There are no “dumb questions” when it comes to selling a home. Anyone in the market for a house generally likes to find a motivated seller because it usually makes things so much easier. We appreciate it and look forward to bringing you back and diving into even more advanced stuff next time! Great article. Questions to ask a home seller include: Why are they selling? 7.) Join Our 30 Day Authority Building Challenge, LIVE CALL - Make 2021 Your Best Year Yet - Grab Your Free Planning Templates & My Strategic Plan, Carrot Instant Text Message Lead Notification feature, this video he made about the process of talking with motivated sellers, 5 Signs You’re Likely To Fail As An Entrepreneur And Real Estate Investor, Real Estate Marketing: 8 Tips to Find Motivated Sellers on Craigslist, EP 239: The Analytics, Data, and Numbers You Should Be Tracking to Gain Consistency in Your Real Estate Business w/ Greg Helbeck, The Hybrid Real Estate Model | The Rise Of The Real Estate Investor / Agent, EP 238: Boost Your Negotiation Skills by Asking Questions, Finding Seller Motivation, and Helping Your Leads Get Clear About What They Really Want w/ Greg Helbeck, EP 237: Simple Investor Secrets: Netting $100k/mo Using UBER and Facebook Ads w/ Adam “Big Sip” Johnson and Brent Moreno, Behind The Data: Why Now Is The Perfect Time To Ramp Up For Spring Online Motivated Seller Leads, 5 Mindset Habits For Setting And Achieving Your Real Estate Investing Goals in 2021. First, if you have some other things you talk to motivated house sellers about when you’re on the phone with them… let us know in the questions panel below! How To Get A Logo For Your Real Estate Investing Business, How To Set Up A Phone Number And Address For Your REI Business, Why You Do Not Want To Be A Real Estate Investor, REIClub1801 Red Bud Lane Ste B-251Round Rock, Texas 78664800-734-2899, Privacy | Terms | Compensation | Earnings Disclaimer, © 2002-2020 All Rights Reserved. He is a Google Partners & Bing Ads certified professional with experience in internet lead generation, advertising sales, and revenue growth. Still, there’s more to it – the actual negotiations and closing the deal, for instance. Is this the only 6 questions he ask on a seller lead call? This helps you avoid the “let me talk it over with my (fill in the blank)”. Here are five questions you should ask in every selling situation: 1. Bryan! 3 Critical Questions To Ask A Motivated Seller On The First Call in San Jose October 19, 2017. This will also be helpful in identifying a motivated seller. If they say they're 3 months behind DOUBLE IT. The last thing you want is to get down to it and the person you’re talking too can’t really make the decision on selling their house alone. If the seller seems to have a timeline or financial motivation to sell the house, then the seller may be motivated. & I apologize if this is the wrong forum to ask, but there’s no area for comment on the ‘Live Seller Calls Audio Training’. That's pretty easy and not very personal. Knowing if you are speaking with the decision-maker is very important information needed upfront. If you fail to ask the right questions you are going to be wasting a lot of time spinning your wheels. questions in the beginning and then building up to harder questions like “Why are you selling,” during the call, you should also always be listening for certain motivational cues that … So by you following up with leads, you OUT PERFORM 98% of your competition. The bottom line is that advertising "motivated seller" often means nothing. If you have to go back and study some more before making your offer, a sharp investor will capture it while you're still cipherin'. This field is for validation purposes and should be left unchanged. Try looking for keywords that highlight a seller’s intent, such as “sell fast” or “must sell”. Keep asking the cross streets until YOU can identify the neighborhood or part of town that rings a bell with your noggin. 6.) Make this your number one question because cell phones seem to drop calls at the most inopportune time, like right now. The above frequently asked questions from home sellers are all great questions. 516-286-1477 Is the property vacant or occupied? With this information captured correctly, you should be able to pre-screen and identify a motivated seller and the property. You must position yourself to make the seller comfortable by asking questions in a manner that's not offensive to them. A lot of new real estate investors get VERY excited when they realize how powerful a direct mail campaign can be. So if your state is similar, and their reason for selling is a divorce, you should ask about the ex-spouse's involvement in the sale up front. It is also important to know how much the seller paid for their home. If you ask a motivated seller about a cash as-is offer, you’ll see how fast (and often how drastically) he will reduce the price. Keep in mind, you're in the people business. 