How do you describe your Value Added

[Bryan Hull]

I'm just getting started investing in real estate investing(marketing) and was curious how my fellow wholesalers describe the service they provide when talking to: a. Sellers b. Buyers. Any particularly good verbiage or one liners you find effective when selling your service and why you deserve your cut. Mine : "(Seller), the traditional route of hiring an agent, putting a sign in the yard, holding open houses, and praying for a qualified buyer is great when your homes show ready and your schedule is open enough to deal with that process. How about we write a Cash Offer for X amount and so you get do (motivation for selling)." Something along those lines. Interested to hear everyone's pitch.

[Steven Leigh]

You're not trying to talk them out of using a realtor, so don't go that route. Instead, do the opposite.

Example of what I often say:

If you have the cash to fix up the house and list it with a realtor, and you can afford to wait a few months, that is going to be your best option for getting the highest price. What I can offer is a cash offer, so you don't have to wait around for loan approval, I pay the closing costs, and there are no realtor commissions of any kind. I can also be very flexible, so you can choose your closing date and your move-out date, and I never ask you to do any repairs.

In fact, it's a good idea when you are talking to sellers to give them the other options first.

Why not list it with a realtor?

Why not rent it out to a tenant?

Because once they have given you reasons why they can't do either of those things, they are also realizing that you are the only option left. AND you've built some trust with the fact that you're actually suggesting things that would be in their best interest instead of yours. 

I've told sellers that I'm not their best option, because they were looking for a price that was too high, etc. I even recommended a realtor to them, wished them luck, and we hung up. Then they called me back a few weeks later and said, "So just for the record, what kind of price would work for you?..." 

It's not hard to see why. I gained their trust by giving them good advice in their best interest, instead of trying to push the hard sell. They now see me as a straight shooter who will tell it to them straight. And there is also a lot of power in "pulling away" instead of chasing them. If you start to pull away from the deal, they will start to chase YOU instead of you chasing them.

So you're on the right track, I would just avoid bashing realtors (unless they start doing it first) and just focus on your own benefits.