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close we can get to 60 so she's already down 10 000 okay if we can come to a comfortable number we can make a deal today yoho let's go this is motivation like honestly you all they went down 10 grand and they want to make a deal today all right what's up youtube this matthew here and welcome back to my channel in today's video you all are going to look at exactly what i said in a text message thread to get a seller under contract before we go on you all like this video just smash it right now do it right now okay you all comment down below if you have any questions about wholesaling real estate or about how to talk to sellers and to just follow up with them and different negotiation tactics that you can use in your wholesaling real estate business also be sure to subscribe if you're not subscribed already and then once again you all if you're interested in being mentored by me click the link down below to apply for wholesale deals academy where i teach you how to get wholesale deals now just building some context of this text message thread uh the property i got it from a driving for dollars lead that i got earlier this year uh and i'm still closing leads from that list of about eight to eight hundred to a thousand records uh so it's crazy so driving for dollars does work you all okay um but i got this lead first i i believe it was back in april of this year and the situation was the seller inherited a property from his dad that recently passed away so it was technically like pre-probate and then over the summer i was still following up with them uh then it went through probate and then after probate and then i got them under contract and so hopefully we should be closing next friday in one week so i'll keep you all updated on that status of that closing and so i'm just going to go over the text messages and you all can kind of learn on how to follow up with sellers um how to respond to their different questions different negotiation tactics to use and sales and marketing skills to use with motivated sellers and the situation with the house itself like the numbers is probably worth 160 all fixed up they were looking for 70 000 initially and i offered them like i think 52 500 because it did need a good amount of work no no major like foundation or structural issues but it never been updated at all um and so i just kept on following up with them i knew i couldn't be at 70 000 i needed to be in the 50 000 range and so i just kept on following up with them and you all will see what i was able to put it under contract all right you all so let's get right into it so this is the text message thread um as you all can see um this is from april 30th of this year so this was after i spoke to them over the phone because they call like a postcard that i had and so i was just following up with them with a text message and i should i just told them this is my personal self because it's different than the area code of this area so i just said hello alexandria and all of this contact information i'm i've been contacting the girlfriend of the person who inherited the property because she deals with all of this so i was to say you know hello alexandria this is matthew hope all is well this is my personal cell but i do live around the area were you able to speak with your husband about showing the house on mosley so basically we when she first called the postcard i called them back they told me about the property i wanted the time to actually view the property and then i just asked hey i just sent a follow-up message so i kept on following up with them and then she said yes i'm sorry i meant to get back to you he can only me on the weekend he will be at the property this saturday after three it's fine i can't make it out on saturday i can do sunday will that work for you can you make it next saturday hello i don't work on saturdays because i don't work on saturdays but i am available all other days with everything going on we were able to look at the properties just through photos and videos this is possible that your husband can send us some photos of the property to us pictures of the interior exterior places where it needs to be updated so right here i'm specifying that uh i'm kind of bringing up this whole pandemic thing to see if it will prompt more motivation in the seller to be honest and also i just let them know hey because of this pandemic we can also close deals without actually physically being at the property just by hearing what the different repairs and updates needed on the property and actually through exterior and interior photos of the property so as we go um later uh she says i can let you know and then she starts sending me these pictures so these are some of the pictures of the house as you all can see this property never been updated probably since the time it was built uh so it definitely needs updating actually viewed the house it had a lot of moldy smell and different things like that these stairs right here they were actually pretty rotten and dipping a little bit you probably need to replace that whole staircase and different things like that all right so as we go further on she just tells me that um these are the interior photo um videos it needs new flooring paint uh kitchen needs updating bathroom needs to be good every done there's also two storage room that we're too dark to get photos up so boom so right here i can tell that this property needs a ton of work it never been updated and that my buyers will need to put a good amount of money into it and as uh you also i'm just i'm keep on calculating the numbers in my mind i don't think at this point i haven't told them a price i know that they were at 70 000 at this time and i think the property all fixed up can sell for like around 160 maybe 170 thanks it does need a lot of work total rehab most likely foundation issues and then she said no foundation no foundation issues that we were aware of