A Deer In Headlights...

[Samantha Lotti]

Hi Everyone!  I have a problem that I am hoping I can get some friendly advice on.  So, I get out and about and find property owners to talk with.... all with tons of confidence!  While I'm talking with them, I find a good time to ask if they may want to sell their property.  That is when I start to sweat because no matter what their answer ends up being, I don't know what to say next.  Even after all the articles, books, podcasts, and webinars, I still freeze.  I fumble with my words and can only think to say,  "would you be willing to owner finance". Of course if they say, "no", then that is easy... I thank them and walk away, but I'm thinking there has to be more that I can say.  If they say, "yes", then I freeze up because I don't know what to do next.  It is a no win for me since I get so nervous an am not sure what to do.  I know that there are tons of other ways to handle this, but I just can't get past the "frozen mind set" that I fall into. 

Anyone have any advice to get past this?  What to say next or at least do next?  All answers/advice/words of wisdom are appreciated!

Thanks in advance and have a great day!

Samantha

[Kristina Heimstaedt]

I would add to @Patrick Hermans comment and ask about all the numbers related to the property including income, expenses, ages of the major systems within the property  (electrical, plumbing, HVAC, roof, etc). I'd add that I would ask the potential seller to come up with the number first and maybe how much down they would like if they are willing to do a seller carry back. You might also ask about the financing structure that they would like to see. Once you have all of that information, I would let them know that you would like to go back to see if you can make that work for the both of you. You might also try to gather why they would be open to selling just to make sure you're not getting yourself into some crazy mess.