The REALTOR® System is my strong niche. My goal is to show you how to get REALTORS begging you to buy their listings in your market. It’s about Working with REALTORS in a strong sellers’ market.
With a professional presentation customized to your business, you introduce REALTORS to sandwich lease options at one of their office meetings or invite them to your place for the presentation. You use one or more ways to send invitations. It could be a call or a note to a broker that extends the invitation to all of the REALTORS in their office or it could be invitations to individual REALTORS. Invitations work over the telephone, an email, or a handwritten note. There are many ways to let REALTORS know your business is about helping them with their unusual, unique, and difficult-to-sell listings. In a sellers’ market, your primary audience should be listing agents rather than buyer agents.
Working with REALTORS is an innovative approach to finding sandwich lease options in a sellers’ market.
Relaxed and Friendly Conversations with REALTORS
I have found it effective to schedule the meetings with REALTORS on a weekday afternoon, late in the workday. You can serve wine and cheese in the afternoon to encourage an enjoyable and friendly atmosphere. When sending out invitations to individual agents, you can encourage them to bring a friend or associate.
The other thing to do is keep the presentation short and on topic. Have time at the beginning and end for some socializing. Make everyone feel comfortable. Encourage questions at the end of the presentation but also encourage them to hang around for a while after the presentation for more socializing and make it easy for them to ask questions or have a one-on-one discussion. The customizable presentation that I provide comes with a script for you to follow so that you keep everything on point without missing any of the highlights.
Share your cutting-edge technique to make REALTORS more competitive in their market.
Creative Options for REALTORS
Most REALTORS are interested in shiny new kitchen appliances and the latest trend in new home technology. This causes them to leave money on the table by underserving sellers who have less than pristine houses. For REALTORS, today’s sellers’ market is about not having enough houses to sell. What you offer these REALTORS is a creative way to sell more houses by including houses that don’t hit the gold mark that prequalified buyers demand. Along with listing these less than gold-standard houses, your sandwich lease options bring not yet qualified buyers into the game who are willing to pay premium prices as tenant-buyers. Both of these are market niches that most REALTORS either don’t give much thought about or don’t have an effective way to monetize.
As a sandwich lease option investor, your advantage is not having to work with the real estate office “Rock Star.” What you are really looking for are agents looking for a way to find more clients. Seller’s agents are always looking for the next seller. Their repeat business is far and few between. Sandwich lease option investors are repeat clients.
You are the repeat client these REALTORS want to work with.
Here is your opening line to begin working with REALTORS…. “Let me show you how to make more money this year by selling some of your unique listings in a creative way that you otherwise might not be able to sell for top dollar.”
The conversation will start to flow between you. Let them know that lease options don’t work for all of their listings (or even most) but it is the best solution for many of their difficult listings. It’s another tool in their toolbox so that more people they work with will become winners. The sandwich lease option is a GREAT solution for some of their deals. It’s a great solution that very few other REALTORS are offering!
Working with REALTORS Does Not Mean that You’re Competitors
You offer an extension of their service that is the solution some of their clients need. Working with REALTORS helps when their clients need fast debt relief. It works with their clients who are struggling with two mortgages or any mortgage that is busting their budget. Sandwich lease options are great for clients ready to buy their next home but haven’t sold their current home (or are already in their new home). This is the perfect solution for a REALTOR when a client tells them, “If you don’t sell my house soon, I’ll have to rent it out.” It’s the right solution when a client is whining because their house is vacant and costing them money.
REALTORS become heroes when they offer a unique solution.
To emphasize that you are not their competitor, you need to talk about how they will be paid their commission. I reveal it all in the Working with REALTORS Course! For REALTORS, you might want to use the phrase “lease purchase” instead of “sandwich lease option.” It lets them know that a commission is still involved. If you are not a licensed agent yourself, you can let them know that they will collect both the listing and buyer commission portions of the deal (round trip). You also want to share that their listing commission will be paid out of the option fee as soon as a tenant-buyer is in place. The buyer portion of the commission comes at closing, and that happens before the end of the lease period.
The more you educate REALTORS about the unique advantages of sandwich lease options, the more you will both benefit.
You Gain More Than Just Houses by Working with REALTORS
Another benefit for you is having REALTORS keep you current on market trends. This is where their traditional REALTOR knowledge helps you by sharing what they know about the latest shiny kitchen appliances and what is trending with today’s homebuyers. After all, sandwich lease options are all about putting an excited buyer in their new home.
You might have your secret formula for sandwich leases that sell fast and for top dollar. But the market is always changing. Today’s megatrend is driven by the Millennials that now dominate the market. Working with REALTORS is how you stay fully up to speed on buyers’ wants, needs, and the best neighborhoods to be making deals.
Which neighborhoods are ‘hot’ right now for sales? Where are new jobs being created or new schools being built? Do buyers want big yards or small yards that are easy to maintain? This is the kind of information that REALTORS are often more in-tune with than investors.
I Love Sharing Win-Win-Win-Win Solutions!
End your presentation to REALTORS by asking, “Can you think of a client right now that will benefit with a lease purchase?”
Working with REALTORS is only one of several ways that you become a leader with low cost lease options. You can get started today with any of these methods that work in today’s hot real estate market.
- Investing In Real Estate with Lease Options.
- Advanced strategies for Buying and Selling with Lease Options.
- Cooperative Lease Options.
- Your Wealth Building Arsenal.
- Add Personalized Coaching.
- Expand to Get the Deed “Subject To.”
- Round it all out by Working with Realtors.
By Wendy Patton
For more than 30 years, I’ve used the Sandwich Lease Option System to earn myself and my students millions of dollars. From my experience, I know there is plenty of room and opportunity in the real estate investment market for everyone wanting to participate to find profitable deals. It’s because of that fact and my personal success that I share the Sandwich Lease Option System with others.
If you found this information useful, please visit again soon at wendypatton.com.
What did you think of this article? Please leave a comment below.