Those values will typically be location dependent and type of buyer dependent, but can also vary based on your negotiation ability.2. 

You are not in a position to determine or analyze their DTI ratios v. their savings v. their potential proceeds from the sale of the house and how it affects their ability to make a housing payment.  

There is all kind of product out there with reposition opportunities where you have the ability to bring them to 8-10 caps but these deals are tyocially in C-B areas.

Depending on the area demographics, it may not be a "preference"; a large percentage of households may not have the ability to purchase a home.

What I have been able to do, as you probably have, is to leverage my ability to get financing or create low money down deals (seller financing) and leverage this into a very high ROI operation. 

Additionally, the lack of ability to get a mortgage means you are needing a cash buyers.

BP also gives you the ability to post blogs and share ideas with other investors.

So I also have a good understanding/ability to learn the numbers side, as well as a never-ending gambling itch to scratch.I hope to get more involved in the BiggerPockets community while linking up with somebody to learn from in the Madison area. 

So if there is very little to no equity, you won't be able to make a deal out of it.Essentially, equity might not be a factor at all in the seller's motivation (they could have negative equity in the property and really want to sell), but it'll definitely be a factor in your ability to buy.Hope this helps a bit!

Let them know upfront you've had bad experiences with "talkers" that lost deals for you, and you're going to be looking for proof pretty fast they have the ability to close on deals or have a track record.