Page 118 - Trump University Commercial Real Estate 101

TRUMP UNIVERSITY COMMERCIAL REAL ESTATE 101

“ What do you plan to do if the building doesn ’ t sell? ”
You ’ re implanting a sense of anxiety in the seller if she really
needs or wants to sell. It may also indicate to you that the seller is

unmotivated if the response is “ Oh, I ’ m fine with holding onto it for a
couple more years. ”
“ When did you want to close? ”
This helps you to gauge the seller ’ s sense of urgency. Some sellers
will be cagey here, but others will come right out and tell you that
they ’ re doing a Section 1031 like - kind exchange and they have another
42 days to get it done. You won ’ t know unless you ask. When you do

ask, watch the body language closely for signs that confirm or counter
her words.
Regardless of what she says, structure your offer around her
answer.
“ Why do you think it hasn ’ t sold yet? ”
This shifts the seller ’ s perspective to one that can help you. It may
not only create a little anxiety, but the seller may come right out and
tell you what other prospective buyers have said about the property.
“ Have you thought about carrying back fi nancing? ”
Now you ’ re fishing to see if the seller is willing to take back a

mortgage. For every bunch of “ No ” answers, you ’ ll regularly be sur-
prised by the number of sellers who say, “ I ’ m open to that; what did
you have in mind? ”
“ What will you do with your proceeds? ”
This gets your seller ’ s greed glands going. Let her tell you what she
plans to do with the money. She ’ s spending it in her mind. Keep the
conversation going casually about how good that sounds, to be able to
move onto that next property, or take that long - awaited cruise. The
longer you can get the seller to envision what she plans on doing with
the money, the closer you will get to having a signed contract.
Also try to get a series of “ yes ” answers whenever you can. This is
a well - known conditioning process that some highly sophisticated
sales organizations use. Getting a series of small ” yes ” agreements can
help you get the big “ yes ” at the end of your negotiating session.

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