118 DEAN GRAZIOSI
The Basic Bird-Dog Match You have your buyers in the bucket. You’ve built a profile on each buyer and learned the type of properties they’re buying, and in which areas of town. You know the price ranges they’re buying in. Hopefully you’ve also got them interested and wait- ing to see what you bring them for deals. You have your bandit signs out, and other marketing, and you should be getting calls. You’re ready with the phone scripts, lead information sheets, and the profit formula. You know Matt’s “ price-buster ” questions and when to use them. Let’s say that you get a call from a seller who has been trying to sell their home unsuccessfully, and they really need to sell soon to transfer to a new job. They have been asking $99,000 for the home. You go through the process with them, ask the ques- tions, use the formula, and you find that they would be willing to take $65,000 for the home if they could sell it in a hurry. They don’t owe anything on the property, or they owe enough less that the mortgage can be paid off. You do a CMA (Comparative Market Analysis) and the home is actually worth $100,000, as they had reduced the price recently in a desperate attempt to get a buyer through their real estate agent. However, the listing expired without any offers. So, you have a $100,000 home that can be purchased for $65,000. You go to your buyer list and look up the cash inves- tors who have purchased homes in the same area and price range. Maybe they’ve expressed an interest in that area and you noted that in their file. You give one of these buyers a call and describe the deal generally, telling them:
The area the home is located in but you do not provide % the address of the home.
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