So you’ve found the right RV park to buy, but there’s only one thing stopping you: how do you get the mom and pop owner to sell to you? It’s a problem that all buyers face, but here are some concrete techniques that we’ve learned from experience to help get the job done.
Bonding
“Bonding” is the magical conclusion to the ritual of the seller liking you. This can manifest itself in a number of ways but always begins by spending time with the seller either in person or by phone. You can’t artificially create it, however, if the seller dislikes you. So to facilitate a successful reception, always focus on the seller and not yourself. And, when it comes to you, be neutral in appearance and demeanor. Your focus at all times should be on all things RV park, and you never want to get involved in topics such as politics. Be genuine, be nice, be respectful and be truly interested in other people and you will be fine.
Enthusiasm
Sellers love enthusiastic buyers. As a seller it’s only natural to gravitate to those who have a spark of magical interest in your property – it’s very complimentary. The bottom line is that the best thing you can do as a buyer is to be highly enthusiastic about buying the RV park. So why do so many buyers screw this up? Because they’ve read all those books at Barnes & Noble on “you can negotiate anything” in which they equate enthusiasm with weakness in negotiating. That may be true in buying a commodity like a refrigerator (where you have a desperate salesperson trying to make their monthly quota) but it’s a terrible idea in regards to RV parks.
Deal “maker” mentality
Every buyer can go down one of two paths in their RV park buying career: 1) being a deal “killer” or 2) being a deal “maker”. One leads to zero advancement and zero properties purchased and the other can establish unbelievably attractive deals through creative thought. It’s your choice. Obviously, we are firm believers in being a deal “maker” – somebody that looks at every deal and says “here’s what could be done to make this work” and then pitches that concept to the seller. In addition, when a bump in the road comes up during due diligence the deal “maker” finds a solution and moves on. Be a “maker”.
Make your case
And speaking of being a “maker”, never be shy to make your case to the seller. If you think it’s a great offer tell them, “look, this is a really great offer” and don’t be reluctant to be convincing. All sellers can be swayed with a good narrative, and if you have an honest reason as to why they should take your deal, then be aggressive in your presentation. There is nothing worse than wondering later what could have been if you had only been more forceful. Give every deal your best shot and you’ll have no regrets.
Conclusion
Making a seller select you to be the next owner of their RV park is a big decision for them. Help them in that decision by using these tips. It’s part art form but also part science and you need to follow these tips to put yourself in the best position.