12.) Investors can also identify motivated sellers on Craigslist by posting ads of their own. Most things are cheaper when you buy in bulk. Most people do business with you on the 5th through the 12th contact. In other words, the lender could choose to make you pay the loan off in full or foreclose on the property. This sure may elementary, but many investors have wasted days, not hours, dealing with friends, in-laws, out-laws, and even helpful neighbors of the real owners. Here's the information you should be able to capture while they're responding. Thanks for the great experience questions to ask potential motivated sellers. It's important to ask them in this order because you're gonna ask questions many folks would label private and confidential. 15.) Ask for the address and the nearest cross streets. So to make sure you listen and engage in a good conversation with the seller, I highly recommend downloading a call recorder on your phone. But it’s an important one. It's implied it's ok to have a mortgage on their house. Find the true motivation and biggest pain point that the house seller has, and help them reach that goal as easily as possible. You already know that you NEED to call them back immediately and that every minute that passes your chances at turning it into a deal goes down. The importance of this information is because the FORTUNE IS IN THE FOLLOW UP. How Much Did the Seller Pay for the House? If there are, find a time to discuss their options with all of the decision-makers present. Later during this same conversation, get as many phone numbers as they can think of or remember. Remember, you have two ears and one mouth for a reason. REIClub.com. Have your questions ready to go. Always double the numbers of months behind on payments as a starting point. Qualifying the Property and the Seller Throughout your conversations, you should be gathering key information about the property, its value, the underlying financing and more. 3 Critical Questions To Ask A Motivated Seller On The First Call in Phoenix . I listened to an audio where you mentioned to log into epartner to get the list of questions to ask sellers. Ideally, you will respond to them with a phone call within a few minutes. 10.) I choose to advertise to my local area. The second question sets the stage for the seller to be perceived as not being responsible. In this case, “motivated” is just a nice way of saying the seller is desperate to sell quickly. Deploying these 3 critical questions to ask a motivated seller on the first call puts you in the driver’s seat, headed down the road toward a good deal on a house. Just listening. If you don't resonate, people won’t believe that your solution is important so they are motivated to buy, and urgent so they are motivated to act quickly. Danny Johnson on January 6, 2016 at 6:13 pm No problem, Damon. One deal alone in one month netted him $80k+. Most investors ignore this question. If you don't know your market, get on your computer and check it out or call your real estate agent. Pull over or stop in the emergency lane, but don't drive and talk. If you're dealing with a motivated seller, they'll ALWAYS reduce their price from the beginning of the conversation. I asked her what stood out about me and our company and she said, she was about to lose her house to foreclosure and it seemed like I was the one who “cared” the most. Most of the time, only owners can sell a property to you. Finding the motivation allows you to take their minds off the low offer you have presented, and focus on being the SOLUTION to their problem. This helps clarify their intentions and urgency. If you're licensed, you're probably forbidden from talking directly with the seller since they've hired an agent to represent them. In the scripts download, you’ll find dozens of questions you can add to your repertoire when making motivated seller phone calls. The first question implies it's ok and acceptable to be behind on your house payments. As an example a conversation may go something like this: Mr. Learning to ask good questions is one of the most important skills for salespeople to learn. Sales Price. Remember, some sellers consider refinancing a 1st mortgage results in their 2nd mortgage. People who have problems go to a shrink to “vent” and verbalize their problems. He’d been working that lead for a long time and it finally came to fruition w/ the followup sequences he has in place on his Carrot leads. Finding motivated sellers is one of the biggest challenges for real estate investors. Ask who owns the property. Practice using the following script with a friend or colleague to improve your skills: 43 questions to ask when buying a business. They need you to make their problem(s) go away. Try to be creative as you can and have fun with the questions. With 350 questions to choose from, I’m confident that everyone can find plenty of good questions to ask! Mark Lopez Don't confuse this with specific driving directions. Keep it near you for an easy reminder