It’s always my pleasure to answer student questions about sandwich lease options. I do this via multiple venues. Sometimes it’s a direct response about specifics to a deal a student is currently working on. At other times, the lease 
option coaching FAQ is more general to appeal to a larger audience.
Here, I provide answers to questions that frequently come up about the subject. When it comes to lease option coaching FAQ, the sellers and end buyers have different concerns. You, as the investor, not only have your questions but also need to be able to answer questions for your sellers and buyers. The FAQ that follows should be of interest to everyone (investors, sellers, and buyers) but don’t hesitate to submit your own lease option coaching FAQ.
What follows is a composite of questions I hear most often from my many students and investors.
To your Success,
Wendy
Lease Option Coaching FAQ for Investors
Q #1: I’ve had a few potential sellers that didn’t easily see the value that I add as an investor by helping tenant/buyers repair their credit. What are the main points that I should be sharing with the seller?
A #1: A strategy that both sellers and buyers favor is when the cost of a credit repair program is applied towards the down payment. By doing this, the tenant/buyer is further motivated to complete the purchase. It also helps motivate potential sellers that are on the fence when your professional lease option program has a specific process for tenant/buyers to follow rather than going it alone. Your program will benefit with a flat fee credit repair program rather than an open-ended program that motivates the credit repair company to string people along indefinitely by padding the payments. A flat fee credit repair company wants to get the job done ASAP. That’s a win for everyone.
It’s fine (even good) if the credit company accepts installment payments but the total cost has to be established upfront. Also, the buyer might already be working with a credit repair company and that is fine too. However, they might want to change companies after they understand the advantages of going with a flat fee company. Just be sure that changing companies won’t cause a contractual problem with the credit repair company that the tenant/buyer is already working with.
Most tenant/buyers will not already be working with a credit repair company. You need to insist that they get into a program and that you will be monitoring their progress. Let them know how it works and what to expect. Set goals with them, especially for the first six months. If they aren’t making acceptable progress with their own credit repair company after six months, it is likely time for them to change to a flat fee credit repair company.
A flat fee credit repair company is a WIN-WIN-WIN for you, the seller, and the buyer.
Q #2: I’ve talked with several sellers that have a fear that a sandwich lease option is the same as being a landlord. They don’t want to be a landlord. What helps sellers understand that sandwich lease options are very different from traditional landlord-tenant arrangements?
A #2: Start by empathizing with the seller. Explain to them that you know all about the hassles of being a landlord and that is a big reason why you prefer sandwich lease options. There are many reasons this is different, starting with the fact that tenant/buyers almost guarantee that there will not be any tenant turnover or vacancy (and you guarantee the rent). These are the highest caliber tenants because of the screening you do and the professional program you use to qualify them to buy. The tenant/buyer makes a serious commitment with the option fee that is credited to their down payment. They will have already proved they have enough income and a debt-to-income ratio to qualify for a mortgage. You will do a background check and screen their rental history. Beyond the tenant/buyer’s financial investment, your program has a lot of other incentives to motivate the buyer to complete the deal.
The other big part of the landlord fear is about being responsible for maintenance and repairs. As the investor, your program should have a home warranty component that is usually paid by the seller. But after that, the seller doesn’t need to be involved with the maintenance and repairs. The tenant/buyer is responsible for all of the deductible and the tenant/buyer makes any phone calls and arrangements directly with the home warranty company. Home warranties make everyone happy or as I like to say a win-win-win.
One tenant/buyer, one sale, and done. Not even close to a typical tenant-landlord arrangement!
Q #3: Sometimes I talk to a seller that thinks I might be trying to scam them. A particular problem is when the seller thinks I want to buy their house for the lowest possible price. What answer or explanation can I give them?
A #3: This is an issue that I hear about a lot but the answer is surprisingly powerful. The first and basic answer is that you will offer the seller the maximum price for the house. You want to offer them the full appraised value. A good way to start this conversation is by asking them how much they want for the house. A lot of the time, you can respond by telling them that you might be able to give them even more than they are asking because the seller probably gives you a competitive price that is less than the appraised value. You can’t tell them that you’ll definitively give them what they are asking but you can tell them that you’ll do a market analysis and will offer them what the analysis says the house will appraise for. Remember, your buyers are willing to pay top dollar for a lease to own opportunity. What the house appraises for today is only expected to go up between now and when the buyer completes the purchase. It’s another win-win-win.
Offering them what they want (or more) also reduces their resistance to your fee. It makes your fee either low-cost or no-cost to them. You are not negotiating a rock bottom price. You are offering high value to the seller. But be sure that you disclose that the full price does include your fee. If the house sells for $240,000, the seller will net $215,000 or something similar.
They want $210,000 and you are going to offer $240,000 – another Win-Win-Win!
The answers to many, many more questions are immediately available to you:
- Cooperative Lease Options.
- Investing In Real Estate with Lease Options.
- Advanced strategies for Buying and Selling with 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.
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