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How to Determine If a Seller Is Not Motivated Tuesday, March 16, 2010 @ 08:30 AM EDT (783 reads) Contributed by Primo_Coach I recently got off the phone with a seller. The deal involved a property in a neighborhood I really like. There was decent cash flow ($200) and this was the bread and butter type of deal I like to close. I didn’t get the deal. One of the funny things about this business is how sellers will appear motivated at first and then when you talk to them the next time their story completely changes. ... (Read More... | 2602 bytes more | Comments? | Score: 4)

How to Make 'Em An Offer They Can't Refuse Tuesday, March 09, 2010 @ 07:46 AM EST (3203 reads) Contributed by Primo_Coach To truly make serious cash in this business you should always make every seller an irresistible offer. This incredible offer starts with the first impression you make with a seller, which is usually your marketing piece. Is your marketing piece so unique that the seller is going to call you versus every other investor who's sent them a letter also? I know my marketing pieces are, because I don't send out a marketing piece that doesn't contain some type of FREE offer in it. This is usually a free special report, but can also be a free property consultation. Just giving people a reason to call you will certainly separate you from your competition. The next step is when a seller calls you. Do you emphasize how easy it is to do business with your company? Do you tell sellers you will give them a firm written offer within 24 hours or less? And most importantly, when you tell them you will get back to them within 24 hours do you? Surprisingly, most people will not follow through and of course a seller automatically loses trust in you, if you don't get back to them in 24 hours as promised. (Remember, people won't work with you if they don't trust you.)... (Read More... | 2959 bytes more | Comments? | Score: 0)

Are You Optimizing Everything? Monday, March 01, 2010 @ 08:21 PM EST (2980 reads) Contributed by Primo_Coach When I first started in this business I was doing deals in Baltimore, MD and in Stafford, VA. Now, I live in Oakton, VA which is right in the middle of both places. Baltimore is about an hour north and Stafford is about 45 minutes south. And when I was a newbie I did a ton of driving because I didn't plan out my routes. I would meet with one seller in the morning in Baltimore and then drive 2 hours and meet another seller in Stafford. I don't remember how much mileage I put on my car that year, but it was thousands of miles. Many of them wasted. Even worse was all of the time I wasted in the car, simply because I wasn't optimizing my business. I almost burned myself out. But then I started using common sense and scheduled all of my Baltimore seller meetings one day of the week and all of my Stafford meetings another day. This saved me hours of time, a lot of money on gas and also kept my sanity in check. ... (Read More... | 2470 bytes more | Comments? | Score: 4)