11

MAKING THE OFFER

TALK WITH THE SELLERS BEFORE YOU MAKE AN OFFER

After you have completed the Buying Strategy Worksheet (see Figure 4.1), sit down with the sellers and talk about what is important to them. You know what you are willing to pay. Now is the time to see if you can get an idea of why they are selling. The why may give you a clue as to how anxious they are to sell and how soon they need to sell.

Make sure that you are talking to the decision makers. If a husband and wife own the house, have both of them at the table. If there is another decision maker, such as a relative or an attorney, it is best to first make the deal with the sellers and then make that deal subject to review by the third party.

UNDERSTAND THE SELLERS’ MOTIVATION ...

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