Presenting Offers - Amazon S3Presenting Offers Presenting Offers 5 Getting your offer accepted is often the single most important element in closing a deal. Whether you’re a new

Presenting Offers

Preview Of What You Will Learn

Sections:

Introduction...............................................................................................................5

Knowing Your Numbers...............................................................................................7Calculating Your Maximum Allowable Offer

3 Step Pre-Meeting Preparation................................................................................11

Step 1: Understand the Seller’s Needs Step 2: Research the Seller Step 3: Support Your Offer

4 Steps to Making an Offer.............................................................................................15

Step 1: Build RapportStep 2: Ask Open-Ended Questions Step 3: Explain How You Can HelpStep 4: Property Tour and Offer Presentation

Anatomy of a Purchase & Sale Agreement..............................................................19

Wrap Up.....................................................................................................................29

You Will Be Able To:• Use the step-by-step process to overcome intimidation and present confident,

winning offers to sellers

• Calculate MAO and WMAO on potential deals

• Understand and articulate the meaning of each line on a Purchase and Sale Agreement

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Getting your offer accepted is often the single most important element in closing a deal. Whether you’re a new or seasoned investor, your overall presentation with a seller can make or break your deal. Presenting an offer is much more than just putting a number on the ta-ble. You’re using your education, training and creative real estate skills to help the seller make a commitment. Executing accepted offers during a seller meeting is dependent on your knowledge, confidence and overall ability to build rapport.

If you’re a new investor, this can seem intimidating. In this system, we’ll help you overcome in-timidation by unlocking the keys to presenting strong offers that get accepted. We’ll also teach you a simple way to calculate your numbers for each deal and ensure that you’re making the right offer, every time.

Understanding the psychology of making an offer and building good rapport are crucial ele-ments in getting the seller to say “yes” to your offer. By applying the steps in this system, you will be prepared to confidently approach sellers and present strong offers without hesitation or uncertainty.

Introduction

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In This Section, You Will Learn:

• Theimportanceofknowingyournumbersbeforemakinganoffertoaseller• ThebasicsoftheMaximumAllowableOffer(MAO)calculationandwhyitworks• WhenitmaybeappropriatetodeviatefromtheMAOcalculation

Knowledge is power, and when it comes to presenting offers, knowing your numbers is the ultimate power. In fact, knowing your numbers is so important that we’ve broken it down into a plug and play calculation. The Maximum Allowable Offer (MAO) calculation is a calculation effectively used by in-vestors for many years. In simplest terms, your MAO is the highest price that you as a buyer can safely offer on a property. Using the calculation eliminates the unknown and allows you to manage risk. In turn, managing risk helps you to make offers without fear or hesitation.

The MAO calculation is effective because it calculates back-wards from your profit potential. Putting cash back into your business and your pocket is one of the main reasons you are in this business, so identifying your profit potential is a good place to start. The calculation is a quick estimate that should be used when determining a rough valuation and initial offer on a property. It is not to be used in place of the deal analyz-er form, but prior to using it.

Here are a few important terms to remember when calculating your offer:

ARV – After Repair Value. This number represents the value of the property after it is rehabbed. This number should be close to retail value.

MAO – Maximum Allowable Offer, MAO is the maximum offer a rehab buyer can offer to a seller to ensure maximum profit and minimal risk.

AWP – Acceptable Wholesale Profit. This is your profit margin or the minimum amount you would like to make wholesaling the deal.

WMAO – Wholesale Maximum Allowable Offer. This is the maximum number you should offer on the property after subtracting your AWP from the MAO when knowing you will wholesale a property.

Knowing Your Numbers

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Calculating Your Maximum Allowable Offer (MAO)Before using the calculation, identify your known variables. These numbers are based on prices and averages specific to your business. The numbers below are examples used for demonstrating the calculation.

Here is how the formula works: 1. Calculate the After Repair Value (ARV) by averaging the prices on

recent and supported comparables.

2. Multiply this number by 70% or 0.7.

3. Next, subtract your estimated repair cost. This gives us our Maximum Allowable Offer (MAO). Please note that the formula accounts for closing costs of 5% and a profit/error margin of about 25%.

4. (Optional) Subtract the Acceptable Wholesale Profit (AWP) from the MAO. Please note, this step only applies when you are selling the property to a wholesale buyer.

Your MAO is $90,000 on this deal. Taking into account the 5% for closing costs and the 25% margin of error, you should not offer more than $90,000 for the property.

