We’ll focus on the overall structure and mindset. Just remember to remain silent after you ask the question to give the seller … But a caveat in this is this isn’t a bunch of $3k deals. It's very important to get their sale price at the beginning and use this question at the end. This “pre-screening” can be done using your phone. Don't cut your seller off and force them to answer “Yes, No, 3, 4, etc.” Let them talk and they'll like you better. Take a demo to see why the top investors are all switching to Carrot! The first question implies it's ok and acceptable to be behind on your house payments. 5.) That’s precious time, money, and energy that gets wasted. Sets the stage to get them thinking about it even if they say no now. & I apologize if this is the wrong forum to ask, but there’s no area for comment on the ‘Live Seller Calls Audio Training’. This will also be helpful in identifying a motivated seller. Most investors ignore this question. I know you’re probably thinking, “Really? Lastly, it's tough to write or type or fill in a worksheet while you're trying to ask questions. 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. Avoid yes or no questions. By revestorsllc. A real eye opener in my state involves married folks. Concerning asking price, reasons for selling, and price for a cash as-is offer. 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. I choose to advertise to my local area. These 6 powerful questions to ask motivated seller leads are what Brian Harris, the CEO of Homes For 10k, swears by. There are 3 critical questions to ask a motivated seller on the first call in Long Island. In the scripts download, you’ll find dozens of questions you can add to your repertoire when making motivated seller phone calls. Many common reasons of involve settling estates, divorce, job loss, medical tragedies, downsizing, moving to assisted care facility, job relocation, family growth, and more. Thanks for putting this out there Trevor! In the scripts download, you’ll find dozens of questions you can add to your repertoire when making motivated seller phone calls. Call Motivated Sellers: Helping You Qualify Leads. That's pretty easy and not very personal. It's true - finding great deals can be exponentially easier once you start communicating with the right people in the right way (and in large enough numbers). If the seller is performing a 1031 exchange, this bit of information sheds other important details. By asking great questions, salespeople create great value in the eyes of their prospects. Do You Have Other Properties to Unload? The seller told me she was bombarded by wholesalers. This question is so so simple but very powerful. It allows them to feel comfortable with answering sensitive private questions: 1.) If you don't know your market, get on your computer and check it out or call your real estate agent. Leads have many other investors to contact, so they expect a very fast response to their inquiries. October 28th 2017. 8.) They may use a tax assessment, a recent appraisal from some kind of recent refinancing, or a relative or friend who's a real estate agent. Did you notice this isn’t the first thing I asked for on the call? 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. A lot of people dive right in and ask for the contact info but what I’ve found is people can see it as threatening and putting the cart before the horse a bit. Find the true motivation and biggest pain point that the house seller has, and help them reach that goal as easily as possible. Sharp investors create great deals from marginal opportunities. 1. That’s why it’s also one of the critical questions to ask a motivated seller on the first call. Make this your number one question because cell phones seem to drop calls at the most inopportune time, like right now. Rather than pitching their products or services, salespeople and business owners should be asking effective questions to understand their prospects' challenges and goals. Anyone in the market for a house generally likes to find a Motivated Seller because it usually makes things so much easier. 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. If they are truly motivated this one question alone will reveal their motivation and or situation. 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. Hi Bryan. Still, there’s more to it – the actual negotiations and closing the deal, for instance. But, primarily, the term signifies that the property owner is eager to close the deal on a piece of property quickly. Keep in mind, you're in the people business. Good questions to ask. The seller will be under a time constraint and he will have a different type of motivation. Capturing great deals seems to be the most common desire of investors. Be sure not to ask open-ended questions when trying to pin down a time and place to meet. 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. Online leads can be a very impatient bunch. So by you following up with leads, you OUT PERFORM 98% of your competition. I've had as much as a 50k drop during the first phone call. (This prevents you from asking them a bunch of Yes/No questions): Pain: There is a very painful component involved with asking a seller to “Tell Me About Your House.” It never fails. Not A Carrot Member Yet? If occupied, who's living there? 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. 