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In this week’s Investor Sucess Podcast episode, your host, Jim Ingersoll discusses his tried and true techniques for negotiating with your motivated seller.
Jim’s never before shared 4-Step ANOT Strategy for your meeting with a Motivated Seller. In this podcast, you will learn:
- How to set expectations for your meeting with a seller
- How to use Reciprocity (an exchange that mutually benefits both the buyer and seller) to your benefit
- The importance of using the word “Fair”
- Learn why you should give the seller the right to tell you “No”
- How building a rapport with your sellers helps you establish trust
- The “Mirroring” technique
- Why it’s good to keep notes on your phone as a “cheat sheet”
- What questions you should be asking to help you screen your seller prior to seeing their property
- The most effective Key Negotiating questions to ask your seller
- The importance of silence when negotiating
The ANOT Strategy:
A= Appreciate – Let your seller know that you Appreciate their time
N = Naturally – Tell the seller “Naturally, you’re going to have some questions”
O = Obviously – Obviously, you (the buyer) will have questions for the seller
T = Typically – Acknowledge, to your seller, that there are Typically two outcomes from your meeting
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