and she was correct because i actually viewed the property and there were no major foundation issues and now acts about dips in the floor not any dips uh but the carpet is worn subfloor seems to be in good shape and then i asked about probate you know different things like that uh because like i was telling you all he inherited the house but he wasn't he didn't go through the appropriate yet so he had to go go with his lawyer and get everything together with that process and then um she told me yeah we are still waiting on my husband to receive his hard copy of his georgia license we can't really move forward without it the shutdown has sold the process he's done everything going on his end but has not received it in the mail yet so boom so even right here uh there's there shows more effects of this pandemic that even with them trying to go through probates with a lot of the courthouses being closed and different places being closed that he couldn't even get like his license together and uh in order to start the process of probate so i just try to build a rapport and you know building rapport is actually just un like making it known that you you are hearing and understanding what the seller is saying what someone else is saying so i kind of just repeat what they what they say so i just say yeah those places have definitely slowed down i will follow up with you all soon i need to calculate rehab costs and see if there's a way to expedite this process so i'm i'm building rapport i'm i'm showing hey i'm available is there anything i can do you know i'm going to do as much as i can on my end to help this process and jesus said sounds good so later as you all can see this conversation was happening on may 5th and so i just followed up with her about two weeks later right you all because you know i knew this lead probably would take a little bit wow so i don't have to follow up with this lead every day necessarily but every two weeks worked fine so i said hey following up to see how you and your house feel about the offer because i think this is when i actually called her in person um and i told her my offer of fifty two thousand five hundred dollars i actually put a note on that just so i can remember my offer price for this property because i do go through a lot of different properties and then she said hey we feel it's a little too low to jump on it as several people have shown interest we would like to keep our options open so obviously there are other wholesalers other like just investors looking at this property and you know little old me how am i going to get this property out of like the big wholesalers in town also i'll show you all just stay tuned all right you ask keep on keep on listening keep on watching and i just said hey make sense you know get the best offer for you and your family you know i'm not thirsty for the deals and saying no i'll be your best option i'll said yeah of course like if i was in their situation i'll find a higher price or just the best option uh to move the property so i just and then i started talking about the price i said okay how flexible are you in price what number would you all be happy at all right you also i built that report then i went to the question talking about the price and i think it's very important to build that rapport first before you start talking specifically about the details of the house all right even through text that can still happen through text so we were looking for 70k i would have to discuss with stephen what's the lowest he would take we do have three other parties who requested to see the house to make offers i was like boom so i just texted him i i just left it at that i didn't even respond right away until like four days late later i said hey happy memorial day makes sense that's the best that you can that you can that's yeah since get the best that you can for the property we are making an offer site unseen eventually we will have to see it before closing but we we are open to hearing what it would take to get the ball rolling even before probate is completed uh and then this is when she was kind of ghosting me a little bit but i was following up with her every single week so you see june first seven days later june 8 7 days later june 15th so i you know i'm asking different questions i was like okay checking in to see how the process is going just checking in to see if you went with another investor you know just so i can get that yes or no uh answer from them you know uh are you all not wanting to sell anymore so boom these questions like when you uh send them a question to to request for them to like like showing that you're you're backing away from the deal that really prompts them for a response so i said hey are you all not wanting to sell anymore and their answer in their mind is actually no we do want to sell and i know there's different strategies with negotiations that always go for the yes yes yes yes keeps them saying yes but there also are strategies with you making the seller say no right because in a way that kind of puts them in a sense of control right when you have them when in reality you're actually controlling the conversation but um never split the difference uh chris voss great book so she did respond you know after one two three questions and she says we are but we haven't been able to make any progress with probit yet we are still letting others see the house and make offers okay thanks i still have not seen the house to exactly know what to offer are you all available next weekend to show the property boom no response checking it and i just you know i i text her over a week later to say hey seeing how the process is going still working on getting the ball rolling my husband moves i just said ha ha makes sense i still would like to see the property is there a day this week to look at the property so this is june 30th as you all saw the start of this message thread started april 29th right and so this is already two