$200,000(ARV)

$140,000 - 50,000$90,000

(MAO)

$200,000 x 0.7

$140,000(P/EM)

$90,000 - 20,000

$70,000(WMAO)

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Helpful Tip!The MAO calculation is the go-to formula for isolating your maximum offer. For more in-depth profit evaluation, Use the Deal Analyzer for Flips spreadsheet.

If you are wholesaling this property, it’s important to add one additional step to calculate your Wholesale Maximum Allowable Offer (WMAO). The MAO is the highest offer you can pay as a rehab buyer while the WMAO is the highest offer you can pay when wholesaling the property. Identifying a buyer before you make an offer will help you to determine which number you should calculate.

Assuming that your wholesale buyer is buying at MAO and your acceptable wholesale profit (AWP) is $20,000, you should not offer more than $70,000 on this property.

There are always exceptions to the rule. While deviating from your MAO should not be a habit, here are some instances when you may need to make an offer outside the calculated MAO:

• You live in an area where investors work on smaller profit margins.

• You are selling the property to an end user looking for a specific product and who will therefore buy below market value.

• You have a wholesale buyer who does his/her own work on the property.

Always have an exit strategy in mind when working outside the calculated MAO. Identify the best way for you to make money and then do what it takes to make the deal. In any situation, stick to your numbers and leave emotion out of the equation.

The MAO calculation eliminates guesswork and allows you to know your numbers every time you make an offer. With that knowledge, you are in a position of power and can make decisions, create confident offers and act quickly.

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In This Section, You Will Learn:

• Howtomaximizethevalueofthefirstconversationwithaseller• Toidentifywhatthesellerreallyneeds• HowtosupportyourMAOcalculation

Now that you know how to calculate your numbers and what you should offer, let’s talk psychology. Making the right offer has as much to do with the mental and emotional needs of the seller as it has to do with his or her financial needs. Your job is to build trust with the seller, find out the underlying needs and respond with the right offer. Time is your most valuable asset, so we suggest having your initial conversation over the phone. This section will teach you how to maximize the value of the first conversation.

As soon as the conversation begins, you are building the foundation for your offer. With that in mind, we’ve developed the 3 Step Pre-Meeting Preparation to guide you through the first phone call and to the seller’s front door.

There are the three steps for preparing to meet your seller for the first time. First understand the sell-er’s needs. Then, research the seller. Lastly, support your offer. Let’s go into detail about each.

Step 1: Understand The Seller’s NeedsLet the conversation be about the seller. Often, the best way to discover the seller’s needs is by asking sincere, open-ended questions and listening to the answers. Try to ask interested questions instead of interesting questions. Some of these questions may include:

• What is your timeframe for selling this property?• What, if any, are the other liens on the property?• How can we help you when it comes to moving out of the property?• What is your emotional connection to the property?• Why is it important for you to sell this property?

3 Step Pre-Meeting Preparation

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Remember!• Be real in your response• Express sympathy or offer encouragement• Relate to their circumstances• Build trust

These straightforward questions often elicit personal answers. Be real in your response. Express sympathy or offer encouragement. Relate to their circumstances. People want to do business with people who are like them. Remember, you are building a foundation of trust. In the end, trust will reduce resistance.

If the seller is slow to warm up or offer information, don’t take it personally. Remember that the seller doesn’t know you yet, and that they may be distrustful or naïve. They may even be dis-honest or slow to divulge that there are multiple problems - personal or financial, that affect the property in question. Be sensitive. Continue to build a relationship and ask your best fact-finding questions until you have a good sense of the seller’s real needs.

Step 2: Research the SellerOnce you have determined the seller’s initial needs and have begun to build a trusting relationship, you should research the seller. This research starts over the phone and continues once you’ve concluded the call. Use these three questions to begin your research:

Who else is looking at the property? When you find out who else is looking at the property, you know your competition. You can further research any competition once you finish the phone call.

What is the property worth? Generally, when you ask the seller what the property is worth, they will either give you their own estimate or tell you that a real estate agent has already given them a Competitive Market Analysis (CMA). You need to know that number and whether or not that’s the number the seller is attached to.

How do you find rapport builders with the seller? In this day and age, information is at our finger-tips. Finding out basic rapport building information from the seller can be as simple as entering their name on an online search engine. Taking a quick look at social media profiles will also indi-cate what he or she is interested.

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Step 3: Support Your OfferNow that you’ve calculated your MAO, identified the seller’s needs and researched the seller, it’s time to support your offer. Look at comparables in the neighborhood and then get in the car and do your due diligence:

• Drive by the property

• Know the actives in the area. Drive by any comparables in the neighborhood as well as any REOs.

