I Win -You Lose Philosophy
By Claude W. Diamond J.D.

I just got another wacky phone call in response to one of my Lease Option ads.

The lady had recently attended a buy low-sell high real estate (get rich licking envelopes) seminar and had a scintillating offer to make. Considering myself a flexible Real Estate Investor, I waited with baited breath (where does that expression come from ?) to hear what she had to say.

She offered to buy my home if I would do the following:

A. I should immediately refinance my home.
B. I should give her most of my cash equity from the refinancing.
C. I should take her note for the cash with no payments or interest for one year.
D. I should Repaint & Carpet the house.

IS THAT ALL ?? WHY would any sane person even consider this type of Offer ??? "What am I going to get out of this?" I asked. (I know it can’t hurt to ask, but this offer was incredulous !!!!)

" I don’t know"?!! She said, "those are some of the offers they told me to make at the seminar which I just attended".

"This sounds like a you win-I lose offer." I replied. (I should have asked her if I should throw in the Ginsu knives and the Bamboo steamer!)

I told her that if she contacted 100 people a day, with that type of offer, I was sure she would soon be a proud owner of a home in Chernoble, Russia or Love Canal, New York.

I began to ponder why her method was destined to fail sooner or later. I just can’t see anyone making this kind of offer on a long term basis. For starters, it is just too difficult and it does not promote the likelihood of any kind of deal occurring between the buyer, seller or the investor.

I avoid adversarial Real Estate; I prefer a WiN-WiN type of Attitude ! After we hung up the phone I jotted down some ideas that I have found produce the best way to do a profitable volume of real estate transactions without needing a gun permit:

A. Be a Problem Solver - The Investor with the most solutions or ideas can make the most deals happen in Creative Real Estate. Example: Well Ms. Seller, we could do it this way or perhaps this way, which would you prefer?

B. Empathy - If the seller has problems concerning their property (financial, personal, etc.) show some compassion. It’s OK to negotiate the best deal you can, but it’s another to kick someone when they are down.

C. Never Stop Learning - No one has a monopoly on knowledge. Find a knowledgeable Mentor or someone who has made it. Keep learning all the time; you should never stop learning. Ask reasonable questions or try making multiple offers that present different choices to the seller and which present profitable opportunities for you.

D. Enthusiasm - Nothing beats a good, positive energetic attitude. Be up front and forthright and carry yourself with the right attitude. Nothing can replace a genuine excitement about doing a great or (even a not-so-great) deal.

E. Honesty - It’s been said, "You can’t cheat an honest person". Trust between the parties is the foundation of this principle.Finally: Lose, better yet, never acquire the ‘I win-you lose’ Attitude. Be Proactive and Structure your offers honestly and with fairness to all parties. Every deal cannot be a winner, but you can sure try. My offers are not always accepted the first time, but I always leave the door open. I send follow up letters thanking the seller and tell them that they can call me anytime. Infact, sellers often call me after a week or even several months later. Sometimes we do a deal, but they know that the option is always there.

Have some Fun, this is the greatest business in the world.

....Getting back to the phone call, I turned the offer down.