Sohail’s approach to property investment relies heavily on targeting properties that are already listed below market value and leveraging direct vendor negotiations. Here’s how he breaks down his method:

1. Utilising Property Filter to target areas

Sohail emphasised using the Property Filter tool to find undervalued properties in specific areas. By comparing market values and identifying properties listed below the average, he was able to pinpoint opportunities without needing significant price reductions.

“You don’t always need to knock £40,000 or £50,000 off a property. Sometimes, the property is already priced below market value, and you just need to negotiate a bit more.”

2. The power of sending letters

His next step involves sending targeted letters to properties that show promise. Instead of blanket marketing, Sohail focused on properties that had already experienced price reductions or were listed well below comparables in the area. He consistently sent letters to around 100 properties at a time, ensuring that he stayed on top of potential deals.

Sohail’s letter strategy is simple yet effective. He sends out direct letters and uses follow-up letters to maintain contact with sellers over time, increasing his chances of getting a response.

3. Negotiation framework

Sohail's negotiation process is built around understanding the seller’s motivation. In each interaction, he seeks to uncover why the property hasn’t sold and what challenges the seller is facing. By doing so, he positions himself as a problem-solver rather than just another buyer.

“Finding the seller's motivation is key. If they have a deadline or financial pressure, you’re more likely to secure a great deal.”

During phone calls and property viewings, Sohail asks open-ended questions, encouraging the seller to discuss their property and situation in depth. He focuses on rapport-building and making sellers feel comfortable, which helps in moving the negotiation forward.