Who's That Guy Stealing All Your Deals?? :)

[Rich Urban]

Have you ever wondered who's getting all of the mind blowingly profitable Real Estate deals in your community? Well I'm "That Guy"..Talking to owners in distress has really become my thing because I follow a system that none of my competition has been able to recognize.

It's quite simple actually, and I want to show you a few of my tactics so you too can be the one in town that grabs deals that all of the local investors are grabbing for.

Allow me to set the stage for you. Mrs. Johnson, a motivated seller with only 30 days until her auction, has called every single investor in town. If you had a bandit sign or an ad in the paper, you got a call from her. Every investor in town has also run the numbers on the deal to find that it's a whopper. The kind of deal that would let them put their wholesaling business on cruise control for a few months. You've received that very same call.

What do you do?

First off, "Other Investors" are irrelevant because you're going to be the one that closes the deal. For me, I like to be the first one to the house....I try to find out if she's meeting with other investors and what time, then I make sure that I'm scheduled in to be first....

A few things I would do:

1. Do research on the property and make sure you know the neighborhood comps. Print up the lowest comps that you can find...bring them with you. Print up the property appraisor's sheet on the property that you are visiting. You will look prepared and efficient.

2. Build rapport before you start even talking about the house.

3. Emphasize how you get things done quickly and easily. You're the best home buyer in your area. Let her know that she can have confidence that you'll handle everything right away and correctly. Your offer is really the best deal for her..she may get slightly higher, but they're not experts like you are.

4. If she balks at your offer, be sure to whip out those old comps and say..."I know Ms. Seller...I thought that I could pay more than that too...I really wish I could...EXCEPT...whoever bought 101 Maple Street really screwed it up for all of us. He paid so little that he brought down everyone's property value. John Doe at 202 Maple Street did the same thing..." You get the idea..make sure that you're on her team working against a greater evil. In this case the NEIGHBORS that forced you to offer such a low price....:)

5. Don't leave her with a copy of your contract EVER!!! If you leave her with an unsigned contract, she'll shop that bad boy around town so fast and every other shark will have a copy of your contract. You'll be used for leverage and you don't want that. You want to be the guy that gets the deal. I personally don't leave without a signed contract....but if you're not as ballsy as I am, you could always tell her to speak with the others and give her the courtesy of a call before she signs with anyone.

6. Make sure that you put "AND/OR Assigns" on your contract so that you can flip that contract to another investor.

Now go close that deal!