How to Make an Offer on a House WITHOUT OFFENDING THE SELLER


If you’re wondering how to make an offer on
a house without offending the seller, then you’re in the right place. I’m going to do you one better, I’m going
to show you how to get a deeply discounted offer accepted effortlessly, and the seller
will even sign off on it as it was their idea like a little magic trick. Click the subscribe button and ring the bell,
because you don’t want to miss this type of under the radar stuff that I share each and
every week. All right, let’s do it. This is Theriault Media. Hi, I’m Matt Theriault, CEO of Epic Real Estate. I’m going to show you how to make an offer
directly to a seller. The main thing that we’re going to focus on
is how to present a deeply discounted offer, without offending the seller. Real quick before I do that, if at any time
you think you’d like some additional help around this, I put a link to a really short
video below on how you can get some extra support. All right, so when it comes to presenting
discounted offers to sellers without offending them, we all know we need to do it very carefully
as this is someone’s house that you’re buying. There’s typically a lot of emotional attachment
the seller has to their house, understandably. The thing that holds most people back is that
they’re at a loss of how to even approach this type of conversation, and right there
lies a huge hint to a big portion of the answer that I’m going to give you in just a minute. I get this all the time, people are worried
about offending the seller. They’re worried about getting yelled at, they’re
worried about getting the door slammed in their face. That makes sense because that can happen if
you do it wrong. Here’s the thing, the seller typically sees
real estate investors like us, like you and me as greedy, money hungry, chomping at the
bit trying to steal their house type people. So their guard is up most of the time, and
when you validate that with what they initially think about us by presenting a low-ball discount
offer, they naturally get offended, they frequently stop the transaction right then and there
and they tell you to get lost. If you can relate to that, drop me in the
comments below, I can relate. For those that can’t relate, it’s a potential
reality that most people think about because it does make sense, but here’s the thing. You are indeed a real estate investor, but
before that you’re a problem solver. The reason being no property owner is going
to sell you their property at a discount unless they need to, and this need is typically caused
by a problem that’s bigger than waiting around and getting top dollar for their property
through traditional methods. In other words, they’ve got bigger fish to
fry. So with that being the case, if you align
yourself with the seller as being there to solve their problem, the likelihood of your
discounted offer offending them as long as you are indeed solving their bigger problem,
it drops considerably. It’s like this, sellers will exchange equity
for peace of mind and that’s really what you deliver. You’re delivering peace of mind to distressed,
or motivated sellers as you hear them referred to. In exchange, they compensate you, they compensate
us with equity discounted real estate. Here, let me show you the four different ways
that you can go about this. All right, so this is what we call or what
I call the conversion quadrant. The way that most people, most investors will
go out and meet with a seller is they’ll meet with them as essentially, for lack of a better
term, as the bad cop. Meaning they’ll go out there in an adversarial
role with the intent to purchase this house from the seller at as deeply of a discounted
price as they can negotiate. That’s what the seller is expecting, and this
is how most people do it and you get this back and forth and someone’s going to win,
someone’s going to lose. Then the other way that they present this
offer or part two of how they do this is it is going to be the buyer’s idea. The offer is the buyer’s idea, the price and
the terms specifically. So I am out here to get this as deeply of
a discounted price and this as much as I’m going to pay. Mr. and Mrs. Seller, take it or leave it. What you get there with your sellers is you
get a lot of resistance, and more times than probably should be, you end up with no deal. This is where the majority of the people,
the real estate investors they operate from. They get a lot of resistance from the seller,
ultimately ending up in no deal. You can make money here, but it’s difficult. It’s a good recipe for burnout. So there’s another way you can go about this. If you have bad cop at one end of the spectrum,
you’ve got good cop at the other end, right? You are the problem solver, you are there
to help them just like a good cop would. Then the bad cop in this scenario is going
to be the market. You’re going to make the market the bad cop,
you are going to be the good cop and align yourself with the seller. Why are you making the market the bad cop? Well, ultimately the market is what controls
the value of the house. Nobody else has control over that. Only the market conditions do. So you are going to blame everything on the
market, because you don’t have any control over it, the seller doesn’t have any control
over it. So make the market the bad cop, and as long
as you can both get what you want, as long as the bad cop doesn’t get in the way, you,
the good cop are going to help the seller get what they want and in return, you’ll get
what you want also. Okay, so that’s that. That’s the other end of the spectrum, being
the good cop. If the way that the price and terms are presented
