In this episode of Real Estate Junkies Coast to Coast, Rusty Ham (West Coast) welcomes guest co-host and fellow Wicked Smart® community coach, Rick Abbiati (East Coast), to dive into key skillsets every creative real estate investor must master—especially when talking to sellers.
Rusty and Rick unpack one of the most common questions sellers ask: "Are you a realtor or investor?"—and explain how to confidently navigate that objection without losing control of the conversation. Their advice? Keep it simple. Keep it confident. And always pivot quickly back to the seller’s situation.
From there, the conversation shifts to one of their favorite advanced strategies: the subject-to and owner-financing hybrid. Learn how to structure these powerful deals when a seller has equity, and why it might make sense to offer zero interest, pay a portion upfront, or even take on the seller’s closing costs—all while creating massive payday threes and potential “payday fours.”
You’ll also hear real-life examples from Rick and Rusty’s current deals, including how they handle seller objections about leaving a mortgage in their name—and how to use that as a buying opportunity.
Finally, they highlight the impact of the In the Trenches Bootcamp (ITTB), where new and seasoned investors alike gain confidence, make live seller calls, and walk away with actual deals.
If you're ready to strengthen your seller conversations and scale your creative real estate business, this episode is packed with practical takeaways you can use today.
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