With any real estate, single family or multifamily, sellers may be quite attached to their properties. Sellers’ pride in their properties can make negotiations exceptionally difficult at times. When evaluating a multifamily property, buyers need firm details about rents, occupancy, cap rate, and so on. But how do you get past a difficult or emotional seller?
1. Walk away from an unreasonable deal. Sellers can afford to throw out unrealistic numbers if they have plenty of time to sell. They put a price out there under the bigger fool theory and wait for the bigger fool to show up. As a buyer, however, you need to know how to evaluate a deal and walk away from one that won’t help you meet your goals. This can be difficult when you find a beautiful property and you’re anxious to invest. Have the determination that you’re looking for a good deal and you won’t settle for anything less. Your patience will pay off.
2. Make an ally out of a difficult seller. When you come across a seller who has set a too-high price for a property, you can build a relationship with him even if you can’t buy his property. For example, you could say, “It sounds like you have a beautiful property and I’m looking for a value play. Your property is not probably one I could look for here, but are you looking for other deals in the area? If I come across a deal, maybe you’ll want to buy it or invest in it.” You’ve just made a contact with someone you can do business with in a different way.
3. Be specific about your requirements. Some sellers have not thought through the finances of their property and may not be able to talk with you about its market cap rate and net operating income. But you can do the research and find out the details. Then, if the price is just too high, you can leave an offer you can afford, an offer that will give you a little cash flow and be a workable deal. You can tell the seller that you realize it’s a low offer, but it’s all you can do. He can consider it a backup offer in case he ever needs it. If no “bigger fools” show up, you may well get a phone call.
Remember that you’re going to come across all kinds of sellers. Try not to write anyone off completely. If you keep your mind open and your goals in sight, you can come up with a good deal and possibly a greater network of fellow real estate investors in your area.
SECURE AND CONFIDENTIAL