106 DEAN GRAZIOSI
Blaming the low offer on the foreclosures places the blame else- where, and there are never nasty phone calls or people yelling at you because of your offer. They hear your rational argument about foreclosures and may not like what they’re being offered, but the blame isn’t placed on you. So what if they say that they just can’t come down to $45,000? In this case, since you know that $50,000 was a good deal in the first place, and as long as all the other numbers work, you decide to go ahead and make this deal happen. Price-buster response # 2: “ You could probably get your price if you go find a real estate agent and put your property on the market. In the next six to nine months, you might be able to get your asking price. ” What’s in their mind now? They’re thinking, “ I don’t want to wait six to nine months to get it sold. I want to sell this thing now. ” If so, they’ll come back to you with a lower number and it’s a ne- gotiation. If you get them to $50,000 or less, you can lock up the deal. You won’t offend them, since you’re giving them the option of listing it. The Payoff Question Here is an important question to fit in where you see an open- ing. “ Would you sell the property for what you owe on it? ” You don’t ask them right out to tell you what they owe on it, because they won’t want to tell you and you might offend them. In most cases you will get what they owe simply from this question. They may say, “ Heck no, I only owe $25,000. ” Or “ Yes I would. ” Then it is easy to say, “ What is that amount? ” Either way this question usually leads to learning what they owe. What if you’re still stuck back up there at $60,000, though? It’s time for the second price-buster response.
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