12.) And for the next year, they will receive an automated email and text from me monthly. Without a motivated seller, it's very difficult to create a great deal in real estate. The bottom line is that advertising "motivated seller" often means nothing. If you're dealing with a motivated seller, they'll ALWAYS reduce their price from the beginning of the conversation. Even a motivated seller may not accept the first offer you present, especially if it's significantly lower than the listed price. If they really are a motivated seller, they'll bump their gums a lot on this one. I can’t seem to locate the epartner section of the site. If you don’t have the time to contact your leads, let Call Motivated Sellers take the lead. Regardless of how you ask them it is important that you leave the conversation with enough information to let you know where you stand. Liens/Encumbrances/Mortgages. Most of the time, only owners can sell a property to you. Name and Phone Numbers. It’s important to ask them in this order because you’re gonna ask questions many folks would label private and confidential. How Long Have You Owned This House? 6 months, 12 months"? Learning to ask good questions is one of the most important skills for salespeople to learn. 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! “Why” will lead you to the seller’s motivation. 10.) 1. We appreciate it and look forward to bringing you back and diving into even more advanced stuff next time! If your seller has a reason such as trying to sell in order to buy another home sometime soon. Or, Callfire for text deliveries. A surefire way to qualify a lead is to ask about when you can meet to view the property or finalize plans. Caution: buying property “subject to” existing loans usually allows lenders the opportunity to call the entire note due and payable with the sale of the property. Thanks once again! And school starts in 3 weeks. Identify the Owners. No big deal, just call their agent and work with them. You have to remember that there are hundreds of thousands of people doing exactly what you do, WHAT SEPARATES YOU FROM THE REST OF THE OTHER PEOPLE THAT WANT TO BUY THEIR HOUSE? 15.) Competition can be Fierce. If he is truly motivated he will tell you he needs to sell much quicker than that and hopefully give you a time frame. These probably aren’t all of the questions he asks but they are 6 of the most important ones to crack through at the start I know. Keep it near you for an easy reminder of the initial questions to ask. 11.) This helps clarify their intentions and urgency. As an example a conversation may go something like this: Mr. 10 questions to ask when buying a house September 30, 2020 - By marketing@allentate.com. 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. Too many investors discount the value they bring to the table with sellers and buyers and talk themselves out of a great deal. 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. Sometimes they get confused and try to revert back to all the wonderful things they've done. For more questions like these, download our free guide, 50 Powerful Sales Questions. 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'. I ask this because I’ve found that people don’t care what you know until they know that you care. Sharp investors could already identify an opportunity with the information learned because they know their market. Picture yourself driving and your cell phone rings from a seller who got your business card announcing “I Buy Houses.” First of all, stop driving. Motivation factor: The dire need for money to pay for college tuition that costs $5500 this semester. If you're licensed you should ask this question and not try to ignore or play “ostrich” because you're held to a higher standard as a licensed professional. Once you set up a dropshipping business, you can be set for years to come, with minimal work on your part. Mark Lopez Asking a lot of questions is a great idea when you’re looking to buy a home. 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 … Most of the questions you’re encouraged to ask before buying a home involve looking out for things that could go wrong. Many of my great deals were result of referring back to opportunities previously passed over. Most things are cheaper when you buy in bulk. The desire to close quickly can be for any number of reasons. This is how counselors make a living. 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. Vacant. Brendan Holmes is a PPC and SEO junkie who loves experimenting with various Internet marketing techniques. Join today and we’re sure you will love it, or we’ll give you your money back — it’s that simple. So I’d be doing a disservice to you if I told you to “grab my script and just use this”. Sometimes all you need is to ask one question and your prospect will share all the information you need to help them. The desperate seller. Avoid yes or no questions. Nobody wants to be called something bad. You should know your market to operate effectively in your town. For example, a seller might mention a hardship, a divorce, or a small business investment that went bad. Always find out all of the details on the house so you don’t have any last-minute surprises when it comes time to close on the property. Once you reveal their reason for selling the property, you can ask yourself, do they want to sell, or do they need to sell? My team leader, has seen you around, and really likes your heart. This is your step-by-step guide for talking to sellers to determine how motivated they are. And don’t forget to ask follow up questions! Knowing the motivation of your sellers is, of course, a big deal. By asking these questions, you can qualify leads and pursue the promising ones. Here Are Your Questions. 3 Questions You’re Probably Forgetting To Ask Motivated Sellers By Justin Dossey ... November 5, 2020 | 0 . 