Home » Real Estate » Buying

Rapport Building Secrets of Rent To Own Real Estate Investors

Aug 17, 2007
In rent to own real estate the key is to find a motivated seller, once we have found the motivated seller and pre-screen them on the phone, we set the appointment and go see the house. On the day of the appointment, you want to call and confirm the appointment so you don't waste your time driving to the property and seller isn't there. The only thing you take in the house is your business card. Leave everything else in the car.

Ask the seller to show you around the house. If they tell you to just look around, ask them to give you the nickel tour. The intent is to view the house with them and build rapport with them. People only do business with people they like and trust, you must make this connection before negotiating on their most expensive investment.

Look at their pictures, and nick-knacks for ideas to ask them questions to get them to talk to you. People only do business with people they like and trust. You can only do this by building rapport. Let them answer your questions and then respond to what they told you.

Use F.O.R.M. to build rapport:

F: From
O: Occupation
R: Recreation
M: Message

F:Where are you guys from?
Your response: Oh really, I've got friends, family, or I have visited or Where is that?

O:What do you guys do? (Occupation)
Your response: Wow! I have always wondered about that.

R:What do you guys do for fun or hobbies? (Recreation)?
Your response: I do that too, or I've always wanted to do that.

M:Where can we sit down and talk?
Once seated, then give them your message, by asking them Four questions.

Important! Let them answer your questions completely, do not interrupt them, people only do business with people they like and trust! Do you like people who interrupt you?

#1. So that I can better help you, tell me again, why are you selling?

#2. How else have you tried to sell your house before you contacted me? (What you are doing is reminding them they have a problem).

#3. What do you hope I can do here for you today?

PAUSE: You are thinking on how to help them, let them see your concern and wanting to help them. *Your response is that you might not be able to buy their house today because of a lack of equity.

#4. However, I might be able to help you out of your financial problem by making your monthly payment for a while and cash you out in the future, is that something we should talk about or probably not?

If they want to talk more then explain to them you can do a Long term Lease, where your company will Rent the property for a period of time and in the future you have an Option to purchase the property at a price they agree upon today. The option will be $10 dollars, which will make it a binding contact that you will have the Exclusive Option to Purchase the property in the term you agree to. (That is how Rent To Own Real Estate is done) You will cover most of the day-to-day maintenance up to $250 and they will be responsible for any maintenance over $250.

