For real estate, land and business brokers
Deals don't die on price. They die at the net. One question at the listing appointment brings them back. Spot it. Ask. Introduce. And unlike a seller carry, in a structured sale the buyer pays in full at closing, so there's cash at the table for your full commission.
"If taxes weren't in the way, would you sell?"
A yes means the deal is alive. You don't explain tax, describe the options or give advice. You make one introduction, word for word: "There may be more than one way to get paid for this sale. I can introduce you to Hans Goldstein. He's a licensed insurance agent who compares the options with you and your CPA, and he's paid only if you choose one particular option. Want the intro?"
Before any play
Is the buyer short on the loan, or is the seller short on the net? A short loan is a financing problem. A short net is where the other plays start.
"I'd sell, but..."
"If there were a way to net more from the same price, would you want to look at it?"
Trading down, cash out, a smaller loan
"Are you taking any cash out, or buying something smaller?"
In escrow, no replacement in sight
"If the exchange doesn't come together, what's Plan B?" (Before closing only.)
Doctors, executives, syndication investors
"Do you have rental or syndication losses you've never been able to use?"
The kids don't farm; bought decades ago
"If taxes weren't in the way, would you sell this year?"
"Will you carry the note?"
"Would you rather be paid over time without carrying the note?"
Tired of tenants, won't write the check
"If taxes weren't in the way, would you sell?"
"We'll wait a year."
"If taxes weren't in the way, would you list this spring?"
"Most of the price is what I built."
"Would you rather be paid over time without betting on the buyer?"
Short loan, appraisal gap
"Would you carry part of it, or would you rather the buyer pay in full at closing?"
"I want the income, not a lump sum."
"Would you want to be paid monthly, like the property pays you now, without carrying the buyer's note?"
Tom and Marla found a replacement they liked for far less, and the leftover equity froze everything. Their broker asked, "Are you taking any cash out, or buying something smaller?" and made the intro. Their attorney carved the leftover out in the contract. They bought the building they wanted. Marla sent the broker two referrals.
A retired dentist wouldn't list her office: "What if I can't find a replacement?" Her broker asked, "What's Plan B?" Her attorney wrote both doors into the contract. Two weeks before closing, her only target went to another buyer. She closed on schedule, on the Plan B.
The neighbor's son wanted the ground; nobody signed. The broker asked the one question and made the intro. The son financed through his farm lender with a third down and paid in full at closing. The sellers chose ten years of payments, and the son planted that spring.
A landlord said he wanted out. Side by side, his goals pointed the other way: stay in real estate, no cash needed. A full 1031 won, and that's what Hans told him, with nothing to sell. His broker sold the building and found the replacement.
Illustrative composites: not real people, clients or deals. Many sellers who run the numbers find that cash, seller financing or a full 1031 fits better, and a structured sale does not always net more. The client's CPA runs the real numbers.
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PDF playbook + printable card.
