Negotiation Secrets of Alphonse the Acquisitionist

Click here to read Part 1 of Alphonse the Acquisitionist’s Story.

When the bubble burst in 2006 it was one of the most challenging times of Alphonse’s life, he says.

But since then, he’s rebounded and started doing deals again. He says his goal this year is to do about 5 deals a month.

His style is completely relationship-based. Just listening to him talk showed me how he built a strong bond with sellers. It’s obvious he loves to talk to people.

In his own words:
“I try to be consistent. It’s really about consistency. Last year I did kind of taper off… I was too busy with my girlfriend. Every time I go out and put the effort I get results.

I don’t know of any other industry where you can get in for little or no money.

My first deal I put it under contract and made $20,000… you don’t have to have money.

I’ve done some deals with no money and had some really great results.

That comes from putting in the time. You learn how to lock down a property with little or no money and wholesale it out.”

Alphonse has advice for someone just starting out. He says it only takes $10.

“When you’re writing up your contract and going through it with the seller, you get to the earnest money part, and you say: ‘I have to give you $10 for this to be a legal and binding contract, we have to exchange $10.

Then you have them initial, and go from there. That’s what I did for a long time.

At first I used to do $1, and now some of my contracts don’t have any earnest money on there. I started to put the $10 just to cover myself.

Just going thru the contract like that, the majority of people will just say ok, you’re the expert.

Some people will say I need more than that, and I’ll say ok I’ll give you a hundred.

They’re not going to question it because you’re helping them.

Then on the other hand when you’re selling that other end, you’d get that deposit from the investor – at least $500.

Most investors realize that they’ve gotta put out some money to lock it up.

You can start with little to no money – with $10.

I have a friend who has spent over $50,000 on seminars, and I keep telling him – just quit spending that money and start talking to sellers.

It’s amazing to me that the basics for me of going around and driving for dollars are lost.

These programs are pushing all these mailing programs and lists — mine is more targeted. I may only send out a hundred pieces where others send out a thousand.

I have had contracts that expired, but they keep renewing with me for four or five months. Some of my buyers may try to go around me, but it never happens, because I build a rapport with the seller.

If you’re talking to them and you build that rapport, it’s been my experience that they’ll stick with you. Sometimes I have lost deals that haven’t closed – only two in my whole history.”

It’s been my experience as well… as long as you’re really focused on building relationships and creating huge value for people, they want to stick with you.

Too many wholesalers don’t understand the value they bring to someone facing a difficult financial situation. They’re not putting themselves in the shoes of the other person… they’re just trying to complete a transaction.

There is a fine balance required to successfully wholesale. You have to understand the people involved, and you have to understand the transaction.  Both are needed.

Alphonse gets it.

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