Securing Seller Financing: An Overlooked Advantage
When it comes to purchasing self-storage facilities, securing seller financing can often be the key to a favorable deal. While some investors believe this approach is rare or unattainable, the truth is quite the opposite. By understanding the mechanics behind seller financing and how to communicate its advantages, you can greatly improve your chances of success.
Who Can Offer Seller Financing?
The first step is identifying which sellers are positioned to offer financing. Owners with an existing bank mortgage are generally unable to provide financing, as they must pay off their loan at closing. Similarly, estates managed by heirs are unlikely candidates since their goal is typically to liquidate the property and divide the cash proceeds.
Instead, your best opportunities come from sellers who own the property outright (debt-free) and are often in a later stage of life. These owners are in a unique position to carry the financing because they can structure the sale in a way that works in their financial favor.
The Financial Case for Seller Financing
When presenting the benefits of seller financing, let the numbers speak for themselves. Take, for example, a seller who sells their self-storage facility for $1 million in cash. After paying approximately 30% in capital gains taxes (a combined federal and state rate), their net proceeds would drop to $700,000. If they invest that amount in a certificate of deposit (CD) at today’s interest rates of around 3%, they’ll earn just $21,000 per year.
Now, consider seller financing. By carrying the financing, the seller pays taxes incrementally as payments are received instead of all at once. They can also negotiate a much higher interest rate—say 5%—which means earning $42,000 annually on the same $1 million. That’s an additional $21,000 each year compared to a standard cash sale, all while reducing their immediate tax burden.
Why Aren’t All Sellers On Board?
If seller financing offers such clear advantages, why doesn’t every seller take this route? There are two main obstacles:
- Lack of Trust: Sellers may hesitate to enter a long-term agreement with a buyer they barely know. To address this, invest time in building rapport. Regular conversations—whether by phone, video call, or in person—can foster trust and confidence in your reliability.
- Lack of Awareness: Some sellers simply don’t understand the benefits of carrying financing. This is where you come in. Don’t shy away from educating the seller. Present the idea multiple times during your discussions to ensure they grasp the advantages and see it as a viable option.
Why Seller Financing Benefits Everyone
Seller financing isn’t just advantageous for the seller—it’s also a game-changer for buyers. By bypassing traditional lenders, buyers save significantly on costly third-party reports, such as appraisals and property condition assessments, that banks often require. The process becomes faster, simpler, and less expensive for everyone involved.
For sellers, it’s an opportunity to convert their property into a steady income stream with far better returns than other low-risk investments. For buyers, it means easier financing with fewer hurdles.
Final Thoughts
Securing seller financing requires a mix of financial understanding and relationship-building. By explaining the clear benefits and addressing any concerns the seller may have, you can create a win-win situation. Don’t underestimate the value of seller financing—some of the best deals you’ll ever make are the ones where the seller becomes the bank.