When you are in front of a seller and that seller wants different price and terms than you are offering, what techniques do you use to make the deal work?
HOW DO YOU CLOSE THEM? ;D
Well for starters you need to make sure they are motivated (You know that by properly pre-screening your leads).
If the seller is demanding more money, tell them you need more time…
If they are demanding a fast close, tell tem you want the appliances…
never give an concession without something in return…
All depends on the deal you are trying to close throw out a example this will be fun.
OK. Lets try this:
Mr. Shlomos house needs $50,000 in rehabs.
Once the house is in pristine condition Mr. Shlomos house will sell for $400,000.
I am offering Mr. Shlomo a cash offer of $250,000.
Mr Shlomo wants $300,000. By the way, he has a first TD of $170,000 and a 2nd TD of $20,000.
Mr. Shlomo wants a quick close because he is having a hard time making his mortgage payments.
How would you help Mr. Shlomo to wiseup?
Mr. Shlomos let me ask if I do not buy this property are you going to have to list it with a Realtor for $300,000.00 then you will pay them 6.3% so $18,900 in fee’s. Now chances are there buyer will get the property inspected and you and I both know that it will need work to pass I would say at least $20,000.00 so we are at $38,900.00 then you have to take into account that most buyers nowdays ask for a 3% seller consession to help cover closing costs so that is another $9,000.00 so now we are at $47,000.00. We have not even taken into account the fact that you will have to make a few more payments so at $2,000 per month and it will take 2 months to find a buyer and another month to close so that is another $6,000.00. So now Mr. Shlomos we are at $53,000.00 So by the time the smoke clears you might only get $247,000.00 and we are talking 3 months down the line. So let me ask you the deal that every american is wanting to answer in my best Howie Mandell voice “DEALOR NO DEAL?”
Hey that was fun NEXT!!
That was great. Someone else out there must have a good scenario.
Lets here it. 
and people say REI isn’t about sales.
Who said that?
Its always about sales. There is no success without good sales. The “closer” makes the money hands down. If you are a good salesman you are going to be financially successful. There is no such thing as a good salesman who is not financially successful.
Well there is one exception to that rule. If your goal is not financial success but something deeper, than you may still be a great salesman with a success that is deeper than the financial thing. But that is for another forum.