What To Do When You Lose A Deal
By Jason Hanson
The author has permitted the reprinting and redistribution of this
article.
You’re sitting at the kitchen table with the seller and
everything is going great. You have been on your
“A” game, the seller seems very motivated, and he
says that he is ready to sign the paperwork. You pull out the paperwork
and start filling in all of the blanks. Inside you are screaming for
joy, because you’re about to get a great subject-to deal and
this puppy will cash flow $700.00 a month. You’re explaining
all of the paperwork to the seller and he is nodding his head in
approval as you show him document after document.
You’re finished explaining everything and you hand the seller
the pen and tell him that you need his autograph and he will never have
to worry about the property again. He picks up the pen but
doesn’t sign. He just stares. It seems like time is standing
still, but you don’t say a word. Finally, after the longest
60 seconds of your life, the seller says he is not ready to sign and
has changed his mind.
You’re astonished and you ask the seller why he has changed
his mind He tells you that he is not sure he wants you to take over his
payments and he brings up objection after objection. You handle these
objections with ease because you’re a pro and know your
scripts. You do everything you are supposed to do, but it is clear that
the sale is not there and you’re not going to change the
sellers mind. So you get up from the kitchen table, thank the seller
for his time and tell him to call you if he changes his mind (you of
course follow up with this guy every 30 days).
When you get home you are upset and royally ticked off. Unfortunately,
this happens and is the nature of the business. As good as you get, you
will never close every deal. When you lose a deal, you need to quickly
remind yourself that this is a business and you need to detach your
emotions. I have seen many investors stew in anger for weeks over deals
they lost. All they talk about is “the one that got
away”. Let go of it. What is done is done. Forget the past
and move on to your next deal.
Losing a deal is just like losing a girlguy (or falling off a horse).
Get back up and get over the person you lost, by going out there and
getting more deals. You will never get every guy, or every girl or
every house.
Jason R. Hanson is the founder of National Real Estate Investor Month,
author of “How to Build a Real Estate Empire” and
mentor to students all across America. To get a FREE copy of
Jason’s Special Report “The Insider’s
Guide To Buying Your First Investment Property in 83 Days or
Less!” visit httpwww.PrimoCoach.com or call
800-865-1702.
If
you would like to take advantage of the market and learn how to invest
in real estate and you are local to the Dallas Fort Worth area, I know
a really great teacher and mentor here in Arlington Texas. Please take
a look at his web site: DennisJHenson.com,
Dennis has a great Mentoring and training program, I know because I am
one of his former students. I learned a lot from his one on one
teaching technique. - Michael Harman 817-457-7572
mchfun.business@gmail.com
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