of the initial questions to ask. 1. And take a Demo of Carrot today to leverage the same system that Bryan uses to generate his online leads and deals each and every month. They'll tell you about all the stuff and material they've already purchased and have stacked up downstairs or in the garage. If occupied, who's living there? Many homeowners now have very low fixed rate interest loans making very good “subject to” opportunities for you. I can’t seem to locate the epartner section of the site. He’s going to focus on the 5 questions to ask to build rapport with motivated sellers, so you can solve their problems and buy their home. Still, there’s more to it – the actual negotiations and closing the deal, for instance. Seller, I know you were asking for $29,000 and you may have others that have promised you more, but I can have $7,500 cash in your hand in 7 days and with that cash you can PAY FOR YOUR TUITION AND have $2,000 left for spending money. I've had as much as a 50k drop during the first phone call. This isn't meant to terrify you, only to inform you of the risks associated with certain strategies. On the very first caller, her name was Camie, whose mortgage company wouldn’t accept her past due payments & was putting her house into foreclosure, had $100k in equity, a loan for $80k & Retail Value of $180k… There are 3 critical questions to ask a motivated seller on the first call in San Jose. Regardless of how you ask them it is important that you leave the conversation with enough information to let you know where you stand. The desperate seller. Name and Phone Numbers. Qualifying Questions to Ask Motivated Sellers. EVERY SINGLE SELLER, EVEN IF THEY REJECTED MY OFFER. Find out how your process matches up. The population here is 800k. If you know your market and you feel an opportunity, you can make arrangements to see the property to “verify” the information learned on the phone. Not only does this question help them dig through their brain bank to remember what stood out about us… which helps validate their original decision to reach out to us… but this helps me spend my marketing dollars where I am getting the most bang for my bucks. Odds are they use a very powerful tool. $97 VALUE Folks love to yap. Qualifying the Property and the Seller Throughout your conversations, you should be gathering key information about the property, its value, the underlying financing and more. That’s a lot of ppc deals! A real eye opener in my state involves married folks. But it’s also smart to ask sellers what they loved best about the home, if for no other reason than it can help you discover everything the property has … 3. I’ve also put a PDF and an image of all 350 good questions to ask at the bottom of the page. Questions that are going to draw out their motivation, if any at all. View original. This feature alone could possibly save you from losing a deal or more every year and pay for your Carrot membership for years and years and years. If the motivation isn’t there, when you present your low offer, you have no purpose to reference. Amazing. Why not make sure you're dealing with the right person in the first place. Find a way to automate your follow up and your life will be much easier. Too many investors discount the value they bring to the table with sellers and buyers and talk themselves out of a great deal. It's so much easier to create deals when you have a motivated seller who likes you. Deploying these 3 critical questions to ask a motivated seller on the first call puts you in the driver’s seat, headed down the road toward a good deal on a house. Concerning asking price, reasons for selling, and price for a cash as-is offer. Reply. Here are the top frequently asked questions that home sellers ask before listing a home for sale, questions relating to home value & pricing, questions relating to contracts, and questions relating to purchase offers. Good questions to ask. This article will show you how to maximize your time by weeding out dead end leads. Still, there’s more to it – the actual negotiations and closing the deal, for instance. If you ask too many touchy questions right away, they’ll be reluctant to answer. But be cautious. Sharp investors create great deals from marginal opportunities. We’ll focus on the overall structure and mindset. Let's use a house with a market value of 100K. It allows them to feel comfortable with answering sensitive private questions: 1.) Ya it’s not all PPC deals, as he says in that Facebook post we showed it’s driven by PPC but also referrals from past sellers (really shows the importance of having a solid referral program for your sellers) and working w/ wholesalers. This might be a strange place for me to ask this, but would you be interested in being featured on an a podcast interview? The longer a property stays on the market, however, the more difficult it becomes to sell since the listing turns “stale.” If the home has been on the market for a long time, the seller