Two MUST have skills to help you in making big money in Real Estate Investing by Linda Overstreet

We are switching gears here a bit, especially as so many people are shifting from the stock market to Real Estate Investing.

We have been learning and teaching real estate investing for a few years now, and there are two fundamental negotiating techniques you’ll need to learn to become successful with your investing. 

In fact, these two techniques will often make the difference between success or failure in your negotiations with sellers.

First Technique Reluctant Buyer

In any negotiation with a seller, one party wants the deal more than the other party.  You want to always position yourself as the reluctant buyer so that the seller is naturally put into the role of selling you on any prospective deal.  You do this by using the reluctant buyer technique.

Being a reluctant buyer puts you in the strongest negotiating position of all.  It works so well because it taps into the seller’s fear of loss, which is one of the strongest drives in all of us. 

Reluctant buyers use specific language patterns over and over again.  Of these language patterns, the most common call for you to qualify any of the statements you make to a seller about your interest in moving forward in a deal. 

Examples of reluctant buyer language patterns:

‘I don’t know if I will be able to do this or not but…’

‘My partner may hate this idea, but what if…’

‘With all that’s going on in the world today I’m not even sure now is the time to buy another investment property, may I ask you a couple of questions first to see if this is even a property that I would want to buy?’

Being a reluctant buyer means you are structuring your negotiation so that the seller is constantly being put in the role of selling you on the idea of making a deal happen. 

Technique Two:  Negative Phrasing

The second technique that is so powerful for you to tap into is called “negative phrasing”.   Remember that most sellers are scared when they are selling their house.  For most of them it’s the single biggest asset they own. 

So in order to protect themselves sellers will look for what’s wrong with any prospective offer.  In fact, it’s been our experience, and the collective experience of over 100,000 of our best investor clients, that sellers are more motivated by the fear of loss and being taken advantage of than they are by the desire to make a profit when they are selling their house.

When sellers are motivated by the fear of making a mistake and looking for what’s wrong they do something called “mismatching.  Mismatching means the seller will say or think the opposite of many of the things you assert. 

For example, if you say the price is too high, they’ll say it’s too low.  If you tell them that the property management company they are using is mismanaging the property they will argue with you that the property management company is doing a fine job. 

This brings us to one of the most powerful negotiating techniques available to you.  It’s called “negative phrasing”.  Negative phrasing is a way to tap into this tendency of the seller to mismatch what you say and give the perceived power in the situation back over to the seller in a way that increases the seller’s comfort level in the negotiation.

Examples of negative phrasing used with a seller:

Example 1:

Investor:  What have you already tried to sell the property?

Seller:   I’ve been selling it for sale by owner now for the past several months.

Investor: Oh, and that’s been working real well?  [Negative phrasing]

Seller:  No, not really.  I’ve only got one serious buyer so far.

Investor:  That sounds pretty good for you.  When are you going to be closing on the sale of the house with them?   [negative phrasing]

Seller:  Well I’m not actually sure if they are really going to buy it or not.

Investor:  When does the written agreement you have with them say they will close by?  [negative phrasing]

Seller:  Actually we haven’t put anything in writing yet.

Investor: Oh, then they’ll be coming back sometime this week with their written offer? [negative phrasing]

Seller: No, I don’t think they are even interested in buying it from me anymore.

Example 2:

Investor:  You probably hated that idea huh? [Negative phrasing]

Seller: No I didn’t hate it.

Investor: Yeah but it’s probably not something you want to even bother talking through right? [negative phrasing]

Seller:  Actually I think we should talk that idea through and explore the possibility.

The real key with negative phrasing is to soften both your voice and body language when you use it so that you come across as naïve or optimistic rather than sarcastic or condescending.

We hope you enjoy learning about making money with real estate on exiting deals profitably. 

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