is the buyer’s idea, at the other end of the spectrum there would be the seller’s idea. When it’s your idea as the buyer, the seller
doubts, the seller resists, right? When the offer, the price in terms is the
seller’s idea, is their idea. Of course, they’re going to be more agreeable
to that. Okay, so this is where most people operate. The next portion of the population of real
estate investors out there operate from this quadrant up here. Typically, it’s going to be your brand new
real estate investors, or your investors that have been a little bit of a drought, a little
bit of a slump and so they’re really looking for that next deal. What they do is they’ll go out and they’ll
meet with sellers and they’ll come across one that actually is willing to sell their
house to them, but it’s the seller’s idea. They’re out there trying to get as cheaply
as they possibly can, but just because the seller’s willing to do it, they go ahead and
they take it. So it’s the seller’s idea, and what you get
there from the seller is you get essentially a boss. In this scenario, in this quadrant, the seller
is in control. They’re controlling the show and your transactions
up here sometimes they turn out okay, sometimes the seller will have an idea of a deep enough
discount for their property that it will pan out, and you will be able to exit this in
a good way. Other scenarios, the market may bail you out,
but a lot of times it can be a real struggle. You go back and forth, and you go on these
really long transactions and the seller’s upset, why haven’t you sold the house or why
haven’t you bought the house? Why haven’t you closed yet? I don’t want to do a price reduction, and
then you get into these arguments. So it can be a real struggle. The transactions can be a real struggle. Now the other way to do this or the third
way is over here in this quadrant, where people like the idea of getting into real estate
as being a place from service. They want to help people with their problems. They want to do good, and they want to make
money doing it so they sign up. I’m going to be a problem solver, I’m going
to help the seller. They take on this role, but they don’t really
have the skill or the experience or the knowledge and how to present the price and terms so
that the seller thinks it’s their ideas. So it’s still the buyer’s idea in this scenario,
and because you’re the good cop, the seller likes you. They want to work with you, but because you
came up with the price and terms, they’ve got doubts, right? You’re dealing with a doubtful seller. What happens in those transactions because
they’ve got the doubts, they’ve got concerns, they’ve got lots of questions, these transactions
go slowly. They go slow. Now the way the true rock stars do this, and
the way the people that make the most money, and they do it in the most enjoyable fashion
is they’re positioning themselves as the good cop being the problem solver. They present their price and terms so that
the seller thinks it’s their idea. When the seller thinks it’s their idea, they’re
much more cooperative. You get cooperative sellers, and you get easy
transactions. So look at this quadrant and think about your
last deal that didn’t pan out, and whether your envisioning the house or you’re envisioning
the street address, or maybe you can even see the seller’s face. The last one that didn’t work out most likely,
which quadrant were you operating from? If you can identify which quadrant that was
in, then you’ve got an idea of what there is to do the next time so you can avoid that
situation, or at least minimize those occurrences. So now when it’s time to actually present
your offer, it might sound something like this. Pay attention to the wording, because they’re
very intentional. So I might go, “Mr. Seller, based on the market
conditions, what you shared with me about the condition of the property and after carving
out a small profit for myself, what you’re saying is we’re right around $100,000. Is that right?” Did you catch that? In that wording, you based your offer on the
market, you made the market the bad guy, and then what the seller’s shared with you about
the condition of the property. So that was all their idea, because they gave
that stuff to you and you worded it, so what you’re saying Mr. Seller and Mrs. seller,
we’re right around $100,000. Is that right? Your offer is based off the market conditions
and everything that the seller told you. It’s their idea, and the market was the bad
guy. Then after you ask is that right? Now it’s time for you just be quiet, wait
for their response. I mean don’t open your mouth until they do. I don’t care how uncomfortable it gets. Don’t make a peep until they respond, because
the first one that talks here is the one that loses. So don’t say anything until they do. Now with this, we’ve just begun to scratch
the surface, but that’s the gist. That’s how you do it. If you’re serious about your real estate investing,
and you’d like to go deeper with this by getting some one-on-one help, watch this video right
here. I also put a link to it down below for your
convenience, just in case you miss it. Either way, what I just showed you alone,
that’s going to help you buy more discounted real estate if you just keep that mindset. If right now you’d like to see the best way
to make money from deals like these, this video that I made last week, this is going
to be right up your alley. So click here to take a look at that. Don’t forget to like this video, subscribe
to the channel and share it with anyone you know who might find it useful also. See you next week. Take care.

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