Quote from @Michael Brown:
HI All,
I have been using deal machine to send postcards to distressed properties.
A homeowner contacted me expressing interest in selling her home to me.
I'm not really sure on what the next steps are? I'm assuming talk to them about the property, and schedule a visit to the property to evaluate it , and make an offer?
Can anyone else with more experience break down what the next steps are? Is there a playbook/script I can follow?
P.S I tried googling this, but it seems most of the content around wholesaling is focused on marketing/driving for dollars, etc but not how to close the deal.
Thanks
This is what you do.
You need to establish motivation. A lot of investors experts and noobs think that the second someone appreaches them to sell, they get so excited... don't.
You need to establish first if it is a waste of your time, or worth persuing. So you establish motivation.
You talk to them, and you listen. let them talk. Some will tell you to engage in strategic organic conversation and strategically (manipulatively) indirectly ask questions so they can give you the info you need.
I'd saym, don;t even bother.
ASK them directly:
Why are you selling?
Why not list it with an agent?
From their answers evaluarte what the motivation is.
Then you ask:
Tell me abou the house, what condition is it in?
They will give you THEIR version of the condition. Note it down. MIND THIS:
You are not asking this to find out what the condition is in. You are asking this to establish what THEY think the condition is in.
So after they give you their opinion, you ask them:
OK Great...
How old is the roof
When were the kitchen and bathrooms last updated
How old are the mechanicals.
You force them to answer these questions where the answers are not "relative " ansers right?
A relative answer is.. The cabinets are in good shape. (That is a matter of opinion/perspective").. but "The cabinets are 17 years old".. that is DATA. Fact. That is standard universal. You are not going to convince me that 17 year old cabinets are in great shape. So now not only do they hear themselves say it out loud, they are WITNESS to them telling ME this. It makes a difference trust me.
So what do this?
This has nothing to do with establishing motivation (that was the first part). What you are doing in part 2 is leveling the battlefield. The battlefield is how much you offer vs. how much they are willing to accept.
Once you do this phase 2, you leveled the battle field. NO ONE can come to you and demand more for their house when your offer is fair, legitimate and realistic... becuase they KNOW damn well, that their kitceh is not in that perfect shape they thought it was just before they themselves made themself realize that dang.. my kitchen really is a old piece of crap.
Once you go through that stage.. you schedule a walkthrough where you confirm everything and make them on offer.
And that is all there is to it.
Yes yes, I am awesome.. I know I know..
But go ahead and tell me again anyways.. some people don't know it yet (I know how dare they)
Welcome!