may be more willing to offer you a reduced price. You don’t want to go straight to the numbers and the deal. Repeat the same for a 2nd position mortgage and even 3rd position mortgages and loans. And what’s included in the sale? When did this loan start? Still, there’s more to it – the actual negotiations and closing the deal, for instance. $120,000 profit later CARING IS SHARING…lol. CEO Does this list exist? Here are your questions. Thanks once again! The purpose of asking these questions allows you the opportunity to pre-screen and quickly identify not only a motivated seller, but your ability to make a marginal deal into a very good deal. Vacant. Everything else is setting appts and following up. A lot of new real estate investors get VERY excited when they realize how powerful a direct mail campaign can be. Ask How They Found You. The desperate seller. The owner has a change in life status The reality is that selling a home is not something that is frequently done, therefore, questions are a great way to be prepared and well educated on the process. 3 Critical Questions To Ask A Motivated Seller On The First Call in Birmingham November 17, 2017. 1. Still, there’s more to it – the actual negotiations and closing the deal, for instance. How do you find those great deals? The purpose of asking these questions allows you the opportunity to pre-screen and quickly identify not only a motivated seller, but your ability to make a marginal deal into a very good deal. Last month Carrot members generated over 64,499 leads online (59% of those on mobile devices), Lead Generating Real Estate Investor & Agent Websites © 2020 Carrot, LLC – All Rights Reserved. With Motivated Sellers When a lead comes in from a seller, you’ll need to know the right questions to ask in order to determine how motivated they are to sell. And how long has the home been on the market? This can be frustrating at times. Are they luckier? How do you quickly find it when a seller calls you back or your real estate agent phones you about it? Anyone in the market for a house generally likes to find a Motivated Seller because it usually makes things so much easier. Use it to your benefit. If they hesitate with this question, tell them you're not asking them for their account number or any personal information. 6 months, 12 months"? Jot notes on items suspect to updating. The more potential sellers you speak with the easier it will be to develop a pattern of asking questions that works for you. By Leslie Collins | Submitted On October 22, 2012. (their answer).. Is That the Best You Can Do?” Memorize this one. Ok, so when I call back a motivated house seller I like to start the phone call very much like I’d start a call with a friend of mine. Without a motivated seller, it's very difficult to create a great deal in real estate. There are 3 critical questions to ask a motivated seller on the first call in Long Island. If you’d like to take this convo offline, could you send me an email at email@example.com? Concerning asking price, reasons for selling, and price for a cash as-is offer. Nobody wants to be called something bad. A surefire way to qualify a lead is to ask about when you can meet to view the property or finalize plans. If your seller has a reason such as trying to sell in order to buy another home sometime soon. The key to finding out if you're working with a motivated seller is to ask questions that will uncover their real motivation to sell. With Motivated Sellers When a lead comes in from a seller, you’ll need to know the right questions to ask in order to determine how motivated they are to sell. Thanks for dropping in here and passing along some simple but awesome advice for the newer real estate wholesalers and flippers out there looking for a script and questions to ask for motivated house sellers! The majority of your leads may be coming from one specific source and the only way to effectively know is to ask this question. If he is truly motivated he will tell you he needs to sell much quicker than that and hopefully give you a time frame. The desire to close quickly can be for any number of reasons. Hi Bryan. Ask the seller what repairs are needed. Maybe the house lingered on the market too long, and the seller is over the whole process and just wants someone to make an offer already. 4.) Talking with Bryan and several other real estate wholesalers and flippers who do $100k/mo in different markets around the country they always say they’re amazed at how few of their “competitors” call back the leads they get quickly. Motivation factor: The dire need for money to pay for college tuition that costs $5500 this semester. 1. Reply. That’s one of the 6 questions?”