Afraid of triggering the due on sale clause.

Thanks Sam!

I didn't include due on sale because I've already discussed this a lot in my channel. Here's a video where I broke down how to overcome it. kzfaq.info/get/bejne/idqhdc6Cv5Omen0.html

Thanks!!

Glad you found value here, Sanja!

It was great seeing y'all! Thank you.

Thank you for sharing and best luck to you. Your efforts won’t go unrewarded. What markets are you working?

Hey Sophia! That's pretty exciting! Would love to hear your stories about subto!

Jorge. He really is!!

You are so welcome!

Glad you think so Chris!

Squad up in our free Facebook group if you need any help getting your deal done bro! Congrats! paceapproves.com/freefb-ytc

Thanks Joshua!

Hey Nour! I love that for a future video. Thanks!

I get a lot of times “I’m to old to do owner financing”, “I won’t be able to get another loan”.

Do it

The reason why that doesn’t happen to Pace is because he utilizes an intricate framework when talking to people which is amazing. He does it subconsciously because he likes doing it. I digress, going back to why you will probably never hear an agent straight up saying “no” to Pace, and or his team is because of their methodology. First when you they call the agent or seller, he formulates a brief introduction of himself. “Hello, my name is Pace, is Paul there?” Second, briefly describe who you are: “Hey Paul, again, my name is Pace, and I’m a local investor, looking to expand my portfolio. I’m calling about your property at 123 Main Street in Anywhere, is it still available?” The third step is where people mess up the most… {After the seller/agent say it’s still available go to the third frame below}: The third frame sets you up to ask questions: “Great! So what can you tell me about it?” NOTE: Motivation: Why are they selling anyway? Timeline: “If we are to agree upon a price today, how quickly would you/they want to sell? Property Condition: “Would the home pass FHA?” Price point: “Ok, in a perfect world, what would the seller want to walk away with?” NOTE: During asking the above questions listen attentively to their 1) Motivation 2) Timeline preferred 3) Condition, and 4h Price. You may get most of these answered by asking simply “what can you tell me about it?” Still on step three, make sure you give them time to answer your questions on each of the four topics above. Don’t ask two questions that one time. Use active listening such as “ohh boy!” “Ooooo wow”, ughhhhh”, pssst” mmmmhmmm I see I see”. Really empathize on what they are telling you. If they get off-topic with any of their answers, wait until they finish their entire thought. After talking about a trip, they took with their wife last week, let them finish the last sentence of that subject. Answer back quickly with an acknowledgment such as “omg that sounds amazing “ or “ohhhh wow that must of been rough?” Then transition back to the subject, “Im sorry Paul, I forgot to write down the notes on the condition of the roof?“ You may already have that information right in front of you, but just say this to get them back to the subject at hand. Four: Explain how you can help them by inflating their pain (little equity, preforclosure etc ) and deflating their action threshold.) “Ok Paul, if I were to give you your (requested dollar amount), and cover closing costs, would you sell me your property on terms?” Fifth Then for each objection, pile on their pain, spread out the benefits you can bring, leverage a higher authority, and deflate their action threshold” For example: Objection # 1 I’m not too sure they would want to do that, they would be paranoid you wouldn’t pay.” Response Loop # 1 I can definitely see why your client maybe weary about this method of selling their home. Do they really want to sell or are just shopping the market? (whatever question you ask in this transition, make sure it is a “yes“ question)? Seller: Umm yes of course they want to sell. You: Perfect, I’ve done over {leverage a sponsorship} transactions using creative finance and have a great reputation. My offer will allow the seller to move out quickly and avoid closing costs they would have paid if listing the property. As far as my team is concerned, they have decades of experience which allows a hands off experience after the contract are executed. It’s a matter of your signature and date, and we’ll take it from there. Sound fair enough? Seller Objection: yes, it sounds like a great idea, but I really need the money. You: “I see they may be hesitant on doing something that they haven’t done before.. “So they are looking for cash in their hands at closing?” Agent: Yes You “Great, not only we can close in the next 15 business days, we can also pay your client a down payment.” Objection 3 Agent: honestly honestly, this sounds awesome, specially how quickly you can close and how hands off everything is for everyone. But they still are weary if you are default on your payment.” You: “ I see why your client would show hesitation” You: “Paul, we structure deals in a way that eliminates most of the risks on the seller side. we structure these deals in a way where if we were to have a default, the seller can have the deed transferred back into their name. That way they’ll be able to keep all the upfront payments and everything received prior to the default. The only person that will be losing in that situation is me. Now if you give us this one shot, believe me the only regret your client may have, is that you didn’t call me three months ago, sound, fair enough? We go through our negotiations steamroll ahead because we have the false notion that it’s quantity over quantity. That may be true, and some instances, but if you know the deal works, you just need to twerk it a little bit to get the seller on board, this framework is necessary. all the rapport, and “getting to know” will be done by your active, listening, agreeability during the sellers issues, and showing empathy for their situation with a simple “ughhh ooooo “ without sounding fake. If you have to put yourself into their shoes, do it. By that time, and by the way, you ask your questions, you want embed in this agent or sellers head that you are sharp as attack, a force to be wrecking with, enthusiastic, and more importantly, an expert in your field, even if you have to leverage somebody else. If the seller likes what they’re hearing, and then starts, asking you to “give them an offer,” tell them that they need to figure out what to do, tell them that if I were to walk into Wells Fargo, if I were to choose my terms, it would be zero down the line. That may even get a laugh out of them. If they need time by their self, give them a night, say something along the lines of “ it looks like we will not be making a decision on this phone call today, what time tomorrow can we connect?“ You: “ great in the meantime I’ll send you my credibility packet for your review.” There it is! You will notice that he transitions into these different steps very quickly and efficiently. Again, only one question could be sufficient by simply asking “what can you tell me about the property” use the sellers motivations, if any, or annoyances, against them, and how working with you will eliminate those annoyancesor issues

