Casey Ames goes deep dive in explaining his negotiation techniques while closing a wholesale deal.
Casey Ames is a Luxury Homebuilder, multi-family Developer, SFH developer. He runs a large wholesale outfit averaging over 100 per year. A mentor and has been in the Real Estate business for 5 years.
Taylor Jene Homes builds high-quality homes and renovated older homes with care and a spirit of revival. No matter if starting from bare land or existing structure, President and founder Casey Ames ponders possibilities, develops and embraces a vision, and delivers excellence with quality and creative design.
Constantly improving on processes along with the use of technology and systems, Taylor Jene Homes empowers its crews to execute plans with clarity. Add in the singular focus of subcontractors and trades, city and county officials, professional engineers, and others to do what they do best within the project plan, a well-orchestrated collaboration results in remarkable home and new development creations.
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Jay Conner:
I want to make sure that we understand the negotiation techniques. So let’s say you got a referral from the photography guy and you contact the listing agent. That’s getting ready to list that house. And let’s say, so walk us through one more time, give us a hypothetical. So you call them up. You say, “Hey, what were you going to list the house for?” Walk us through one more time, that negotiation technique and what you offer in order to get the offer accepted.
Casey Ames:
Right. Well, it’s early seeds planted. So keep in mind, these photographers know that they get paid. If I close a deal, right? Any deal that I closed, they’re going to get paid. So those conversations usually are started with the listing agent before I even hear about the deal. So hypothetical situation, a photographer gets a call to go out to one, two, three front street. He goes out, it’s the listing agent, him and the seller, maybe just him in the listing agent. He starts snapping the picks. And he says, “So when are you going live on this thing?” And they say Friday, and it’s Monday. He said, “Monday or Friday. Huh? Okay. What were you going to list for?” And they’re like, “Well, we’re going to probably go at 800,000.” I have them trained up to where they go. So if I could get you that 800,000 then, or real close, or maybe even more, I’m not sure where he’ll come in exact.
If I can get that to you and in your bank account by Friday, would your seller consider selling right now the cash for cash? And they say, “Yeah, I think so.” And then he goes, “Okay, well, let me put you in contact with Casey Ames.” And I’m pretty sure he’s gonna want this house. And they know what I’m looking for usually. And then I either call that agent or most of the time they call me. Once again, it goes down to the name. Our company has a pretty good name for ourselves, so they know that we’re going to handle our business and cover it. But so if I talk to the agent now, and the guy hasn’t said anything, that photographer hasn’t said anything, then I just ask the questions, you know? So are you guys listening to sing and as is condition?
No. We don’t have to listen to it as is condition. It’s a nice home. Okay, perfect. What is it been fully renovated? Well, they did a renovation back in 2018, and it could use some updates. All right. What were you guys going to go live at all? We were going to go live at 800. Okay. I call you back in like 30 minutes and I’ll run some comps on it real quick, but if the numbers do come back and I can give you the eight or close to it or even more, I got to check the comps. What would your seller be interested in and just closing out cash. I’ll make it easy. Five-day close, no inspection, no appraisal. We’ll just wrap it up.
We go through Cassie Johnson at pioneer title and you know, we can just get it done real quick. Yeah. My seller might be interested in that. And then the other one that I use a lot is big earnest money because I deal with a lot of private money and our money is pretty good. And so I’ll say, “Just to be clear so that your seller doesn’t think he’s wasting his time, we’ll throw a 20,000 down on earnest just to just about a minute, it’ll be released to the seller on acceptance of the offer.” So then the seller is like, “Well, okay. I stand to make 20 grand if he backs out and I only have to wait a week for the rest of my money.” And I’m not saying nine out of 10 times, but it works a lot.
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