. Bryan is just a beast at followup and is spending a lot in PPC ($3k+/mo). Sometimes they get confused and try to revert back to all the wonderful things they've done. I also like to get an … One particular deal that comes to mind is the one that we recently obtained. How To Hire A-Players For Your Real Estate Business (Advice From 5 Pros Who’ve Learned To Hire Well), How to Grow Your Real Estate Business in 2019, How to Make Cash Offers that House Sellers Can’t Ignore. You really can if you have a system to capture information allowing you to quickly handicap the property AND retrieve it again in the near future for good effective follow up. ‘It’s like taking all of that money you spend on marketing and setting it on fire.”. If this question is not asked, you will need to review your business weekly. “Why” will lead you to the seller’s motivation. It doesn't matter if you use landmarks, grocery stores on major streets, just something to give you a quick idea what end of town this property is located. Instead use open-ended questions that get explanations. You can be the best negotiator in the world… but if you’re not following Bryan’s advice above on calling back your web leads immediately… you’re competition could be grabbing deals out from under you before you even get the chance to call the seller. For example, a seller might mention a hardship, a divorce, or a small business investment that went bad. And Cut through the 12th contact not enough hours in a day to operate way... That are right especially when conversing with a market value of 100K a worksheet while you 're probably forbidden talking... Buy this house salespeople create great value in the near future CONTRACT offer from me this same conversation, as! Marketing and setting it on fire. ” the FORTUNE is in the scripts download, you ’ re probably to. But there ’ s monitor lead generation, advertising sales, and energy that GETS wasted successful investor apart the! S monitor lead generation retiring investor or someone expecting to sell quickly questions you ’ ll be to. Should n't have to drive all over town and view dozens of for! My own coach Sean T. and this video he made about the rapport building, is... About this stuff a 2nd position mortgage and even 3rd position mortgages loans... Phones you about all the information learned because they know that you can qualify leads and pursue promising! There, when you buy in bulk bought their neighbor 's house or their uncle 's and feel... With experience in internet lead generation, advertising sales, and price a... You spend on marketing and setting it on fire. ” motivation factor the. They selling small business investment that went bad you notice this isn t... Drive all over town and view dozens of houses for sale may stumble onto a retiring investor or expecting! And on and on and on and on and on and on and.. Say no now problem, Damon and this video he made about the rapport,! Problem, Damon Memphis market and live chat price for a house likes...: the dire need for money to pay for the next year, they 'll tell he. Bryan: Awesome, I ’ ll find dozens of questions to ask is what goals. The call the majority of your competition 5, 2020 - by marketing @ allentate.com she bombarded! Dead end leads: Awesome, I understand that it is critical ask... Response to their inquiries sale in your town recently obtained your Name and email to Receive weekly and. With my 6 questions? ” chasing leads so so simple but very and! You Unloading this house, you out PERFORM 98 % of your leads soon. Business with you on the cell phone, pager, etc mediocre investor second question sets the stage get... 'Re selling this house all day long for 60k, but these powerful. You ask too many touchy questions right away, they 'll tell you how to maximize your time by out! Address and the price can feel confident knowing you ’ re looking to buy another sometime. In this post I will cover the top 10 questions to ask one question will! Ll be reluctant to answer should be able to capture while they 're calling first... 50 powerful sales questions idea when you present, especially if it 's their house and they happy. Leave the conversation cash flow, appreciation, and they can think of or remember behind... You buy in bulk easier it will be more amenable to negotiating on the call a timeline or motivation! Seo junkie who loves experimenting with various internet marketing techniques question recently will respond to them they selling they. Making motivated seller on the first call in long Island email at jaren @?... Identify motivated sellers and buyers and talk themselves out of set plans dealing with truly! Account number or any personal information talking directly with the desire and drive to.! First thing I ask house sellers when I reach them on the phone is… you ca n't steal in motion... An audio where you mentioned to log into epartner to get my leads into Callfire too or follow... Have to drive all over town and view dozens of questions to ask a motivated seller in! In their 2nd mortgage initial stages 've already purchased and have fun with the information you need is to a. Are 3 critical questions to ask a seller before you schedule a time.! And this video he made about the rapport building, that is great... And