• Check your MAO calculation and make sure you don’t need to make any changes based on what you see in the neighbor-hood.

Don’t wait until you’re on the property to decide what you want to offer. Sure, you may need to ad-just your number up or down depending on what you see, but a good investor has a plan in place first. It’s easier to steer away from an imperfect plan than to start from scratch.

Helpful Tip!Never lie! If the seller loves baseball and you’ve never been to a game, don’t put on a Padres jersey and pretend you’re a fan. Most people have a good radar for dishonesty and nothing will blow your deal – not to mention your reputation, like being dishonest.

If you can build on common ground, it will help to deepen the sense of trust that you established over the phone. While you’re online, research any other agents or investors who are also looking at the property. It always helps to know whom you may be bidding against.

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In this section, you will learn six keys for building rapport with the seller. These keys will help you to develop a strong relationship with the seller. Additionally, you’ll learn how to be aware of your body language to build trust.

You’ve taken the first phone call and done your research. Now you’re on the seller’s doorstep – it’s almost time to present your offer.

Our 4 Steps to Making an Offer will guide you through meeting the seller, touring the property and presenting the offer.

These are the four steps you’ll want to master:

• Build Rapport

• Ask Open-Ended Questions

• Explain How You Can Help

• Property Tour & Presentation

Step 1: Build RapportBuilding rapport and credibility is one of the most crucial steps in making an offer to the seller. Keep in mind – the relationship you built during the initial phone call was just the beginning. Now that you’re meeting in person, it’s important to influence the seller in a positive way. Start with a pro-fessional appearance and demeanor. Although you may not be aware of it, your words, tonality and body language are three ways you’ll be communicating with the seller. Make sure to use profes-sional language, be respectful in your manner of speaking and keep your body language open and non-confrontational.

Rapport Builders

• Relax. A calm approach will help put the seller at ease. Don’t be in a rush. Let the seller take his or her time showing you around.

• Be confident. You are the professional. The seller will expect you to know what you are doing and to be comfortable doing it. Confidence is contagious.

4 Steps to Making an Offer


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• Use humor. If you can help the seller see the lighter side of what may be a difficult situa-tion, you’ll most likely make them feel comfortable when it comes to accepting your offer.

• Be an equal. Don’t talk down to the seller. You are the professional, but don’t act like you know more than everyone, especially the seller.

• Share emotionally. If the seller tells you that he just got a divorce or that his dad passed away, respond sincerely. Don’t be so focused on the deal at hand that you forget to ac-knowledge what the seller is going through.

• Match your body language to your speech. You know the classics of body language. Don’t cross your arms, don’t avoid eye contact, don’t stand too close, etc. Additionally, don’t let your phone interrupt the relationship you are trying to build with the seller.

A warm handshake and good eye contact are simple ways to convey sincerity and build trust. As you talk to the seller, try to maintain a 30/70 dialogue. In other words, make sure that you’re talking 30% of the time and that the seller is talking the other 70%. The natural result is that you’ll be listening most of the time, and listening is the best way to understand your seller and devel-op a good relationship with him or her. The more you listen, the more likely you are to uncover any, and hopefully all of the seller’s real needs and concerns. Remember, you’re not just trying to make a good impression; you’re paving the way toward making an offer and getting it accepted. Rapport is your first step toward success.

Step 2: Ask Open-Ended QuestionsAsking open-ended questions can be a gold mine for finding out information once you’re inside the property preparing to make an offer. Open-ended questions are a great way to get the other party to talk and gather information that you will use to your advantage during the ne-gotiation. Remember - by definition, an open-ended question should not have a yes or no answer.


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These questions may seem personal; and they are, but they’re also designed to help you help the seller. Knowing that the seller just lost his or her job or just got a divorce, and wants to be out of the house as soon as possible will assist you in structuring your offer.

Step 3: Explain How You Can HelpArmed with the answers from your open-ended questions, you’re ready to help. When you offer additional help, you are creating many opportunities for the seller to make small commitments. Each small commitment is a step toward committing to the overall offer. At this point, even if you’ve done an outstanding job of building rapport, the seller may still be afraid to sign a contract on the spot. This is where the small commitments come into play. Remind the seller that you are waiting to hear back about other offers.

Offer the seller:

• A flexible closing date• Help with the existing appliances• Moving assistance• Help in finding housing• An introduction to a Realtor in the area where

he or she is moving• Help with debt negotiation

Open-Ended Questions1. You mentioned that you’re three months behind on your mortgage payments. How did you find yourself in this predicament?

