Episode 34: How to Close Deals

Shownotes:

Why do so many real estate deals fall apart before closing? Is it a lack of money… lack of confidence… or simply not knowing how to structure the deal?

Many investors get excited when they find a property but freeze when it's time to actually close. What happens when the bank says no? What if the seller changes their mind? What if you don't have the money yet?

In this episode, John Crutchfield, host of the Grab the Map Podcast and a seasoned real estate investor, breaks down the mindset and strategies required to actually get deals across the finish line. John shares how he grew his portfolio by $1.4 million using less than $50,000 out of pocket, and why closing deals has far more to do with relationships, creativity, and persistence than having cash in the bank.

With practical examples from his own deals—including creative financing, extensions, and solving seller problems—John reveals the real-world tactics investors use to close deals even when obstacles appear.

If you've ever wondered how experienced investors keep deals alive when everything seems to fall apart, this episode will show you exactly how it's done.

Episode Timeline:

01:10 – How John Closed $1.4M with <5% Down

02:40 – Why Preparation Before Making Offers Matters

04:30 – Knowing Your Bankers, Attorneys, and Team

06:10 – Early Big Deal Story: Losing a 55-Unit Apartment Opportunity

08:00 – Key Principle #1: Real Estate Is a Relationship Business

09:42 – Key Principle #2: Using Extensions to Get Deals Closed

11:30 – Buying Only True Deals: Making Sure the Numbers Work

13:00 – Focus on Cash Flow and Buying Income, Not Just Property

14:30 – Structuring Offers to Solve the Seller's Real Problem

16:30 – Example: Creative “Subject To” Deal on 20 Acres

18:00 – Your Real Job: Finding the Money, Not Having the Money

19:28 – Typical Deal Breakdown: $30k Purchase, $10k Rehab, $70–80k Value

21:00 – Real-World Creative Financing & Funding Stories

22:30 – Dealing with Impatient Sellers and Last-Minute Changes

23:20 – Final Motivation: Don't Take No for an Answer, Get Deals Closed

Key Takeaways:

1. Preparation Creates Opportunity
Know lenders, attorneys, and financing strategies before making offers so you can move quickly when deals appear.

2. Relationships Keep Deals Alive
Trust with sellers, bankers, and partners allows flexibility when unexpected obstacles occur.

3. Buy Real Deals with Equity
Properties purchased well below market value are easier to finance and far safer long term.

4. Creativity and Persistence Close Deals
When traditional financing fails, creative strategies like seller financing, subject-to, and private lenders can still make deals work.

Quotes:

“You get deals closed by getting them closed.”
“Real estate is a relationship business. When people know and trust you, they'll work with you when problems happen.”
“Your job as a real estate investor is finding the money.”
“If it's a great deal, you can always find the money.”

Conclusion:

Closing deals is where real estate investors separate themselves from the crowd. Finding properties is only the first step—the real challenge is navigating financing issues, negotiations, and unexpected changes.

John Crutchfield's experience shows that successful investors rely on relationships, preparation, creative financing, and relentless persistence to bring deals across the finish line. When you focus on solving problems and structuring win-win solutions, opportunities that once seemed impossible suddenly become achievable.