How to obtain a list of multi family properties

[Evan Glasco]

Is it possible to obtain a list of local multi-family properties? I've found a few driving by, but I'm wondering if there is a more efficient way of doing this.

Any information is much appreciated. Thanks!

[Greg Dickerson]

Yes I have developed my own conversational styled script over the years -  I start out by simply introducing myself and it goes like this -  my name is Greg Dickerson I am an investor/developer and I’m looking for commercial properties and apartment buildings to purchase are you interested in selling your property/building? 

If yes I start asking questions about the specific property I called about like history of the property in general, occupancy, operating costs, income history, tenant mix, unit mix whatever i could not find out from tax records etc. 

Then I proceed to ask questions about them, their goals, their family, how long they’ve had the property, how they purchased the property, and anything else I can get them to tell me and finally how much they would like to get for the property.

 If they will not give me an asking price I always have a price range ready before I talk to them so I can give them a ballpark and qualify whether they are a seller or not. 

 If they initially tell me they do not want to sell the property and are not interested in selling the property then I ask them if they have any other property they would like to sell or know of anyone else who has any property they would like to sell. 

Based on that answer I continue with the yes conversation or I thank them for the time and ask them if it’s OK if I follow up with them from time to time and stay in touch. 

 Are use this exact same conversation/script with every cold call for every situation whether I am looking to buy a company or a property.

There are 3 keys to this interaction

1. My last fact finding question is always “is there anything else that I need to know or forgot to ask”?

2. I ask a lot of questions and do a lot of listening. People like to be heard.

3. I always end every conversation whether a yes or no by asking if they have any other property they would like to sell or if they know of anyone any else who may have a property they would like to sell.