months down the road i'm still following up with the seller so you all the deals are in the follow-ups all right and this may be my my biggest deal um yet and so i'm going to document that i'm soon you know hopefully everything closed you know i don't want to count it until i have to check in my hand or until it's deposited in my bank account all right you all so so do you know what he's actually off all next week is there any day that works for you and i can make sure we'll be there boom awesome let's go i said great i could do monday july 6 at 11 a.m i'll confirm with him and let you know and then she texts me tomorrow at 11 and still works yes that can still work for me i'll i'll i'll let you all there at 11 i'll be there at 11. i'll i'll meet you all there and that was a typo yes sir we're ready for you boom so i went to the house saw the property on july 6 walked through the property moldy smelled like i was saying um the yard wasn't kept the flooring i did feel a little bit of dips not gonna lie but there weren't like major foundation issues the layout was a little bit weird because there was like a bedroom off the side of the kitchen um and yeah so i i saw the property and then i just followed up with them later it's like hey how are you was your husband able to get probate done so this is when they're actually starting to do probate he's actually hiring a lawyer to handle it for him but i will let you know as soon as he's done thanks for checking in july 14th so after two and a half months of following up with them they are now actually starting probate process of hiring a lawyer to get it done for them crazy so okay thanks for getting back with me boom so i just follow up with them later so i just said thank you for letting me know and i don't expect her to respond back to me i have to be the active person in this relationship right i have to be the proactive one so i reach out to her again hello alex reaching out to see how everything is going with probate basically so they're in the process of listing it the house for 30 days so any collectors are aware of his death as soon as we hear back from the lawyer we will be in touch okay so you all are going to listen and market but not sell it just let collectors know correct we were told we had to do that by the lawyer gotcha i'll follow up in a few weeks thanks so basically they went with their lawyer the lawyer for probate they had to list it on the market just so people can be aware of the property and collectors can uh if they have like a lien against the property they can see that it's being listed and contact the owner contact the lawyers in order to get their money or something so that process takes 30 days and so that i was messing her july 29th so basically the whole month of august was that time when they would they had to list it boom so i checked in september 3rd so probably about a month later i say hey i like checking in to see how you all are doing how is probate going we think we're close waiting to hear back from the lord great so you all didn't have to list the house we did but not for sale just for if someone wanted to put a lien on the house right so the 30 days on the market passed already i'll check back in a few weeks to see what the lord says sounds good boom hey matthew okay so she reached out to me all right so this was september 3rd boom it seemed like probate was done everything went well within 30 days i guess no uh collectors came in to put a lien on the house or anything like that she said hey matthew we are ready to sell we are getting another offer but we wanted to check back with you to see what your offer was again so boom all right you all now we're in the trenches now we're talking about the money like what do we offer this seller what do we say so i just said hey alexandria that's awesome you know they're ready to sell because of the mold flooring issues and effects of the real estate market my offer still stands at 50 to 5. when are you all making a decision hopefully within a week boom so here you are i tell the reasons why this is my price uh you know the condition of the property the market you know the economy i don't know how the economy would be in in 10 years right and then i just asked them when are you making a decision i'm not saying hey is this a good price because that's my price i i'm making the impression that this is my price i am not changing it right so i just said when are you going to make a decision hopefully within a week so i know they're motivated i know that their timeline to sell is coming shorter and shorter and shorter boom gotcha what do you all think of the offers you are getting what kind of offers are you all getting so now i kind of put it to the other investors like okay you know where obviously there are people interested in the house how are they presenting their offers how are their offers compared to mine and different things like that just so i can know where i stand in this situation right i don't want to waste their time or my time and say they're all in the same ballpark as yours but we have two others to look at it boom so i'm you know i'm actually surprised i'm proud of myself my my numbers were decent you know because even at 70 000 i know i could have moved it at 70 000 but i was like nah you know i i think i think i need to be lower with this this property and so i said hey make sense i know you all have to weigh all options and do what's best for your family but out of curiosity what would it take for us to make an agreement today so i really put her on the burner i say you know once again do what's best for your family obviously i'm interested in this property what can i do what will happen in order for us to make business today so i kind of put her on the spot you know i kind of want to see how she would react and what they say but she says i have to get offers before we make a decision we're we're hoping to get around 70 and your offer is farther below than that than