Acquisition, The process of gaining control of a property through a signed agreement, not ownership., Inbound Marketing, A strategy where motivated sellers contact you because they are actively looking to sell., Motivated Seller, A property owner experiencing pressure or pain that creates urgency to sell., Seller Pain, Financial, emotional, physical, or time-related pressure that drives a seller’s decision., FSBO (For Sale By Owner), A property being sold directly by the owner without a real estate agent., Rapport, Trust and comfort built with a seller before discussing numbers or offers., FOR-M Framework, A rapport-building structure: Friends/Family, Occupation, Recreation, then Money., The 4 Pillars, Condition, Motivation, Timeline, and Price — the core factors needed to evaluate a deal., Cold Calling, An outbound strategy used to start conversations and uncover seller motivation., Objection, A request for clarification, reassurance, or understanding — not rejection., Comps (Comparable Sales), Recently sold properties used to determine market value., ARV (After Repair Value), The estimated market value of a property after renovations are completed., Buy Appointment, An in-person meeting to confirm motivation, condition, and numbers before making an offer., Property Photos, Visual documentation used to show condition, support repair estimates, and inform buyers., Repair Estimate, A conservative cost breakdown of all needed repairs used to protect deal margins.

Unit 3: Acquisition

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