2. What is your goal from the sale of this house?

3. How are you feeling about your move?

4. What are your worries or concerns about selling this property?

Remember!As you build a relationship with the seller, help him or her to make small commitments and feel a sense of urgency. Together, small commitments and a sense of urgency are often the winning combination when it comes to getting your offer accepted.



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Step 4: Property Tour and Offer Presentation

After offering help, and if you haven’t already done so, ask the seller to show you around the prop-erty. The walkthrough is an important final element in preparing to make the offer. As you walk through the property, point out anything that is noticeably wrong.

This may include:

• Structural problems• Broken fixtures or finishes• Obviously outdated décor• Stains• Major wear and tear • Anything broken or unusable

Don’t be rude when pointing out the flaws, but be certain that the seller knows that you are in control of the assessment.

After touring the property, make the offer. Once you’ve put the number out there, control the situation by overcoming the seller’s objections. Sellers almost always have objections, so try not to view them as something negative. Instead, recognize that an objection means the seller is inter-ested and is considering the offer. You are the problem solver. If you’ve built a good relationship with the seller, he or she will most likely be open to a discussion. Use your creative real estate skills and negotiate. As part of your negotiation, it’s important to anticipate common concerns and have answers ready so that you can overcome the seller’s objections.

Helpful Tip!Use the flinch! When you see something that you weren’t expecting, let your body language communicate your surprise. Flinch, gasp, say “ouch,” or do whatever comes naturally. Don’t over do it, but do let the seller know that the mold in the ceiling definitely affects the value.


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When it comes to making offers, having the necessary paperwork on hand is essential in protecting your interests. Don’t lose time, and possibly the deal by telling the seller you have to run to your car to grab the paperwork. The Real Estate Purchase and Sale Agreement, also know as the contract, is a necessary tool in committing a seller to a negotiated agreement. It’s important that you have this document on hand and ready to prepare as soon as you have verbal commitment. Being prepared demonstrates your confidence in the offer you just presented to the seller, and it helps the seller stay committed to the deal.

In addition to its legal value, the contract has a psychological impact on the seller. Once it is signed, the seller is unlikely to look for other offers. If the seller does continue to shop around for offers, the Purchase and Sale Agreement gives you a contractual interest in the property and, in most circum-stances, protects your right to purchase prior to any other buyers.

Purchase and Sale Agreements come in different formats and may sometimes be adjusted for cer-tain situations. We do not recommend making changes to the contract without the supervision of an attorney or title company. Visiting a real estate investment attorney or title company in your area will allow you to make yourself aware of any rules or regulations specific to your city and state.

The contract is a powerful document. We have found that some investors become paralyzed by the formality of submitting offers, and this keeps them from closing deals. Think of the contract as a money making tool instead of a legal abyss.

Anatomy of the Purchase and Sale Agreement



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Now, let’s demystify the contract by walking through it step-by-step:

Part 1: Parties InvolvedThis section records the vital information for the parties involved. You should have your information already filled in, but don’t fill in the seller’s information ahead of time. Instead, have the seller tell you the correct information and then write it in. This section will ask for the following:

Seller information

• Seller’s name• Sellers address• Seller’s Social Security Number (this section is optional)

Buyer information• Buyer’s name (or entity if you are buying with an LLC, Trust or Corp.). In this section you

should also put “and/or assigns”, after the name of the buyer. Explain that you may close in an LLC trust or bring in a money partner for the transaction. This also sets up your ability to later assign the contract.

• Buyer’s address

• Buyer’s Social Security Number or Tax ID

Helpful Tip!The contract below is a sample of a purchase and sale agreement. It is used for demonstration purposes only. FortuneBuilders recommends contacting an attorney in your area and obtaining a local contract that is legally binding in your state.

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Part 3: Included in Sale PriceSection 3 describes what is included in the property. A standard contract generally lists all the main and usual items you would want to take possession of with a house.

There is also a section for Additional Personal Property. This is where you include any additional applianc-es or furniture that you would like the seller to include in the property. This is generally used when the end buyer is a retail buyer or a landlord investor. In the event that it’s a wholesale rehab property, it’s best to ask the seller what they would like to take with them and if there are any items that would be easier to leave. In addition, there is a section here that allows for describing any terms related to the tenants currently residing in the property.

