Why You Can't Close Creative Deals: Cash, Realtor, and Keeping It

You have to disqualify all three of those things before you have a creative deal.

(Note, this is a transcript from one of my REIA speeches.)

CASH

Until the seller has ruled out cash (a real cash offer that you can deliver on)...
The cash has to not work. The seller has to reject it. I don't care if you know the cash doesn't work; I care that the seller knows that the cash doesn't work, and the seller is the one that disqualifies the cash offer.

Until they've refused it. You haven't passed cash.

REALTOR

Until the seller has ruled out the realtor or the MLS that's not working for some reason... There are plenty of reasons that might be true: It won't pass inspection, It's been on the market too long, Unrealistic price expectations, They're gonna lose money if they bring their price down.

So MLS or realtor doesn't work for whatever reason, but it has to be the seller's reason, not yours. I don't care how smart you are. You can know all the things in the world, but you're not gonna make a sale if the other person doesn't make the decision.

KEEPING IT

And the third thing is keeping it. Why don't they keep it? Can they give you a reason they need to sell? "Why not cashflow it as a landlord?" Their reason doesn't matter as much as it matters that they have a reason why they can't keep it.

RECAP

Cash realtor and keeping it.

> You don't have a creative deal until you've ruled out cash realtor and keeping it.

> The seller has to rule out cash realtor and keeping it, and they still need to want to sell or need to sell.

When that is true, you have a creative deal on your hands and you've turned the entire paradigm on its head. You're not asking to buy. They're asking you to be their buyer.
You're no longer asking, "Hey, do me a favor and sell it to me on seller finance please please please!!" That's negotiating from a position of weakness!

They're saying, "I need to sell this. None of those options work. What can you do for me?" And then you get to set the terms, "This is what I can do." 

And they're gonna say, "Well, I need $200,000 down payment."

"Hmm. Do you need that or do you want that? Let's work together. Instead of being on opposite sides of the table, negotiating against each other, how about I come around the table, shoulder to shoulder with you and ask, 'How can we solve this problem together?'"

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This is an excerpt from my video: Why you can't close creative deals - Cash Realtor and Keeping It