CHAPTER

Negotiating with the Owner

In this chapter and the next, we will teach you how to negotiate with owners and buy their equity. Once you have contacted an owner who is in the pre-foreclosure phase, either by phone, letter, or in person, and have set up an appointment, your next step is to prepare for a face-to-face negotiating meeting.

After we show you how to prepare for the meeting, we will show you how to make the foreclosure options presentation. Negotiating with the owner then becomes a simple task of helping them choose their best option. Of course, the best option for you is that the owner agrees to sell their property to you. It is important to realize, though, that you may not wind up making a deal right away.

Benefits to the Owner

Many of the foreclosure options benefit just the owner. But we have found that even when we help an owner and dont come away with a deal for us, we still benefit. Many times owners solve their foreclosure problem only temporarily. If they cant resolve the root cause of the problem that led to the foreclosure to begin with, they are likely to wind up in foreclosure again. Our experience is that this occurs 9 times out of 10.

Whom do you think they will call the next time they are in trouble? They will call us (you). We helped them the first time. Maybe we can help them the second time. And if there is nothing they can do to avoid