why the best deal I ever made started with shutting up and listening

[JS Burnett]

Every deal has two problems. The property problem and the people problem.

Most investors are trained to solve the first one. They underwrite the asset, model the returns, plan the rehab. That's table stakes.

The ones who consistently win solve the second one.

Every seller has something going on beneath their asking price. Every potential partner has a concern they haven't voiced yet. Every contractor dragging their feet on a job has a reason that probably has nothing to do with you.

Perspective, real perspective, means investing the time to understand what someone is actually carrying before you ever talk about what you need.

Not as a tactic. As genuine curiosity about another person's situation.

When you do that, something changes. They stop positioning and start talking. You stop negotiating and start problem-solving together. Suddenly you're not on opposite sides of a table, you're working toward the same outcome.

I've structured deals with flexible terms because I understood a seller's real timeline. I've built trade relationships that saved projects because I took 20 minutes to understand what a sub was dealing with. I've had sellers choose me over higher offers because they trusted I understood their situation and would follow through.

None of that came from leverage. It came from caring enough to listen.

People problems matter to them. If they matter to you, you will get more done, in deals, in partnerships, and on job sites.

That's the highest-ROI habit I know.

[Jay Hinrichs]

Quote from @Shiloh Lundahl:

Hi @JS Burnett. I source most of my deals through wholesalers rather than finding the deals myself. I think that it would be hard for me to source my own deals because I am a therapist and I think people may feel like I am taking advantage of them by listening to their problematic situation with the intent to help them, but also with the intent to purchase their home for under market value so that I can make a profit on their home. 

ya its all BS when it comes to buying under market we can all say we are there to listen and help but the bottom line is we all want to get a deal that turns their equity into our equity. Some are just better salesmen than others.