In this training excerpt, Chris Prefontaine and trainee Judy role‑play a conversation with a skeptical home seller about creative financing. They discuss common seller objections—such as wanting cash now, concerns about realtor commissions, and uncertainty about future returns—and demonstrate how to address them by highlighting benefits like tax deferral, capital‑gains exposure reduction, and estate‑planning advantages. Chris emphasizes the importance of borrowing real‑world community stories (e.g., a 20‑year deal that spread capital‑gain exposure) to build credibility, and he models probing questions to uncover the seller’s motivations and to set a clear follow‑up plan (e.g., “What’s your plan B if this doesn’t go?”). The dialogue showcases a conversational, instructional tone aimed at equipping agents with scripts, objection‑handling techniques, and follow‑up strategies for presenting creative financing to doubtful sellers.
Chapters
How long they owned it for capital gains reasons, for tax reasons, all matters because that's why the guy sold me the building when every realtor wanted to give him a cash or a full price offer, but close now. He didn't want it.
One thing that I come across a lot is, why would I wait for my money? Or why would anyone wait for their money? And my response typically is because you'll net more for your property. Well, how, how— and then you go like not paying a realtor commission, and you know, you start saying some of that stuff, and they're like, well, a realtor commission, if I invested that in the market, I'd get that back in the, you know, 4 or 5 years you're talking about. So—
There's 2 other questions in there before we get to that, and then the same question is going to be about what happens if you don't get that, right? Conventionally, should I check back with you or not? Jesus, I lost it. Blah blah blah blah. It'll come back. But the question about what do you do if it doesn't happen is a normal one. But I had two other ones. I'll think of them as we go. Anything to chime in there, you guys? No, Judy, I cut you off. Go ahead, keep going.
Yeah. So then they say, well, you know, if the realtor commission is You know, $25,000, $30,000. Um, I can get that by, you know, putting that money in the market.
Okay, maybe you should. Uh, let me ask you, if it doesn't go, what is it? You're just gonna hang on to it, or would you be lowering the price until it went and then just be quiet?
Okay, that's actually a good response.
And then they'll find— you'll find out more. I thought of what I was going to say. I told you it would come back. It does once in a while. Um, it's relative to how I did the building. It comes to mind all the time because when they say, how will I benefit? I don't know yet. I got some questions. So how long they owned it for capital gains reasons, for tax reasons, all matters because that's why the guy sold me the building when every realtor wanted to give him a cash or a full price offer, but close now. He didn't want it. He wanted to spread it out and for estate planning. So could you guys maybe perhaps use that story in your calls? And should you— should all the time borrow stories from the community. So, so Judy, it sounds like this on a— Well, Besides that, the gross that I just told you, when they squished it and said they're going to go invest and say, well, there are other reasons too. We recently closed on a building where the owner did a 20-year deal with us because they wanted to spread out their exposure to capital gains. And they also wanted to do some estate planning. So I don't know if that's you. Is that something that would be in your wheelhouse right now or something that's affecting the family right now or something that's a concern right now? So always borrow a story from the community that you heard. And use it that you just did that deal with your with your partners.
Okay.
That help a little bit?
Yeah, because it seems like everybody wants their money now. I'm just gonna list it with a realtor. I I just want a traditional sale. That's what I get like 99.8% of the time.
Yep. Normal in your script. I hope everyone is. Yep. 99% of homes I buy, the sellers wish they had that, and I chuckle when I say it. But here's what's going on in the market. So if it doesn't go, what would be your plan B? Just so I know if I should call you or not.
Okay.
So again, you're telling them you're stepping away, but just— I'm just asking you this just in case I should call you back.
