Dealing with Homeowners Has its Advantages....and Challenges

[Jay Scott]

So, my first deal out of the gate after a 5 year hiatus from the biz is a funny one. Off market, direct with seller. House worth 3.6 MM. He owes 2.3 MM which includes 14 payments he's behind. No NOD yet. His credit is shot, and he is currently rebuilding his business that crashed last year. He is adamant about not selling, wants to do a cash out refi and pull out $600K. He's dreaming. He and his wife have been in the house 30 years, and are being sentimental. Short story, I structured a creative deal that would get him out of trouble with the bank, put some cash in his pocket, and he could stay for another 3-5 years while I make monthly cash flow and a chunk of cash up front. Here's the challenge. He and his wife are being emotional, which means he is keeps "getting in the way" of the deal. Here's the last, he thinks I should just put a second on the property, give him his $600K, then make money on the back end when he sells in 3-5 years.....Haha! I had to have an "expectations call" with him. It just serves as a good reminder that while dealing direct with the seller can provide tremendous opportunities, it also means playing counselor, advisor, advocate, and being blunt and real with them.