"If It Is A Good Deal and The Numbers Work"

[Xavier Stanish]

I make a decent amount of "warm" calls a week where my objective is to determine a potential buyer`s criteria so that I can link them to an ideal deal for them. Seems pretty straight forward! I like to narrow it down; what someone is looking to allocate for their next project, what areas they are currently searching in, how do they calculate their budget/costs and what returns would they like to see. This gives me a great range of details so that I can connect them to their next investment property (no one likes their inbox being blown up by "deals" that are out of their financial capabilities or in a location they know 0 about). This all being said, my least favorite answer to here to those questions is, "Well if it is a good deal and the numbers work, I like it." 

I understand where this is coming from, who would turn down something that is a good deal? What irks me about this response is that it truly does not help me or the client to specifically dive into their criteria. It also leads me to believe, they are not quite sure for what they are looking. When a buyer knows the area they like, it is because they have done their research and understand the pros of that location whatever it might be, an appreciating community, good school district, solid rents etc. When I hear the "if the numbers work" my brain always goes through 100 questions such as, well how are you working your numbers, what are you basing them off of, if the numbers work but it is on a large-scale project is that copacetic?  

Again, as aforementioned, I know the reason for this answer but I wanted to talk to the BP community to see if I am asking the right questions or if this is a response you routinely give, is it because you are just looking for deals and not much as matters? Feel free to tell me that I am looking too much into it as well! Thank you as always for your thoughts

[Xavier Stanish]

Thanks for the responses! I enjoyed that each of you had a different take on it.  @Jim K., I know how that song goes too, the "pretend interest" just to be able to put you on a list, I dislike that practice and always make sure that I am sending something if and only if I have double checked to make sure most of the criteria matches up with notes given. @James Wise, I do know my market (sometimes I have to remind myself that I, in most cases have more knowledge then the buyer)! I think that is a great point because knowing what properties sell and don`t makes you be able to sell anything that comes your way. @Bill Plymouth, I laughed at you mentioning you "get chest pains!" I will continue to pursue answers using more specific questions that ultimately lead to all answers being solved