Why Agent Sends other People Deals YOU Never See

After purchasing over 300 rental properties, $37 million in apartment complexes, starting with basically no money, I've learned that most people do not know how to talk to brokers, which is why they're not finding deals. You have two main deal sources. You got owners and you got brokers. You know, the professionals whose entire job is to sell you properties and to find deals. Most people don't know how to talk to them. In this video, I'm going to share exactly what's worked for me, how I've bought a ton of deals, over 200 of my rentals. Were listed by a real estate agent online. I'm going to teach you how to talk to these agents, how to talk to brokers, how to make money off of listed deals or relationships with those who actually list the properties. Oh, by the way, if you're new to the channel, my name's Christian Osgood. I bought hundreds of rental properties starting with basically no money. I was able to do this through creative finance and through building relationships with owners and brokers. This is a huge piece of how you play the game, working with those professionals, who are actually out there finding the deals, bringing you the opportunities. If you can get a team of people who is constantly feeding you deals before they send them to everyone else, you're going to make a ton of money. You can buy a lot of real estate. How do you get to that point? Well, it starts with a basic conversation. With owners, we start with a relationship and it may turn into transaction in the future. Brokers is the opposite way. These are salespeople. We're going to treat them like salespeople. You want to make yourself The most obvious buyer for the property. If you don't know the broker yet, you find someone who lists a property online. There's a flow we're going to go through, a few major touchpoints we'll have in every conversation that's going to position you. I'm going to show you how to actually get sent the deals before everyone else gets to see them. You need to treat it like a conversation about a deal though. We are not talking about creative finance yet. I don't care if you have money. I don't care if you don't have money. You're not opening with, hey, I saw this deal online. Are they open to creative finance? Can they sell or fi— guys, That is like calling someone saying, hello, I don't have any money and I don't know how to buy a deal. You're going to talk about the deal before you talk about the money. This follows the flow: deal, then debt, then equity. By the way, come into these things prepared. Come into these sharp. I've been sharing a journey with you guys over the last few videos with Magic Mind. It's one of my secret weapons to stay super sharp in every single meeting. They just came out with their sleep formula. This stuff is insane. I get way better sleep. I fall asleep faster. I fall asleep deeper. I wake up rested. I've loved the traditional Magic Mind Morning Shot. Wake up, get energized with premium ingredients. I actually have a discount code for you guys below: www.magicmind.com/theownerjam. They're going to give this to you 45% off. I absolutely love this stuff. This gives me an edge in every meeting with every broker. Highly recommend you do the same. Figure out what works for you, but stay rested. Get to these meetings prepared. Now, what do we prepare with question-wise? How do we come in armed for this meeting? Well, the first thing you're gonna do is you're gonna call on a property they already have listed. If they have a property listed and it's on market and it's ready to go, this is absolutely perfect. You're gonna call on the transaction to position yourself as a buyer. This makes sense, right? Question number 1, is it still available? You look like an idiot if you call and the property's not even available. You start with the deal, you find the debt, you find the equity. This works with a broker. So I'm gonna call, is the property available? Question number 2, generic about the area. You want to let them start selling the property to you. Let them get in their own rhythm. You just ask like, hey, I'm familiar with this market. Not as familiar with a specific neighborhood. Tell me about the property itself. What do you know about the area? Give me some insights. General, listen, let them do their thing. Ask a specific question, ideally a negative question about the property. I see it's been on market for a while. Has there been anything that's been holding it back? Or, okay, I see what we like about the property. What is your least favorite thing about the property? A specific negative question about the property. This shows that you have some bit of skepticism. It also allows them to sell even more, allows them to present. All you're doing is just narrowing down those that you're serious. Our fourth point, the money question. How is the bank? Going to look at this deal? How is the bank reviewing this transaction? If they say it's a high down payment, it's because there's deferred maintenance, there's bad books, or there's low income. Either way, you're asking a ton of things about the deal in one simple question. This shows you're a professional. You navigate it. And if they say, oh, well, the bank's going to want 40% down. 40%, that's a lot. Why do you think they're going to want so much? Now they have to reveal more about the deal. Now you have unique insight, but more importantly, You've walked through the psychology