Becoming the "expert"

Becoming the "expert" on creative deals

As I have mentioned several times in the past, the best way to find creative deals is by marketing. This means you need to advertise that you buy houses. This is how motivated sellers find YOU and bring the creative deals to you.

People want to feel as though they are dealing with an expert who can help them. With negative press sometimes surrounding various "investors", sellers can become wary when dealing with you. They want to make sure that they are dealing with someone who is legitimate and knows what they are doing.

Once you get the calls from sellers, how do you actually convince them to do the deal? Trying to convince a seller to sign over ownership of their property to you while leaving the mortgage in their name (as in a “subject to” deal) can be difficult if you are unsure of what you are talking about. You need to come across as the “expert” who is there to help them.

The best way of making this impression is by presenting yourself as a BUSINESS offering a SERVICE. This is why real estate agencies do so much business. Everyone knows that they are a business offering a service to someone looking to sell their house. Nobody questions a real estate agent’s credit or asks for a down payment from them. This is because they are not just presenting themselves as some “investor” who is promising that they will make the house payments!

Your own personal credit never comes into question when you are representing yourself as business offering a service to a seller. The service you are offering varies on the type of deal you are pitching, but many times, it is the “service” of covering someone’s house payments and maintaining the property while promising to buy the property or pay off the mortgage at some point in the future.

If you simply present yourself as an “investor”, you lose much of the negotiating power you get when coming across as a business. People are far more wary of someone who claims to be an investor and wants to take over a property. A business with a set “service” to offer is treated quite differently.

So how do you do this? For one, you need to have a proper business name. You need to make sure you use a name that instantly conveys what it is that your business does. When you hear the name "Zippy Home Buyers", is there much question as to what that business does?

Make sure to have a DEDICATED phone line for your business. You need to make sure that you can answer the phone with your business name. When people call and you are unable to answer, you want your business voicemail to come on for them.

Think about the little ways to convey to people that you are a BUSINESS and not just some anonymous "Joe Schmoe" investor who wants to take advantage of them. You want to appear big. This will instill a bit more confidence in sellers and make it easier to get their signature on the bottom line!

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