Christian OsgoodCEO, Multifamily Strategy · CEO at Multifamily Strategy

Most Investors are Failing

22 Jan 2025 · 1 min

Watch on YouTube

0:59

In this solo advisory video, Christian Osgood critiques the common approach many real estate investors take when contacting brokers—brief, superficial calls that land them on automated email lists without real deal access. He argues this is a failure and outlines a tactical framework to become a more valuable buyer. The framework includes asking concise, intelligent questions to uncover deal specifics, thoroughly underwriting the property to calculate a viable offer, and proactively submitting that offer before the property hits the market. By doing so, investors move into the "ready, able, and willing" (RAW) buyer category, which earns broker respect, increases the flow of high-quality deals, and ultimately leads to more successful purchases. Osgood emphasizes quality over quantity, urging investors to focus on deals they can realistically make work rather than flooding brokers with numerous LOIs.

Chapters

Most real estate investors don't know how to talk to brokers. A ton of investors will call a broker on a deal. They'll talk about the property a little bit. They'll hop off the phone. They'll get added to an email list. They're like, successful call. They're now sending me deals. Being on the bottom of an automated email list is not success. You have failed. You need to look at the deals before they go on market. You want to look at the best of the best. Here's how you do it. One, ask intelligent questions, concise questions about the deal. Actually try to work the deal, underwrite it, and come up with an offer where the deal works for you. It may not be something that the seller will actually accept. But actually do the math, get back to the broker and say, hey, I would like to offer at X. Now, as a bonus side effect, occasionally the seller will actually say yes to this and you'll end up buying some real estate. As a bonus, you move into a category of buyers who will actually write an offer, which puts you in a different echelon from almost everyone else looking at deals. I'm not saying write a million LOIs. I'm not saying write up every single deal you come across. I'm saying if you have a deal that you think you might be able to make work, ask the broker if you can submit that offer. You will start buying more real estate. They will start sending you more deals. You've now graduated to ready, able, and willing buyer. Brokers will appreciate this. Hope this helps.