Working with two of my PACT coaching (future real estate investor) clients recently, we were discussing why they were having difficulty getting their offers accepted. As we began to explore the situation, we discovered that although these students had become very good at information gathering, they still needed to “peel the onion” a bit more. Onions have many layers and so do people. When we dig deeper, we can learn how to meet the other party’s needs by simply understanding what those needs are.

The students had become very adept at learning lots of useful information about the property, existing financing, and needed repairs; the problem was that they hadn’t learned the seller’s motivational trigger. What was the problem the seller needed solved? What was keeping them up at night?

As we peeled further, we found that their offers were sort of like a shot gun blast – ‘Ready, Fire, Aim’ rather than a rifle shot targeted on the problem. When you make a cash-offer to a seller in need of cash, even a low one, then aim at the need. “This offer will get you the cash you need to buy that ______ or to pay off that _______. And that’s exactly what you want, isn’t it?” If they need some money now and can wait for the rest of their equity but need a higher price than your all cash offer, then link the offer to that need. “This offer gives you the cash to move now and start your new job without having to worry about two mortgage payments and that’s exactly the peace of mind you’re looking for, isn’t it?” The same concept applies to a no cash offer or a seller financed offer. Take into consideration the seller’s needs and solve their problem.

I’ve gotten zero interest seller-financing because the biggest problem the seller had was his ego. He wanted to brag to his friends that he got his full asking price. So I let him brag and I got my terms. Both of our needs were met because I took the time to understand his needs and found a way to meet them. You can do the same. Just remember, good questions beget good responses!