Part 2: Description of Real EstateThis section simply describes the real property that is being sold and bought. It includes:

a. Street Address

b. City/Town, State/ZIP

c. Property Description: Ex. Single family dwelling; 2 family residence; Parcel ID


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Part 4: Purchase PricePart 4 deals with a crucial aspect of the contract: the Purchase Price. The first line includes the total agreed purchase price.

a. This is where you will write any earnest money into that you will be committed to the property. It gives the seller good faith that you will purchase the home. If you do not purchase you run the risk of losing your initial deposit.

b. Include the amount of any additional earnest money being submitted once the contract is accept-ed. Don’t give the deposit directly to the seller. In the event that the seller is represented, the de-posit check will be written out to his/her attorney’s name as a trustee. If the seller is unrepresent-ed, write the check to your attorney by putting: “Deposit to be held by attorney’s name, attorney’s phone number.” In some states, title companies are used instead of attorneys. In this instance, the deposit check will be written to the title company doing the closing.

c. This section should be completed when obtaining financing. This section should generally be kept blank when you are a cash buyer. This is important because it justifies your lower bidding price.

d. In this section, fill in the type of financing that the buyer will be getting to close the loan.

e. Fill in the balance of proceeds that will be coming at the closing. In order to get this number, take the purchase price minus any proceeds listed in lines a through d.

The last line adds up all the items above and covers the full purchase price agreed upon with the seller.

Part 5: DepositsThis section simply outlines the rights of the buyer and seller in respect to the deposits given. This sec-tion tends to be unique to each state, so check with your attorney to make sure they comply with local regulations.


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Part 6: Financing ContingencyIn this section, outline any financing details if the proceeds are to be financed by a conventional or hard money lender. Generally, as an investor buyer, you will simply cross this section out or check off the “other” box and put in “cash”. Once again, this is to make your offer stronger in the eyes of the seller.

Part 7: Condition of PremisesSection 7 simply states that you have viewed the property in its current condition and have made an onsite inspection. This is mainly a liability release clause.

Part 8: Inspection ContingencyPart 8 relates to any inspection contingencies. It is used when you want your partners, contractors, engineers or other individuals to inspect the property prior to making a decision. You may also use this clause to gauge the demand for the property and determine whether you can make any money by getting it under contract. This clause allows you to renegotiate the contract after you have a contractor or a partner walk through the property.

Part 9: Statement RE: Lead Based PaintThis is a federally required point discussing disclosures related to LEAD BASED PAINT. Some states have a completely separate addendum for this line item.



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Part 11: Warranty DeedThis section states that the seller will be conveying the property by virtue of a Warranty Deed, which means that they will warrant the title. The seller warrants that he or she disclosed any known encum-brances on the property.

Part 12: Marketable TitleSection 12 gives you the option to reject the purchase and regain your deposit in the event that the seller is unable to pass clear title to you or you are unable to obtain title insurance due to a lien or encumbrance that comes up in a title search. This section is an extension of Part 11.


Helpful Tip!Section 10 should always be dictated by an exit strategy, the quality of the deal and the seller’s situation. Remember, as long as you can close within a reasonable time (a couple of days to a week) of this date, you are within the lawful standards for performing on the contract.

Part 10: Occupancy, Possession: Closing Date: _____________Section 10 determines the closing date. Depending on the situation, give yourself at least two weeks to close on the property. Indicate to the seller that you’ll be closing as soon as possible. Explain that title issues or other attorney requests may hold up the closing, and therefore it is company policy to put down a date at least two weeks away. If the deal is “tight” and you know that you’ll have to work hard to either wholesale it or obtain funding to buy, push for a closing that is at least a month away.

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Part 13: AdjustmentsThis section covers any adjustments that will be made at closing. In many states, these adjustments will include taxes, water and sewer charges, estimated oil adjustments and other similar adjustments. Keep in mind that these may vary in your state, so refer to your local contract to make these adjustments in the verbiage of this contract.

Part 14: Buyer’s DefaultThis clause restates the rights of the seller in the case of a buyer’s default on the terms agreed upon in the contract. This is a clause that can be softened. However, most seller attorneys will require that you have some language outlining your obligations to act upon the terms of the contract.

Part 15: Risk of Loss, DamageThis clause protects your interest in the event of damage to the property while you have it under con-tract. It also grants you the option to exercise your right to purchase the property in the event of a fire or other significant damage and receive insurance proceeds for such damage.

Part 16: Common Interest CommunitySection 16 is related to purchases of condominiums or co-ops and is standard in many states.

Part 17: Listing Broker: This section covers details about any real estate agents involved, their contact information and commission splits on the transaction.



