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How to Finesse Real Estate Agents When You Are an Investor and Not a Buyer

Many Realtors Shy Away From Investors and Favor Buyers, Know How to Push the Right Buttons and Get Their Cooperation


All too many times the concept of a "creative" real estate deal is not in the game book for a real estate agent when it comes to property investors, rather than home buyers. Not wanting to put money down, or by not offering a deal that is "conventional", can keep an agent from even discussing the offers being proffered by serious investors. Agents tend to play their cards close to the chest and will not allow investors to even have access to their highly coveted MLS (Multiple Listing Service) properties and agents also tend to mistaken a "no money down" offer with someone who is not serious about purchasing.

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If an investor appeals to the "greed button" that most agents have they can get their foot in the door and gain their attention long enough to get the ball rolling. By offering an agent a reasonable amount of earnest money up front, $500 or more, or a promissory note if there is a concern over losing the earnest money, a prospective investor should get an agent to cooperate and understand that they are more than serious about doing business.

Another button that agents have that, is quite easy to put a finger, on is how quickly you can deliver a commission into their bank account. If an investor insists upon having the deal close quickly, within ten days to two weeks, many agents will advise their clients to accept the investor's offer, along with the earnest money, rather than to hold out for a deal that may actually have a higher price tag.

Too many agents are not in the habit of dealing with property investors on a regular basis, they spend most of their time with the average home buyer who is looking for a place to settle down, and create wealth through their assets, over an extended period of time. More often than not, an agent may not fully understand an investment strategy and they are not equipped to make such an offer and have the end result that the investor seeks. It is almost always in the investor's best interest to gain access to the owners so they may present the deal to them first hand. In doing so an investor's enthusiasm, and understanding of how the deal is specifically arranged, will allow them to create a good footing that can result in a fast and equitable arrangement for all parties concerned.

In keeping with pushing an agent's greed button, a good negotiator will never actually take their finger off that button. Investor's must always be offering ways for an agent to profit. No one is going to let a property go if they feel they are on the losing end. Perhaps a deal involves a lease/option, the agent is sure to feel left out in the cold, and they will not agree to a meet. But if an investor assures the agent, that even if they must pay him out of their own pocket in order for him to benefit, then they will.

For an agent to approach the property's owner with a preliminary offer it needs to be in writing. Investors need to draw up a simple and direct offer, one that is easily understood and easily accepted. Then, after the preliminary agreement has been reached, the earnest money can be delivered to the agent, and a more formal final document may then be constructed.

If an investor finds a property that they know is of value to them and they cannot get an agent to cooperate, even after an offer of earnest has been made, then it is time for the investor to become a bit more forceful. An investor must make certain that the agent has actually presented the deal to the client. Many agents, who feel that they are not going to benefit to the degree that they hoped they would, will unethically avoid presenting it to the client. This is when the investor needs to speak directly with the listing agent or the seller themselves. Good negotiator/investors always keep their finger on the greed button and control the deal in their favor and do not let an agent's lack of knowledge or expertise stand in the way of their closing on a property they wish to invest in.


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