Someone asked me this month, “Do you have a Muslim contract?” I knew exactly what he was talking about, that is, one where there is no overt interest paid on borrowed money. Since I am not a property lawyer dealing regularly with that sub-sector of the market, I had no such contract to send him. However, based upon my experience of developing non-standard lease-option and instalment contract documents with a Top-100 London law firm, during our conversation I revisited the same structured layout that he already had in his training manual from 2007.

As I explained, I was making up the rules as I went along to solve a problem that others couldn’t fathom, based upon their standard thinking. The problem is being able to embrace fully a new-and-different thinking-process to apply when a situation is thrown at us from “out of left-field”.

This reply can circumvent the fear of not having the answer to the other person’s question that comes from “out of left-field” and diminish the confidence level of the person asking the questions. Everyone has a “Yes but, what if?” question up their sleeve that may or may not be legitimate, yet still must be addressed in order for the negotiation to continue smoothly.

In reality, there are a limited number of questions that most motivated buyers and sellers will have, so you must be prepared for them to come your way, even answering them before they arise.

Rather than getting yourself buried into detail in a never-ending downward spiral, here is how to buy yourself time to later obtain the required practical details while staying “above the line” with a positive negotiation demeanour that keeps things moving forward.

Asking pertinent questions and framing solutions to address the goals of the other party in a way that also benefits you, this is how you will master your skills at completing successful deals, especially with buyers and sellers.

Finally, these techniques have already been covered in the We Buy Houses Learning School courses, but a new course entitled, “One Quick Question” is currently being worked on that address most of these “left-field questions” so as not to throw you off-guard.

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