Pricing, Discounts & Negotiation
How notes are priced, why sellers take a discount and how to negotiate a deal that works for everyone.
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01
5 Tips to Improve Your Negotiation Skills
Five practical habits that make you a stronger negotiator when buying property or notes.
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02
7 Rules for Quoting the Deal
Seven rules for giving note sellers a quote that builds trust and keeps them from walking away.
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03
Ask Questions and Make Money
Real stories showing how a few simple questions win discounts and better terms when you buy or sell.
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04
Charge Note Payors Zero Interest
How waiving a payor's interest in exchange for bigger payments can raise your yield and cut your risk.
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05
Give Note Sellers What They Want and Still Make Money
How a reverse partial gets a stubborn note seller his number: cash now plus the next payments, with two worked examples.
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06
How Do You Convince Note Owners to Take a Discount and Sell Now?
Why a Note Owner's Manual creates the urgency that turns reluctant note holders into sellers.
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07
How to Answer Note Holders’ Favorite Questions
Short, proven answers to the questions note sellers ask most, and how each one keeps you in control.
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08
Negotiating “Impossible” Deals
Three creative structures that turn notes everyone else declined into workable, profitable deals.
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09
Negotiation in One Lesson
One short note deal, done right, shows the keys to negotiating with sellers, and why most negotiation has nothing to do with numbers.
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10
Persuasive Telephone Negotiation
Listen first, ask before you quote, and learn to spot the “buy sign” that tells you a note seller is ready to say yes.
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11
PVs Without a Calculator
A simple factor that lets you estimate what to pay for a 60-payment cash flow in your head.
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12
Seven Secrets of Successful Negotiators
Seven habits of skilled negotiators, from keeping emotions out to knowing when to stop talking, applied to buying notes.
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13
Talk About a Creative Offer Letter!
A mineral-rights buyer mailed its offer as a bank draft with a half-page conveyance. Here’s the package and what note buyers can borrow from it.
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14
Taming the Toughest Note Holders
How to answer “What’s your discount?” and “What yield are you getting?” by showing the seller his own return on the balloon.
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15
The Nature of the Note Seller
Why note sellers color the truth, the two reasons anyone sells a note, and why you verify every claim before you buy.
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16
Using the Time Value of Money to Increase Your Profits in Note Investing
A real case study showing how an early payoff turned a $22,000 note profit into a 96% annualized return.
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17
What to Do When Your Quote Isn’t Accepted
A “10 for 12” payment program gives note holders a yearly lump sum when they won’t sell, and keeps the deal alive for the broker.
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18
Why Should I Take a Discount?
Two simple ways to explain the time value of money to a note seller who thinks his $10,000 note is worth $10,000.
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19
The Myth of the Discount Rule
Why “5% off for every year” costs note buyers money, shown with real numbers.
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