Several years ago, Guillaume met Saj Hussain while attending one of his property investment courses, amongst other things, Guillaume was impressed by Saj’s ingenious approach. He recalls Saj’s method as a “very clever formula” where “you can work with Saj and he can show you how to do it…via the training and mentoring…or do it for you when you invest with him on his projects.” This dual pathway has proven effective for many looking to enter the property market.
With a background spanning over 17 years in the property sector, Saj Hussain’s credentials are widely respected. His extensive residential property portfolio, cultivated through a variety of investment strategies such as buy-to-lets, professional HMOs, property flips, and others, demonstrates his versatile expertise. Hussain’s primary focus is on discovering extraordinary property deals and establishing lucrative partnerships with cash rich investors, and always aiming for mutually beneficial outcomes. His influence extends beyond personal interactions, as evidenced by his popular YouTube channel, which has attracted 40,000 subscribers and amassed over 2 million views. Through this platform, Saj shares his passion for property investment, empowering others to succeed in the industry.
“The core skill you need to master regardless of the strategy is your ability to find, negotiate, and secure deals.” Saj Hussain
Inception of Property Filter
The genesis of Property Filter involved a series of brainstorming sessions with members of the ‘Inner Circle’, a group of dedicated property investors. During these early stages, Saj was sceptical. Recalling the early stages, Saj recalls his initial doubts, saying that he thought Guillaume was “spending a lot of time on this [Property Filter]” but thought he “should be spending more time going out and seeing the deals instead! But now all that time was definitely worth investing in building this [Property filter], absolutely for sure!”
Saj delivered an engaging interactive session in this episode of Deal Finders Corner, repeatedly illustrating how he utilises Property Filter to make money, emphasising the critical skills of negotiation, sourcing funds, and securing profitable deals. He stated, “The core skill you need to master regardless of the strategy is your ability to find, negotiate, and secure deals.”
Do You Love Property?
To engage his audience further, Saj posed a provocative question: “Do you love property?” As responses began to populate the chat box, he delved deeper, asking, “Do you love property, or do you love what property can do for you?” This inquiry prompted participants to reflect on their motivations. In the chat, Shazad underscored the financial benefits, while Wendy and Richard shared their views on how property investment offers freedom and flexibility, allowing for choices that go beyond mere bricks and mortar.
Persistence in Property
Saj pointed out a common pitfall among aspiring investors: “Many know what to do but fail to get results. What’s stopping them? Procrastination, fear, limitations, time – often it’s a lack of persistence.” Despite the potential for significant profits and belief in long-term growth, numerous investors struggle to achieve their desired outcomes. They encounter various obstacles such as procrastination, fear, limited knowledge, and a lack of persistence. Even with tools like Property Filter at their disposal, many find it challenging to effectively convert leads into profitable deals. Saj emphasised the need for perseverance and adept deal conversion strategies to overcome hurdles and realise investment goals.
Three Ways to Make Money from Property
Saj Hussain spoke about the three primary avenues for generating income from property investments:
1. Creating Cash Flow: This involves establishing a steady stream of income, typically through rental payments from tenants in HMOs or serviced accommodations.
2. Building Equity: Investors enhance the value of their properties over time, either through market appreciation or by making strategic improvements.
3. Cashing Out: This strategy involves realising a return on investment by selling the property after its value has been increased, often through flipping or development.
He stressed the importance of identifying motivated sellers and using effective negotiation skills to transform opportunities into successful deals.
The Difference Between Leads and Deals
Saj clarified the distinction between leads and actual deals: “The difference between a lead and a deal is that a lead is just an expression of interest, while a deal is an opportunity that actually generates profit.”
How to Identify a Motivated Seller?
Saj explains the importance of recognising motivated sellers: “What is it that we are looking for, and what we’re looking for is somebody that’s keen to sell, somebody that needs to sell, somebody that’s going to be either flexible with the price or they’re going to be flexible in the way we structure the deal, the terms around that payment. That’s ultimately what we’re looking for when we’re trying to find a deal and we categorise those people as motivated sellers.” Saj points to the fact that Property Filter is powerful for this as its tools are sophisticatedly honed to identify these vendors.
The Purpose of Networking Events for Sourcing and Funding
Networking events serve a threefold purpose for Saj Hussain: they generate leads for potential deals, connect him with individuals who may have investment funds, and attract those seeking to learn from his expertise. These events also expand his network and database, maximising the return on investment in both time and resources.
5 Stages of the DFI D2V Framework
Saj outlined a systematic approach to securing deals with the DFI D2V Framework, highlighting the importance of direct and personal interactions. Watching the Deal Finders Corner presentation offers valuable insights into the tone and nuances of his methods as he demonstrates effective dialogue and content strategies through role-play.
1. Letter Response: Initiating contact through a well-crafted letter to spark interest.
2. Viewing & Trust: Arranging a viewing is essential for establishing a personal connection. Saj believes in the power of face-to-face communication to build trust quickly and effectively. He states, “I believe you can build much more rapport face to face when you’re looking at them in the whites of their eyes… you can build rapport on the phone but really people do business with people they know, like and trust.” This phase is crucial as it lays the groundwork for open and honest negotiations.
3. Negotiation: Engaging in discussions that aim to find a win-win solution, leveraging the rapport and trust established in the previous stage.
4. Proposal: Presenting a tailored proposal that aligns with the needs and expectations of both parties.
5. Close or Follow Up: Finalising the deal or maintaining contact for future opportunities.
The Negotiation Framework
In negotiations, Saj emphasises the psychological aspect, ensuring that “it doesn’t feel horrible” for any party involved. He explains the importance of understanding three critical figures: the asking price, the acceptable number, and the amount needed by the seller. Initiating the conversation positively and expressing genuine interest sets the tone. By gently addressing the challenge of aligning numbers, the investor can prompt the seller to reveal their acceptable figure. This often leads to a negotiation mindset, where the motivated seller is more open to considering alternatives. By tactfully probing for their expectations and gradually revealing the gap between their figure and what works, the stage is set for a productive negotiation. Finally, shocking them with a significantly lower number can disrupt their expectations, paving the way for further discussion and potential agreement. Through this strategic approach, negotiations can progress smoothly towards a mutually beneficial outcome.
Conclusion
Saj concludes his presentation by focusing on mindset, encapsulated in the phrase “opportunityisnowhere.” He urges participants to view it as “opportunity is now here” rather than “opportunity is nowhere,” promoting a positive outlook on property investment. For those interested in a more detailed exploration of his negotiation tactics, we recommend viewing the Deal Finders Corner in its entirety. Saj Hussain, as he stated at the outset, does indeed provide practical, actionable, and highly insightful advice. Get involved!
