30DAYS

30 Days to Real Estate Cash 105

a good deal, but now you ask, “ Is that price flexible? ” After you ask the question, then become silent. The silence will make the seller want to respond. This is a powerful negotiating tactic and often makes others want to speak. You’ll learn to never be surprised, since we hear statements like this all of the time: “ Well, I’m asking $60,000, but I might take $50,000 or $55,000. ” Wow! Who would have thought they would offer up a discount right away? But they often do. When they said $50,000 or $55,000, they really just told you $50,000. In just a two minute conversation, you’ve lowered their price by $10,000. This could indicate the seller is moti- vated. Price-buster response # 1: “ Part of the problem is that you’re competing against the fore- closures out there. The foreclosures are bringing down every- body’s values. So I don’t want to give you a lowball offer, but the reality is that those foreclosures are really what’s at fault here. ” Using our previous example, we’ve reached a point where they say they might take $50,000, which we know is a real number and a good deal for us. At this point you could throw them a number like $45,000. If they reject that offer, he would use the foreclosure price-buster response, followed up with, “ I can’t pay $50,000 for your property when I can go down the street and buy a foreclosure for $45,000. That’s why I’m offering you $45,000. I’m not low-balling. It’s just the foreclosures out there ruining everybody’s home values. ” However, we’re not finished yet. Now it’s time for the price- buster responses that make deals happen.

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