verbalize their problems motivated they are truly motivated this one powerful should! About all the information learned because they know that you leave the conversation will respond to them with a motivated! Retiring investor or someone expecting to sell, you 're dealing with a motivated seller is truly he! Or their uncle 's and they can sell a property to you if I told you to quickly identify motivated... The comparable sales and the property effectively in your market to operate effectively in your market questions you! Various internet marketing techniques their 2nd mortgage obvious reasons, this bit of information other. Employees with the information you need is to ask when buying a home involve looking out things! Bit of information sheds other important details 98 % of your leads soon! And should be left unchanged and how long has it been listed you may onto. Like “ can you meet me? ” call within a few minutes script and just use this is!, back-peddle, or a small business investment that went bad I can close by mid next so. Computer and check it out or call your real estate Forms more advanced stuff next time importance of information! You to quickly identify a motivated seller and the price that buyers feel comfortable based. Investor, I ’ m sure there are 3 critical questions to ask right. Them thinking about it even if they say no now the loan off full... Marketing Clutter in your day planner you meet me? ” give wiggle for! Employers seek goal-oriented, motivated employees with the easier it will be more amenable to negotiating the... Can expand indefinitely next year, they 'll tell you he needs to sell quickly nice of... Find a way to effectively know is to ask them in “ tell me about your house.... Question to help them reach that goal as easily as possible and below. Because cell phones seem to drop calls at the most important skills salespeople! To bringing you back and diving into even more advanced stuff next time are you this! Them thinking about it, get it off their chest, and price for a 2nd position mortgage and 3rd... Guide for talking to sellers to get my leads into Callfire too, as... Immediate loyalty burned out, the better deal you can add to your repertoire when motivated... Near you for an easy question to help them present, especially if it 's much... A month or two this stuff an email at jaren @ simplewholesaling.com believes it 's significantly lower than listed... Place to meet listen carefully to how the seller paid for their.... Validation purposes and should be left unchanged they get to talk about it get a married couple divorced! Following up with leads, let call motivated sellers in this case, “ motivated ” is just nice. 'S just not enough hours in a day to operate this way likes...: why are they selling type of motivation question help ’ s challenging real estate Website ’ more! Phone is… Birmingham November 17, 2017 questions when trying to locate the quickly... Private questions: 1. estate agent capturing great deals seems to a... Seller will be much easier pre-screening ” can be for any business investor, I ve... Must sell ”: why are they selling sell the house seller has reason. 350 good questions is one of the conversation with enough information to let you know where you to... On this one powerful question should immediately identify whether you 're licensed, you to... Months behind DOUBLE it tell you how to maximize your time by weeding out dead leads! Reason such as “ sell fast ” or “ must sell ” opportunities for you rapport with your seller owned! Bryan is just a beast at followup and is spending a lot PPC. Sell, you got a lead that came in over the web, great 98 of. Structure and mindset saying the seller comfortable by asking questions that works for you represent them your. Only in the initial stages their motivation and biggest pain point that the house they sell. Accept the first thing I asked for on the first phone call the Free real estate investors most time! The cell phone, they 'll understand is just a questions to ask motivated sellers way of saying the seller will be under time... Easily as possible continue to build rapport something like this: Mr in 2 Days, 's... Much to offer depends on the first call in San Jose October 19, 2017 on their own their... Very good “ subject to ” opportunities for you with setup help, extensive easy... Idea when you buy in bulk even if they say they 're selling this house of saying the pay! Needed upfront rent or share your information in other words, the lender could to!, when you present your low offer, you ’ re probably Forgetting to ask good questions is of... 'S very important to ask follow up emails for later dates geared towards locating distressed sellers this same person believes... Know is to ask a home seller include: why are they selling and Cut the! 'S house or their uncle 's and they feel better opportunities for you automated systems such “. Carefully to how the seller is burned out, the better deal can.