of, you've talked about transaction, general questions, close-ended questions. Now you're on financing questions. In their mind, they're going, oh, this is someone who knows what they're talking about, who is now talking about how they're going to fund and close the deal. You're farther down their sales cycle. They now believe you're ready, able, and willing to buy the property. Now, if you want to bring up creative finance in this, I usually recommend not to do that on the first call, but if it is appropriate, say there is a high down payment required. Awesome. Does it need to be taken out with bank finance or are they open to getting creative? I'm good either way. Do not make it about needing creative finance. That is not what we're calling about here. We're building a relationship. You can test openness if you're really looking at buying this deal. If you're just looking for the relationship, a great pivot is like, okay, I will take a look at this. I'm going to do a little deeper underwrite. Any numbers you can share with me, I massively appreciate. A last question for you. With everything out there on market, is this the deal that I should be looking at? And they'll probably ask something like, well, what do you mean? Yeah, I love this deal. I'm curious if there's anything else that you think is even more exciting. I am looking for, and this is where you give them your general criteria. I'm looking for properties just like this one, this unit count. I'm looking to close this in the next 60 days or so. I want to look at this deal. I'm curious if I need to be looking at anything else. Now they're getting used to, okay, there's a future presenting deals. Here's the last thing you're going to do, and this is going to seal the deal. This is where other people fall short. You've qualified yourself. A lot of brokers will say, okay, I'm going to add you to an email list. If you hear this, you have failed. You do not want to be another person at the bottom of their email list. Here's what I do. I come back on the property that we spoke about and I ask if I can write an offer. It does not mean I'm offering on what they have listed. Often listed deals are bad deals. Everyone else has seen them. I'm going to do the math and I'm going to say, this is where this deal works for me. And I'm going to give them an honest offer. I would buy this property at this price on these terms. Call the broker and say, have you had a chance to look at this? It's not what they're asking, but this is where this deal would work for me. Would it be offensive to the owner if we submitted this offer or is this worth them taking a look? Sometimes they'll say, no, it's not worth it. I don't think that's going to fly with the owner. And it's like, that's totally fine. I don't want to waste your time. Sometimes they'll say, yeah, let's just get it in front of 'em and see what happens. And sometimes the owner actually says, yes, we can buy the deal. But if you position it this way, you've gone from, I don't know you, to we've talked about a deal, you've shown you're competent, and then you put an offer in front of them. If you get that offer written, you are going to be one of the next calls for this broker. They're like, I have a client who will write offers on this type of deal. And I know that they'll go all the way through the cycle of writing an offer. They have committed. To giving an offer on the deal. You are in a different category. So many people stop before they get to the offer. I am not suggesting that you are going to just sling 100 letters of intent every month. I'm not suggesting that you're going to write an offer on every single thing that you find. But if you're consistently writing an offer or so a week, you're talking to brokers and there's an offer that comes up, say 2 to 4 times a month, you're starting to build real credibility. You're writing real offers. Now, if you don't know how to write an offer, you don't know how to analyze a deal, You gotta get that step down before you're even trying to call the brokers to buy the darn real estate. But if you're on the point where you're like, hey, I am ready to buy a deal. I'm ready to go find my deal. I'm ready to underwrite this deal. This is how you get to the top of the list. Brokers send me deals no one else gets a shot at. And they've always done this. This was before I owned any real estate. It's not because I'm a big player. It's not because I've closed a bunch of deals. A lot of them don't know that. They send me deals because I'm a competent buyer and I write offers. If you can do this, you are ahead of 99.9% of investors. They will take you seriously. You're going to have access that no one else in your market has. Simple, simple steps. I thought everyone knew this. It turns out this is like the biggest secret in real estate. You want brokers to trust you? Ask good questions, write a darn offer. Hope this helped. Check out that link below, by the way. If you guys want to check out MagicFind, I can't advocate for it enough. I love it. It has seriously helped my sleep. It's different than anything else I've ever done. I can watch an episode of Netflix by the end of the thing. I can close my eyes, knock out. I wake up rested every single day. That Magic Mind, the nighttime, the little purple one, guys, changed my life. Highly recommend. There's a link directly below for 45% off. Thanks for watching. If you haven't yet, like, subscribe. I'll see you all on the next episode.