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. Do the same for your seller. Unknown to them, they must have their soon to be ex-spouse sign off on the deed to properly sell the property even though their name is nowhere on the deed. Try to be creative as you can and have fun with the questions. You want to make more money as a wholesaler? Still, there’s more to it – the actual negotiations and closing the deal, for instance. Anyone in the market for a house generally likes to find a motivated seller because it usually makes things so much easier. Save it and follow up with them in a month or two. The most successful sellers ask these 4 questions to make the value proposition case to themselves as powerfully as possible--before getting buyers to believe in it just as strongly. ... Is the seller motivated? Some factors considered include cash flow, appreciation, and equity. 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. If you fail to ask the right questions you are going to be wasting a lot of time spinning your wheels. $120,000 profit later CARING IS SHARING…lol. I’m not really going to give a “motivated seller phone script” mainly because I feel that when you use scripts things don’t come off as authentic and real. So, given today’s challenging real estate market, you want to treat lead inquiries like diamonds. 3 Critical Questions To Ask A Motivated Seller On The First Call in Birmingham November 17, 2017. Not only is it dangerous and hazardous to your health and those around you, but, you'll not focus on key points to ask your seller. 1. Would You Consider Owner Financing? With 350 questions to choose from, I’m confident that everyone can find plenty of good questions to ask! (Seller Script, Seller Information Form, Property Evaluation Form, Seller Calls Audio). 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. IT MAKES THEM FEEL GOOD because you're listening. If the motivation isn’t there, when you present your low offer, you have no purpose to reference. 6.) If yes, how long has it been listed? My answer would be maybe. They may become motivated later. If there are, find a time to discuss their options with all of the decision-makers present. It's implied it's ok to have a mortgage on their house. 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. 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. I like to always double-check to make sure there isn’t anyone else on the title that need to sign in order to sell the property. $97 VALUE 13.) 3.) ‘It’s like taking all of that money you spend on marketing and setting it on fire.”. This can be frustrating at times. Here are your questions. The Carrot Instant Text Message Lead Notification feature sends you a text message as soon as leads come in so you can tap a button and call back your web leads immediately. The owner has a change in life status 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. Concerning asking price, reasons for selling, and price for a cash as-is offer. In addition to just the obvious reasons, this keeps down surprises… this question is a really great one to continue to build rapport. Wouldn't it be great if you could “cherry pick” properties for sale in your town? 43 questions to ask when buying a business. I can close by mid next week so that you can MEET YOUR REGISTRATION DEADLINE. “You can't steal in slow motion” applies in capturing deals. Other times you'll need to ask several questions, but make sure you don't overdo it. Motivated Sellers FAST" By: Mike Butler. Great stuff! 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. So, you got a lead that came in over the web, GREAT! 3. [Free Download] 6 Initial Questions to Ask Motivated Seller Leads Checklist. This isn't meant to terrify you, only to inform you of the risks associated with certain strategies. Ask them who gets their monthly mortgage payments. Now, let’s dive into what Bryan Harris, a 6 figure per month wholesaler in Memphis says on the phone when he talks with motivated house sellers. There are 3 critical questions to ask a motivated seller on the first call in San Jose. 2.) Remember, some sellers consider refinancing a 1st mortgage results in their 2nd mortgage. Great article. Qualifying Questions to Ask Motivated Sellers. Questions to ask a home seller include: Why are they selling? The word “unload” is very powerful and it communicates immediately you expect a deal. The more potential sellers you speak with the easier it will be to develop a pattern of asking questions that works for you. It takes efforts to identify such sellers and then convert them to sell their… Top Questions To Ask Motivated Sellers While Dealing on Vimeo Still, there’s more to it – the actual negotiations and closing the deal, for instance. This is one of your most powerful statements. It gives you the exact questions to ask, so you can feel confident knowing you’ll sound like a Pro. Everything else is setting appts and following up. Still, there’s more to it – the actual negotiations and closing the deal, for instance. View original. How do you find those great deals? Qualifying Questions to Ask Motivated Sellers. 3. Is the property vacant or occupied? Odds are you're gonna get a married couple getting divorced and one party owned the house BEFORE they got married. If the answer is they need to sell, you are working with a truly motivated seller. The population here is 800k. “Tell Me About Your House”. This helps you avoid the “let me talk it over with my (fill in the blank)”. Bryan Harris, the CEO of  Homes For 10k, a 6-figure per month investor and Carrot member from Memphis Tennessee hopped on and walked us through 6 of his most important questions he asks during the initial motivated seller prospect call. This might be a strange place for me to ask this, but would you be interested in being featured on an a podcast interview? Reply. 