Courses

Every deal is three things changing hands: cash, paper and title. The skill is seeing which one is actually moving, who ends up holding it, and in what order. Once you can see that, a seller who won't take a dollar less will very often take a different set of terms.

The class works that through end to end — fourteen numbered structures and six case studies, taught the way I learned them: a real situation, then the solution, step by step. It is the material I use in my own business.

Start with a T-bar. On one side, what a property gives its owner today and what it costs them to keep. On the other, what that owner actually wants. The distance between the two columns is the deal, and this class closes it with options and trades instead of a price reduction.

An owner almost never wants cash. They want what they think the cash will buy them — and once capital gains and depreciation recapture are counted, a sale costs more than most owners have been told. This class teaches agents to read what a property actually gives its owner and what it obligates them to, work out what that owner wants instead, and then put it in front of a room of exchangors. A listing can look for a buyer. A room can find a trade — and somebody being willing to be the taker is the reason a transaction exists at all.