Joe DownsCEO & Co-Founder, Belrose Storage Group. Founder, Storage Moguls.

Five common seller fears—and how to answer them

18 Apr 2026 · 1 min

Watch on YouTube

0:51

In this short instructional video, the presenter outlines five frequent objections that sellers raise when a seller‑financing arrangement is proposed, focusing on the three most common concerns. The first concern is the seller’s fear that the buyer will stop making payments; the speaker explains that a deed of trust gives the seller the same foreclosure rights as a first‑mortgage holder, making the property a clear security. The second concern is the possibility that the property’s value will decline; the presenter clarifies that the seller’s first‑mortgage lien is typically limited to about 60% loan‑to‑value, meaning the property would need to lose more than 40% of its value before the seller’s secondary lien (the seller‑financing position) is jeopardized. The third concern is market risk, illustrated with the example of a stable boat and RV market where demand is documented, making a significant loss scenario remote. Throughout, the speaker advises agents to address these worries confidently, calmly, and with concrete data, positioning the seller‑financing deal as low‑risk for the seller.

Chapters

Here's 5 seller concerns that you should know the response to before you sit down at the table. These are very common. What if you stop paying is the most common. It's the most number one concern from a seller when, when we're introducing this idea. You want to address it confidently. Simple responses. The deed of trust gives the seller the right to foreclose if payments stop, exactly like the first mortgage. The property is their security. Just explain it clearly and calmly. Sometimes they'll ask, what if the property loses value? Well, the bank's first lien at 60% LTV means the property would need to lose more than 40% of its value before the seller's second lien position is at risk. In a stabilized boat and RV market with documented demand and the seller knowing what they're selling you, that's a remote scenario and you should point it out that way.