It’s a Numbers Game

One of the biggest mistakes I see and hear when investors talk to buyers is this…

Buyer: “Not for me Investor, I’m ready to buy, but the area and numbers don’t work on this one.”

Investor making mistake “Um, OK.” (And head down and slouched)

In this situation, the buyer either doesn’t like the area and/or the numbers don’t work. Its cool. It happens. Its a numbers game right. Sometimes our properties will not be for everyone. But….

Instead of slouching your head down and moving on, do this instead….

The buyer expressed interest and is ready to buy now!

The fact that he doesn’t want THAT property is OK. Instead of moving on, go through your other inventory that DOES fit the buyers price and/or intended area and sell them that one…

Got it?

Don’t just move on without matching up one of your other properties that fits the buyers criteria. Sell them one of your other properties.

So the exchange above should go like this…

Buyer: “Not for me Investor, I’m ready to buy, but the area and numbers don’t work on this one.”

Investor making it happen 🙂 : Awesome. Not all of them will work thats cool. I tell you what, you are ready to buy and I know your criteria and area….How about the single family I have at xxx that does fit your price and area. Did you see that one?

Buyer: “Not yet, tell me about it.”

Voila.

Or….

Investor making it happen:

“I understand, this one doesn’t work but that’s cool. Hold on….A property just came in yesterday that fits your price level and area and the numbers look good. It will probably sell in a couple of days. Did you see this one?

Instead of moving on to the next buyer, you have a buyer right in front of you motivated to buy, so if you have something that fits what they want, service them!!

Too many investors I know make the mistake of not attempting another at bat with their buyer. When you’re selling a wholesale rehab or rental, its all about at bats. Even better at bats with motivated buyers and a targeted audience.

Tell me how this works for you.

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