Investors look for free and clear properties everywhere, because it means that whoever you are and wherever you are investing, you will meet many sellers of homes that are owned free and clear. There are biggest considerations when you meet with sellers of free and clear properties, and also several powerful buying strategies to buy these homes and make a healthy profit. The biggest factor to keep in mind is that most free and clear properties are owned by people in their sixties or older. Try to understand their biggest desires and their biggest fears. Interact with them in a way that increases your chances of having them say "yes" to your offer. Older people want the equity in their homes to fund part or all of their retirement, and crave security above all else. They are also afraid of making a mistake or getting cheated. As an investor, you need to move slowly with an elderly person and allow them to get to know you first without you pushing an offer on them, and be compassionate to understand their needs. When you meet with them to negotiate on the home, you should be prepared to spend as much time with them as you need to come to a decision with them in a way that feels comfortable for the older seller, and create a positive climate for selling their property. This may take a few hours of sitting and talking. If they offer you coffee or tea when you arrive, take it - and then settle back into your chair to enjoy a leisurely negotiation. Another key factor when working with an older person is to use your age as an advantage. If you are younger than the seller, help them to identify with you as a younger version of themselves or as a reminder of their children or even the children they wished they had. If you are of the same age, relate to them about your similar ages and turn that into a "rapport building" bond. You will need to address their need to feel safe with the choice of selling you the property, and reaffirm their security needs, and never underestimate the power of positive attention. People sell houses to people they like, and people like people who make them feel good about themselves. Listen to the seller's stories and encourage them to talk about their past. This is the best way to build rapport with an older owner. Many older sellers really want is a steady income stream over time. If you are negotiating for an owner carry deal where you are making the seller payments, stress the easy way in which they will have converted their equity in the house into a monthly income for themselves. When you understand these concerns, you can specifically address them with the seller. This is a powerful way to close the deal - to deal honestly and up front about their major concerns
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