You then tell them you will require a long-term lease of at least 60 months to make it work. You will sublet the property to a tenant buyer and they will be the ones to actually purchase the property in the future. However, you will be responsible for making the payment to them and taking care of the day-to-day management. If they agree, you sign a Lease Purchase Contract that you will Lease the property for up to 60 months and you have the Exclusive Option to Purchase. Then set up a lease option closing with your attorney.
About the Author
Charles W. Moore, a U.S. Army Combat Veteran who began investing in Real Estate in 2001. Charles is the past Vice President of the Capitol City Real Estate Investors club of Columbia, SC and formed his first Real Estate Investment Co. in 2003. Charles is now a successful, Full Time RE Investor, Webmaster, Speaker, and Author. For more detailed information on Rent To Own Real Estate go to: www.Rent2OwnExposed.com
Rating:
Please Rate:
(Average: Not rated)
Views: 114
Print Email Report Share
Article Categories
    • Artists
    • Gambling
    • Humanities
    • Humor
    • Movies
    • Music
    • Photography
    • Tattoos
    • Television
    • Classic Cars
    • Motorcycles
    • Recreational Vehicles
    • SUVs
    • Trucks
    • Vans
    • Branding
    • Business Opportunities
    • Careers and Jobs
    • Corporate
    • Customer Service
    • Direct Mail
    • Entrepreneurship
    • Ethics
    • Financing
    • Franchising
    • Home-Based Business
    • Human Resources
    • Import and Export
    • Leadership
    • Management
    • Market Research
    • Marketing and Advertising
    • Negotiation
    • Network Marketing
    • Networking
    • Organizational
    • Presentation
    • Project Management
    • Public Relations
    • Small Business
    • Strategic Planning
    • Team Building
    • Telemarketing
    • Training
    • Data Recovery
    • Databases
    • Games
    • Hardware
    • Networks
    • Operating Systems
    • Programming
    • Security
    • Software
    • Spyware and Viruses
    • Ask an Expert
    • College and University
    • Home Schooling
    • K-12
    • Languages
    • Online Education
    • Psychology
    • Accounting
    • Credit
    • Currency Trading
    • Debt Consolidation
    • Insurance
    • Investing
    • Leasing
    • Loans
    • Mortgage
    • Mutual Funds
    • Personal Finance
    • Stock Market
    • Structured Settlements
    • Taxes
    • Wealth Building
    • Coffee
    • Cooking
    • Gourmet
    • Recipes
    • Wine and Spirits
    • Acne
    • Aerobics
    • Alternative Medicine
    • Beauty
    • Cancer
    • Cosmetics
    • Depression
    • Diabetes
    • Diseases and Conditions
    • Fitness Equipment
    • Fitness
    • Hair Loss
    • Heart Disease
    • Medicine
    • Men's Health
    • Muscle Building
    • Nutrition
    • Skin Care
    • Supplements and Vitamins
    • Weight Loss
    • Women's Health
    • Yoga
    • Arts and Crafts
    • Babies
    • Collecting
    • Elderly Care
    • Genealogy
    • Hobbies
    • Parenting
    • Pets
    • Pregnancy
    • Woodworking
    • Feng Shui
    • Gardening
    • Home Appliances
    • Home Security
    • Interior Design
    • Landscaping
    • Affiliate Programs
    • Article Marketing
    • Auctions
    • Audio
    • Banner Advertising
    • Blogging
    • Broadband
    • Domain Names
    • E-Books
    • E-Commerce
    • Email Marketing
    • Ezines and Newsletters
    • Forums
    • Internet Marketing
    • Link Popularity
    • Pay-Per-Click
    • Podcasting
    • RSS
    • Search Engine Marketing
    • Search Engine Optimization
    • Security
    • Social Media
    • Spam
    • Video
    • Viral Marketing
    • Web Design
    • Web Development
    • Web Hosting
    • Copyright
    • Cyber Law
    • Intellectual Property
    • National, State, Local
    • Patents
    • Regulatory Compliance
    • Trademarks
    • Baseball
    • Basketball
    • Boating
    • Cycling
    • Extreme Sports
    • Fishing
    • Football
    • Golf
    • Hockey
    • Hunting
    • Martial Arts
    • Running
    • Scuba Diving
    • Soccer
    • Swimming
    • Tennis
    • Dating
    • Divorce
    • Marriage
    • Weddings
    • Astrology
    • Buddhism
    • Christianity
    • Faith
    • Hinduism
    • Islam
    • Judaism
    • Meditation
    • Metaphysical
    • New Age
    • Cable and Satellite TV
    • Cell Phones
    • Communication
    • Gadgets and Gizmos
    • GPS
    • Satellite Radio
    • Video Conferencing
    • VoIP
    • Addictions
    • Coaching
    • Goal Setting
    • Motivational
    • Stress Management
    • Time Management
    • Clothing
    • Electronics
    • Fashion
    • Gifts
    • Jewelry
    • Causes and Organizations
    • Environment
    • History
    • Holidays
    • Men's Issues
    • Nature
    • Philosophy
    • Politics
    • Women's Issues
    • World Affairs
    • Air Travel
    • Camping
    • Cruises
    • Destinations
    • Outdoors
    • Article Writing
    • Book Reviews
    • Copywriting
    • Fiction
    • Non-Fiction
    • Poetry
    • Quotes
    • Screenplay
    • Tools and Resources