Three Presentation Skills You Should Know

Getting your offer on a property accepted is what all of this hard work is about. You’ve found a property, done your due diligence work, run the numbers and are ready to present an offer. This is where the rubber meets the road, so to speak. What can you do to give yourself the best chance of having your offer accepted? Well, there are skills in presenting your offer that can greatly improve your odds. Here are some things I’ve learned.

1. If you’ve crafted your offer in the most effective way (see my post on how to do this), then you’re off to a great start. The next thing you need to do is to present your offer in a way that emphasizes the advantages of your offer over any others. What sets yours apart and makes it in the seller’s best interest to accept? Do this in a positive and professional tone, without being condescending or arrogant. How you are perceived by the seller is a factor in their decision process when looking at multiple bids.
2. Address potential objections up front. You’ll remember from my post on interacting with sellers that I talked about the importance of knowing their motivations. Knowing this will give you an idea of the possible objections that can be raised. By addressing them up front, you are doing two things. First, you are not allowing them to take control of the process and force you to concede. Second, you are showing them that you understand their situation and are willing to work with them to make this deal happen. It’s a good-faith gesture.
3. This last one is a very important concept, and one that not a lot of people take into account. It’s the fact that YOU, the buyer, are in a position of power almost ALL the time! That’s right. You’ve found a property that matches your criteria and would be a great addition to your portfolio, but do you HAVE to buy it? No. However, in many cases the seller HAS to sell. Knowing this puts you in a position of power. I can’t emphasize enough just how much of an advantage this gives a buyer. That doesn’t mean that you can forget rule number one though. Never be arrogant or condescending, just understand your position and negotiate from that strength.

Of course throughout the process of crafting and presenting an offer, you should always focus on being as genuine, honest and forthcoming as possible. A seller can detect if a potential buyer is trying to be “slick” and put one over on them. In fact, I’ve had sellers tell me that the reason they took my offer, even though it was lower, was because they felt they could trust me. This is a valuable characteristic to have and one that you can develop only by doing it consistently – every time.

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