He was very successful, winning numerous awards for sales records, etc.

Which is also why I emphasize the importance of trying to buy under-value in the first place, and preferably only buying those that have value-adding potential too. 

If the details of the deal don't spell out a win win situation that you and the seller both feel 100% comfortable with then move on to the next, the ability to walk away from a deal is the strongest position you can be in. 

AS long as enough offers or made and you do your homework, you will find a good deal and its a win-win.

If you increase the number of ways you can win, and decrease the number of ways you can lose, you tilt the odds of winning in your favor.

I really need to iron out my "elevator speech"  I'm not trying to sell them on anything that isn't a good thing, it can really be a win-win for all parties involved if it's structured correctly. 

I think seller financing with a lease to own exit strategy is a great solution where everyone wins. 

You are using leverage, win, and you are paying it down faster, win!

But you want to make sure you have a good argument and supporting documentation for why you charged what you did to increase your chances of winning the case. 

If the owner wins, the counter suit is asking for damages and one of the first accusations by the defendant's attorney is "fraud by inducement".