3 Smart Ways To Get The Seller Say The Price First

He who says the number first loses. It's one of the oldest rules of negotiation and very true. There's 3 ways that we aim to pull the price out of the seller. First and foremost, I'm asking, how much do you need? Not how much do you want, but how much do you need out of this transaction to move on and accomplish what you need to? They give me pushback. Hey Jake, I really just want to see what you would offer me. Great, totally get it. I'm gonna have to look into that, but just ballpark off the record, what were you hoping to get for it? They still give me pushback. No, listen, I'm not playing that game. Totally get it, totally get it. I'm gonna pivot to asking about the neighborhood. What are properties in that neighborhood going for? Are you kind of aware of what your neighbors are selling for? And a lot of times this will pull it out of them. They'll say, yeah, my neighbors are selling for $370,000, $380,000, $400,000, whatever. Okay, great. Is that along the lines of what you'd be hoping to get? And they'll say, yeah, you know, around there, or more, or less, or XYZ. But you're getting some sort of benchmark. If those 3 don't work, then I will pivot to giving some sort of range. You know, and never saying that that's our offer, but other investors are paying this, just to kind of disconnect yourself from that if it's a negative response. And furthermore, this is a great chance to pivot into educating them on the market. So if you can get them in front of their computer, actually pull up Zillow and start talking about different comparables, active and pending, and explaining what those things mean, gives a lot more significance to your comps rather than just talking to them about it, 'cause sometimes they feel like, you know, you're just pulling these things out of thin air. So getting them in front of a computer, It's gonna be the best way to educate sellers on pricing and why you are where you are.