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Part 18: Property Condition ReportThis clause covers the property condition report and related statutes will vary from state to state. Note that some states may not have any relevant statutes.

Part 19: Equal Housing RightsOnce again, this is a clause typical in many states. Most states have similar language because anti-dis-crimination laws are federally imposed.

Part 20: AddendumPart 20 covers any addendums and common disclosures included with the contract. For example, the Multi Family Rider, which includes information about any tenants, leases, or deposits, may be included here. This section also covers disclosures from the seller related to the condition of the property. Finally, it includes provisions for additional addendums unique to the sale.

Part 21: Additional Terms and ConditionsUse this section to include any situational obligations that the seller may ask for when negotiating the terms of the contract. These terms are usually the ones that cover the special needs of a particular seller.

Part 22: Fax TransmissionThis is legal language covering transmissions via fax as well as email. Submission using either method will be legally binding.

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Part 23: Complete AgreementOnce again, this is legal terminology stating that there are no agreements outside of this contract and if any changes are made to the agreement it will need to be signed and dated by both the buyer and seller.

Part 24: NoticeThis section states reiterates that any changes to this agreement must be in writing to be legally binding. Remember, this applies to both parties. A verbal agreement between you and the seller (i.e., price adjustments, closing timeframe, etc.) is not sufficient. You should always get everything in writing.

Part 25: Buyer and SellerSection 25 states that it is the obligation of the seller and the buyer to request a copy of the contract at the time of signing.

Part 26: Time to AcceptThis section simply dictates how long the seller has to accept the offer. Generally, try to cross through this item. This means the seller accepts it upon signing. However, in instances when the seller refuses to sign the contract, wants to talk it over with a spouse, insists upon a review by an attorney or sim-ply wants a day to think it over, grant them a 24 hour window to accept the contract. Do your best to persuade the seller to sign without any acceptance contingencies. However, if he or she is unwilling to execute the contract, it is better to have them take action and partially commit to the contract than to walk away empty handed.


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Congratulations! The contract is signed and you’re on your way to closing a great deal. You’ll find that presenting offers and getting them accepted becomes easier and easier. Remember that present-ing an offer is one part financial and one part psychological.

On one hand, real estate is all about numbers. Knowing your numbers is the core of your business. As you become more and more skilled at crunching numbers, you’ll find that it is integral to pre-senting your best offer. On the other hand, real estate is all about understanding people. Each ne-gotiation is different, and you’ll grow more comfortable as you get more practice. Conversations will vary with the circumstances and the seller. Embrace each potential deal as an opportunity to make yourself better. When an offer isn’t accepted (and there will be plenty that aren’t), consider yourself wiser for the experience, and then move on to the next deal. When in doubt, stick to your MAO, and don’t let your emotions get the best of you. When you know your numbers and have built a trusting relationship with the seller, your offers should be stronger and your success greater.

Important!If you are a real estate agent, you may have to use your state contract to stay in compliance. Please call your local Board of Realtors to find out if this is true in your state.


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Wrap Up

STAGE #7CONTRACT THE PROPERTY

& CLOSE THE DEAL

STAGE #1KNOW YOUR NUMBERS & CALCULATE YOUR OFFER

STAGE #2FIND OUT NEEDS &

RESEARCH THE SELLER

STAGE #3DO YOUR DUE DILIGENCE ON THE PROPERTY TO SUPPORT YOUR OFFER

STAGE #6EFFECTIVELY HANDLE ANY OBJECTIONS YOU

MAY ENCOUNTER

STAGE #5GO ON A TOUR OF THE PROPERTY

& PRESENT YOUR OFFER

MEETING PREP & MAKING AN

OFFER

STAGE #4BUILD RAPPORT WITH THE

SELLER, ASK THE RIGHT QUESTIONS & EXPLAIN HOW YOU CAN HELP


This information is for educational purposes. We don’t believe in push-button profits—we believe in proven business systems, education,

drive and hard work. We are committed to teaching you how to reach your goals. In promoting our educational programs, we illustrate

success stories. We want you to know, students are not compensated for their testimonials. However, many of our most successful students

join our team as Coaches and Trainers. As stipulated by law, we cannot and do not guarantee results or offer legal advice. As with any

business, your results will vary and will be based on your drive, effort, follow-through and other variables beyond our control. We believe in

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Presenting Offers - Amazon S3Presenting Offers Presenting Offers 5 Getting your offer accepted is often the single most important element in closing a deal. Whether you’re a new