, and BP members blow off meetings with sellers because their asking price was "too high" or they weren't "motivated".  

WEAK!

I met with a seller this week that we ended up signing at a mere 28.9% of his asking price. That's right... a 70% price reduction over the course of 3 days. 

Now if I was someone who followed the "don't waste your time approach" I wouldn't be buying this house. 

**Disclaimer don't be a loser and try to hose people**

Ex: I went on an appointment this week and offered over 20k the guy before me offered under 5k. 

My approach relies on educating the sellers and creating mutually beneficial transactions. 

"Ill gotten gains will not sustain!"

So how do I do it? I walk them through comparable sales, I explain the cost of repairs, and I explain our position. We can't do this for free and we are paying cash. 

I still try to get them to drop a # first, I still utilize the reasons they've given me why they want to sell, and I still negotiate. 

What % of calls you don't run are you gonna close? How much money did you leave on the table in 2016?