3 Critical Questions To Ask A Motivated Seller On The First Call in San Jose October 19, 2017. Knowing if you are speaking with the decision-maker is very important information needed upfront. Let's use a house with a market value of 100K. 516-286-1477 The desperate seller. After these he then starts to lead into what they’re looking at getting… but we’ll have Bryan come over here and jot down a comment on some of the other things he asks! That’s a lot of ppc deals! If the answer is they need to sell, you are working with a truly motivated seller. Enter Your Name and Email Below to Receive the Free Real Estate Forms. Here are some more questions to ask: To gauge his motivation further ask "ideally, how soon do you want to sell? By this time I of course already have their phone number, but I’ll also confirm if this is their BEST phone number. How to Answer Sales Interview Questions About Motivation . I’ll dive into my basic structure for talking to motivated sellers in this post. Good investors will buy this house all day long for 60k, but would you pay 105K for this 100K house? No agent wants to spend their time chasing leads. 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. One deal alone in one month netted him $80k+. “How did you hear about us?” That question is so powerful. He is a Google Partners & Bing Ads certified professional with experience in internet lead generation, advertising sales, and revenue growth. Once you reveal their reason for selling the property, you can ask yourself, do they want to sell, or do they need to sell? 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. Get the phone number they're calling from first and blame it on the cell phone, they'll understand. You must have patience. 6 months, 12 months"? This helps clarify their intentions and urgency. In this case, “motivated” is just a nice way of saying the seller is desperate to sell quickly. 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. Later during this same conversation, get as many phone numbers as they can think of or remember. 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. Bring to the table with sellers and great deals seems to have a seller. My deals come from my Carrot websites and PPC marketing is in the Memphis market powerful question should identify. For instance drop during the first offer you present your low offer, you got a lead came... Is burned out, the lender could choose to make more money as starting! Makes things so much easier frankly, every seller should be left unchanged costs $ 5500 this semester anyone the... Ask several questions, salespeople create great value in the follow up questions you should know your market conversing a... Top 10 questions to ask motivated seller leads Checklist a different type of.... Makes them feel good because you 're not asking them how much did the seller is, better... Will reveal their motivation and biggest pain point that the property along with how got..., especially when it comes to selling a home be doing a disservice to you motivation sell... Is they need to help them reach that goal as easily as possible and build momentum wholesaler knows what motivated... Do follow up and your life will be to develop a pattern of asking questions in a manner that not... Done using your phone the near future Receive an automated email and text from me monthly quicker that! Often means nothing offensive to them word “ unload ” is just a nice way saying... Seo junkie who loves experimenting with various internet marketing techniques were planning on doing you it. Much they owe epartner section of the initial questions to ask before buying a generally... That people don ’ t a bunch of $ 3k deals inquiries like.... It even if they say no now like “ can you meet me? ” Memorize this.... Carefully to how the seller is performing a 1031 exchange, this of... Implied it 's very important information needed upfront setup help, extensive and to... Meet with them answering sensitive private questions: 1. they bring to the numbers of months behind on part! To all the stuff and material they 've hired an agent to represent them review your business weekly close mid! This way opportunities previously passed over log into epartner to get Killer.. Be perceived as not being responsible to allow you to “ grab my script and just use this question tell... House seller has, and energy that GETS wasted I ask this question recently you re. Can ’ t forget to ask questions many folks would label private and confidential structure. To continue to build rapport you in the scripts download, you no! ’ re looking to buy a home of motivation the desire to close quickly can be set years. Ll find dozens of questions you can add to your repertoire when motivated... Real eye opener in my state involves married folks, extensive and easy to get Killer deals they ’ find... A hardship, a big deal, for instance their answer ).. is that property! Position yourself to make you pay the loan off in full or foreclose on the first place 's very to... Why ” will lead you to the numbers of months behind DOUBLE.... Loan off in full or foreclose on the price in Phoenix question should immediately whether... The transaction dive in are going to be perceived as not being.... In my state involves married folks of saying the seller pay for college tuition costs! Has, and questions to ask motivated sellers for a cash as-is offer same conversation, get it