we're comfortable with okay would you also pay closing costs so they're still around the seventy thousand price range which is fine so i said yes we will pay we would we would do that i said if there are any liens like mortgage property taxes for this year it will have to come out of the sales price but for title search closing costs and everything else we pay for it all right boom since this is a cash purchase it is very straightforward and quick is there any other terms you all had questions about not at this time stephen said he would have to be at 70 to make a deal today he still wants to have others look at it boom so they're still at 70 they still are rating their options they're still wanting other people to view it i said i understand i'll check back in a few days to see what you all are thinking so i'm not hesitating i'm not budging in my price i'm letting them do their thing all right you all i'm saying okay cool boom i said and then she said thanks then she texts me later so i know they're motivated when they kind of reach out to me now because this conversation was september 9th and then five days later she texts me september 14th she says matthew we've been thinking more about your offer let's go and we just can't figure we can you just can't settle on that figure would you be willing to negotiate we know that property values increased seven percent the last year and we're anticipating another two percent so we know although it needs a lot of work the value is there would you be willing to meet in the middle boom so we have the motivation we have someone who is motivated to sell who um who's willing to go lower than their initial asking price for the property uh and all this other jumbo about property you know values i guess that's just them just trying to you know justify their price because they know the property does need a lot of work so there's definitely a stronger sense of motivation that they want to get this deal done they want to get the ball rolling to closing to get their cash all right you all so i just said hey good morning alex thank you for reaching back with me yes this year so far property values have increased but with everything going on and election coming up we really cannot estimate the value later this year so i just i just agree with her you know you can always agree with the seller even though they're wrong about things sometimes uh just just so you can build that rapport you know going back to building report billing rapport and then i i say my case i say yes the property needs a lot of work and i do offer the best as is value for the property because to me if i'm an investor that's how much i would pay for a property in that current condition you know despite property values increasing no i mean i'm buying the property as is right now this is how much it's worth right so it was it was great meeting you all and i really want to help you wow i know my investors and i can't budge much on the price but what's the best price we can work out boom so she asked me for a price but i ended up turning it around on her and saying no i want you to name your second price first all right so once again you all let the seller name their price first okay because originally she offered her price for a 70 000 then i offered mines then she wants to meet in the middle i have her give her second prize first before i give my second price boom all right she said i understand steven wants to know how close we can get to 60 so she's already down 10 000 okay if we can come to a countable number we can make a deal today yoho let's go this is motivation like honestly you all they went down 10 grand and they want to make a deal today all right so this is what september 14th boom i said okay after running some numbers the match we can go is 56259 you all come up honestly you know i had that you know it that's a negotiation tactic you know using like specific numbers so you can uh because it kind of shows the seller that you really you really thought through this process you really calculated in your mind the renovation and the rehab and everything about this property and different things like that and then she said can we meet at 58. i knew this was a deal at 58. i even knew this it was a deal at 60. and so you know in my mind i'm like yes we can do 58 but this is what i say listen you want to watch this carefully i know this is a longer video but this is fire you guys like if you made it this far you guys this is fire boom so i said i said if we are able to get the paperwork done soon and access to the property so i can have my partners and contractors walk through the property we can make 58 000 work i can send over their agreement electronically via email what's a good email boom yes exclamation point so right here i said okay 58 000 will work but i need access to properties to show my investors which are my cash buyers uh and i can send the thing electronically so you all that's what that's what happened she sent me the email um and then after that we she signed the document through docusign docusign is just a website that you can use to send pdfs so people can sign electronically through email and then you you can email those documents over to the title company so you can all do this from the comfort of your home or from your office or whatever and they said yes and we agreed on pod 58 000 and so we locked it up and so um i already have this property assigned and so later on i'll tell you all about how i found a cash buyer how much i signed it for how the uh how i found my cash buyer and how the cash buyer appointment went all right and how i was able to schedule a time even when the seller was there to show my cash buyers the property all right so you all stay tuned make sure you guys smash that like button button because this this this this is a high value video you all so um if you all have any questions be sure to like comment subscribe due to all that jazz and i'll talk to you all later peace