Awesome!

You're welcome brotha!

Of course! Great addition to the list, Cody.

Send this one too!

Love this! Thanks for sharing, Steven!

How is that different from doing a listing agreement? (Except you need an RE license).

Thanks Ben!

Your welcome sir 🤗

Subto when they have little or no equity or are even upside down.

Hey Max! You can get my wholesale contract for only $1. paceapproves.com/wholesalecontract If you have a deal and need access to my subto contracts, reach out to my students on the free Facebook group and work with them! paceapproves.com/communityytc

Don't have to tell you , you the truth the work says so. Salute and thanks all love from Texas

Hi there! On this video you'll see how to do deals with me and my team. Check it out! kzfaq.info/get/bejne/jKlyp7thv5nLnKc.html

Busy watching your videos for Thanksgiving God bless you and the family

@@PaceMorby salute and thanks

Thanks for adding to this!

If you're selling subto, consider a wrap around mortgage.

Pay the bank holding the mortgage

Hey Jag! You can find subto deals in Dallas on the free Facebook group! Join now and make a post. paceapproves.com/communityytc

Thanks Pace! I joined the group about a month ago. I haven’t been lucky so far, but I will continue looking for it. Thanks for doing what you do the the community!!

​@JagWalia I'm a listing agent in Dallas/Fort Worth and gets many free leads from my brokerage. I'm also an investor who understands this concept. Are you still looking?

Marina. Great question. I have lots of videos about this on my channel, here's a seller call you should check out! kzfaq.info/get/bejne/ps2Jeqhqz9OygHU.html Also, see 5 unreleased seller calls here. www.pacejmorby.com/sellercalls

Subject to gets them out of the picture. Seller finance makes them the bank.

Mark. Yes, those are the usual objections.

Or servicing company to receive the monthly payments.

So what are the other options? Why not just list it and find a retail buyer? Usually it's because of some other complication or motivation.

Love this question! Why don't you drop this in the free Facebook group and I'll get around to answering it. If not, my students can chime in! paceapproves.com/communityytc

👍️

Hey Jaxon! I did a video with my son, Asher a while back about how to start a successful rental business. Check it out! kzfaq.info/get/bejne/fNCHqMV73tC0emQ.html

I'll have to ask my editors. They have pretty good taste in choosing what music to use!

@@PaceMorby Thank you so much Pace. I didnt expect you are going to reply on my comment. its my honor God bless you and have a wonderful day!

@성진찬송 God bless you too bro! And have a great weekend!

👆Now she’s got me following up for her!

👍️

Suggest you do a wrap around mortgage.

Lavell. Why would the servicing company stop making payments?

@Pace Morby No more money in the new owners bank account. They set up servicing and cant find tenants so they stop putting money into the account.

🙌

How much equity? Why do they need the money now?

👍️

Juan, why don't you ask in the free Facebook group? paceapproves.com/communityytc

@@PaceMorby Thank Pace I’ll do that