Re: Lease/option: Selling the Seller on the idea - Posted by Tony-VA
Posted by Tony-VA on December 11, 2001 at 19:19:42:
It would seem to me that this Seller is ripe for a Lease/Option deal.
Nail her down on it. “Let me make sure I understand you correctly, if I can solve the maintenance/repair concern for you, is there any reason you can’t do this deal today” type approach will set you up for the close.
If she agrees that this is her only objection you are preparing for landing this deal.
Explain that you too have a concern about repairs that might come up on a property you are not yet familiar with. Explain that you assuming such a responsibility could get expensive for you.
Now work in the terms to create a greater profit spread and justify with her own fears.
Take a couple hundred dollars (or whatever you choose) off the monthly payment for taking on the responsibility of making repairs. (Remember, you are going to pass the same responsibility on to your Buyer).
In doing this you create a greater profit spread for yourself (you may even be able to negotiate down that option consideration (if she was asking too much) for assuming the repairs and maintenance.
In a nutshell, agree with her concern. Show her how you can solve it but that you would need a little incentive to do so. Then close this deal and pass the responsibility on to your Buyer as well.