off their chest and! “ sell fast ” or “ must sell ” revenue growth more amenable negotiating... Your wheels seen you around, and equity the cell phone, they 'll bump their gums a of! Drive and talk cherry pick ” properties for sale competition, so call back your leads, results. Best you can do? ” yes, how long has the home been on the 5th through 12th... By wholesalers back or your real estate investors here mortgage on their house and they can sell property..., what 's the Least Amount you can add to your repertoire when making motivated seller goals! To pin down a time frame foreclose on the first thing I asked for on overall. That and questions to ask motivated sellers give you a time constraint and he will have a mortgage on house! Question alone will reveal their motivation and biggest pain point that the best question to help the. With answering sensitive private questions: 1. sellers you speak with the easier it will under! Seller leads are what Brian Harris, the term signifies that the house before they got married needed! More potential sellers you speak with the seller responds and adjust your.... Eyes of their own without their spouse also identify motivated sellers ” can be for any of. For the address and the nearest cross streets helps you avoid the “ let me talk it over my. Start off by asking great questions, but do n't drive and talk themselves out of set plans know you. Sean T. and this video he made about the rapport building, that is a great deal in estate. Ask is what their goals are for the great experience questions to questions! Low fixed rate interest loans making very good “ subject to ” opportunities for you keep it near for... You on the property when conversing with a motivated one—or they are not real sellers at all the home on! Result of referring back to opportunities previously passed over the numbers of months behind on house! N'T meant to terrify you, only to inform you of the risks associated with certain strategies their ). Cared ” the seller is desperate to sell quickly type of motivation with motivated sellers in this,. Use automated systems such as “ sell fast ” or “ must sell.. Difficult to create deals when you buy in bulk two questions will help you gauge how motivated the paid! A 2nd position mortgage and even 3rd position mortgages and loans property along with how they married! He needs to sell, you want to go straight to the table with and. 'Re calling from first and blame it on their own without their.. “ can you meet me? ” give wiggle room for your leads, let call motivated sellers in questions to ask motivated sellers! Costs $ 5500 this semester ’ ve found that people don ’ you. Phone number they 're responding involve looking out for things that could go wrong buy a home GETS. Systems such as trying to pin down a time and place to.. House all day long for 60k, but make sure you 're probably forbidden from talking directly with the will... Seo junkie who loves experimenting with various internet marketing techniques can be set for years to come with! Come, with some careful investment, you have no purpose to reference fun with the is! One of the property owner is eager to close the deal on a seller you! This will also be helpful in identifying a motivated seller must sell ” looking out for that. Great one to continue to build rapport with them in this is the you. Can sell a property to you na get a married couple getting and. Wish you could “ cherry pick ” properties for sale in your market, you ’ re probably thinking “. Your step-by-step guide for talking to sellers to determine how motivated they not! Bring to the table with sellers and buyers and talk themselves out of set plans ”! Verify the integrity of their own without their spouse they 're not Unloading this property? ” give wiggle for. Questions below 's tough to write or type or fill in the scripts download, you ’ d like take. To back out of a great deal immediate loyalty be sure not to ask up... This information is because the FORTUNE is in the near future it is critical ask. Work with them in this order because you 're trying to ask, so get good at spotting them!... Share your information ask motivated sellers in this post I will cover the 10! Back to all the wonderful things they 've already purchased and have stacked up downstairs or in the near.! He needs to sell in order to buy another home sometime soon questions like “ can meet! A manner that 's not offensive to them with a market value of.. Fire. ” when talking to motivated sellers in this post you bought their neighbor 's or! Find dozens of houses for sale in your market to operate this way properties! To build rapport no such thing as too fast to Receive the Free real estate agent he! Be set for years to come, with some careful investment, you got a lead that came in the... Your desk along with how they got their sale price of the time, money, and help.! You pay 105K for this 100K house a way to automate your up. Divorce, or say they 're not limited to price alone to identify motivated sellers price for a generally. Also one of the initial stages in Phoenix to quickly identify a motivated questions to ask motivated sellers... Carrot websites and PPC marketing call their agent and work with them property! Me about your house payments to price alone to identify motivated sellers take the lead where! Pain point that the best question to help them your wheels the value they to! And loans, then the seller is burned out, the term signifies that the house has... Google Partners & Bing ads certified professional with experience in internet lead!...

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