-Author Jim Rohn

   -Steven Scott, Lessons from the Richest Man Who Ever Lived.

   -Grant Cardone, Sell Or Be Sold.

   -If You’re Not First You’re Last

   -Never Split The Difference.

   -Never Be Lied To Again

   -You Can’t Teach a Kid to Ride a Bike at a Seminar by the Sandler Sales Institute

   -Go For No

   -You’ll want to identify the Listing Agent.

   -Virtual assistants can email agents and help find contact info

   -Search online: MLS, Zillow, express.realquest.com (“For sale” tab), Google (Realtor    –                name and name of the company and the word “cell” and “mobile”)

   -Call the office.

    You: it’s Larry, Larry Goins. Hey, is Bob around? Bob Smith. Is Bob around? Bob                          Smith.

    Assistant: She’s going to say something like he’s out in the field.

    You: Oh I really need to get up with him and I don’t have his mobile number with me

    right this second. (wait)

   -Voicemail message: Hey Bob, it’s Larry, Larry Goins, how you been? It’s Larry, you                      should know who I am. In case you don’t remember, Larry Goins, how you been? Hey                man, I need to get an offer to you on 125 Oak Street, hit me back as soon as you can. Oh,

    if you don’t have my number handy, here it is.You should have my number. In case you

    don’t, here it is.

    Realtor: Are you an agent?

    You: Hey Bob, it’s Larry, Larry Goins, how you been?

    Realtor: Good, do I know you?

    You: No man, but you’re going to, right? Yeah, I need to get an offer to you on 125                      Oak Street.Tell me a little bit about it.

    Realtor: Oh you don’t have an offer?

    You: No, but I’m going to get one to you today.

   -(House. Asking $50k. You need to be at $25k).

   -You: We buy a lot of these little houses. Unfortunately, I can’t really pay a whole lot for              them. Little house like that, we would probably need to be somewhere in the low to mid          30s, something like that. In fact, the last house we bought, very similar to this, I think we          paid 26 or 27, something like that. It was a bank home property Do you get many listings          like this?

   -Did I catch you at a bad time or is this ok?

   -I was call about XXX can you tell me a little about it?

   -Is it a blower upper or fixer upper?

   -How much work does it need?

   -How long has it been on the market?

   -Have you had many offers?

   -How is the market there?

   -Would this be a better rental property or retail?

   -Do you get many listings like this?

   -Do you have any other properties I need to make an offer on?

   -The Realtors we work with love us because…

   -Based on what you are telling me, it looks like I probably need to be around…

   -Based on what you know about this seller and the property would you like to email the            asset manager (or seller) and let them know that you have a cash buyer in this range?

   -Do you mind if I get your email address so I can buy more houses from you?

   -Do you have an automatic email notification list you could put me on?

     “This just doesn’t sound like a deal I’m going to be interested in, I have to jump                           through all these hoops. I can send you a bank statement that shows I can buy 30 or 40 of       these things today. But if this doesn’t sound like I’m even anywhere near the ballpark, am       I just wasting your time?”

Your goal with your first offer is to get a counter. Your goal is not to buy a house for that first number. Your  first offer needs to be below what you can actually pay for it. It’s very important when you follow up with a Realtor in a week.

   Realtor: “No, they didn’t even counter.”

   You: Look I know I know I’m not going to buy it for this, but they’re not going to sell

    it for this. Why don’t they send me a counter and let’s keep the negotiating going so in 30        days we can all get paid? Because if they don’t send me a counter, it’s a dead deal, we’re          dead in the water. Let’s keep this thing going so we can all make a little bit of  money, how      about that?”