Helping you save your credit and avoid foreclosure

The joy of dealing with a jerk

By Reed Sawyer

In the Real Estate meeting last night, I asked the students what were some of their fears in getting started. One of the students said they were afraid that the sellers might be a jerk. I responded that there wasn't a better prospect than a jerk.

The top ten reasons for dealing with a jerk:

1) They might just be under pressure because they have a dreadful alternative. Isn't that what we are looking for?

2) They might be under pressure because they thought that they had a sale, and it fell apart, and they are now up against a time crunch. Isn't that what we are looking for as well?

3) They might not want to sell, but have to sell. They might be thinking that everyone is going to be a shark, and they are going to make it difficult for someone to buy their house. The more of a jerk that they are, the better chance that no one else is going to deal with them. If they are motivated, it is a great opportunity to purchase the house without competition.

4) They might just be ugly to people naturally. If that is the case, when you establish rapport with them, they will think that you are their friend. It is a great opportunity to differentiate yourself from everybody else.

5) It might just be that they don't have good communication skills. One of the universal laws of human nature is that everyone wants to be liked. If you go out of your way to just establish communication with them, they will open up to you because, you "understand" them. Again, you will be heads and shoulders above every other investor.

6) They might be reacting to the unprofessionalism of other investors. Your solution is to use the professional approach. When you do that, you will automatically be elevating your status with them. If they are a jerk to investors, they will probably be courteous to a professional. Please remember that in building credibility with them, that it is a building process. You must start as a professional and continue to be one all the way through the process.

7) They might be rude because they want to establish control. If so, be professional and establish control by asking questions. When you start asking questions, you will be amazed at how people allow the conversation to follow your path, rather than theirs.

8) They might be a jerk to everybody. It might be their natural state of mind. If so, who else is going to want to deal with them? If they are motivated, you are in sole possession of the process.

9) They might just be reacting to their circumstances. Using softening statements like, "I understand", will blunt the "fight or flight" response and allow you to defuse the situation. Once you have defused it, take control by asking questions. They will follow you anywhere you lead them.

10) Don't be afraid. They are. Some people use rudeness as a way of combating their fear. Put them at ease.

Josh Sledge IIII had a statement on his wall. "Don't ever complain about the difficulties of your job. If it wasn't for your problems, your boss could find someone to do your job at half your pay."

Don't complain about dealing with jerks. Be happy when you find one. By using the professional approach most of them will morph into great people. If they are still a jerk, remember that even jerks need to sell their houses (and nobody else wants to deal with them.) This might become your niche, and it could be a very rewarding niche.

This is a totally different way of looking at the process. Ok, deal with it. Once you realize that buying from jerks have advantages you will not only lose your fear of dealing with them, you will look forward to finding them. Enjoy!