This will take some work, but leads, … Targeting the Motivated Seller… and The Solution The Big Differences Between Pre-Foreclosure and Vacant House Owners…And Why It Matters. ]. We can't help anyone unless we are "Getting" where they are, what is their pain (if any---most fsbos don't even want to pay 3-6% to a realtor, let alone give up 15-50% to an investor). Let’s take look at how to approach motivated sellers in real estate deals: As a real estate investor, remember that the relationships you build are not restricted to other industry professionals. Here are some crucial questions to ask … You want to make more money as a wholesaler? Investors interested in utilizing this lead generation strategy should pay attention to local laws and avoid advertising anywhere illegally. I understand that, [seller’s name]. This question will help you understand the current condition of the property. Investors may find, however, that talking to motivated sellers can be a nerve-wracking experience for those who have never tried. Attend a FREE real estate class to learn how to invest in rental properties, as well as strategies to maximize your cash flow and achieve financial freedom. 10 Questions Retail Buyers Will Ask … You want to move to where you’ll have more room to roam? Motivated sellers provide us with amazing opportunities as real estate investors to really help people and create a solution to their problems. If this is a truly motivated seller (and you can tell … For many real estate investors, distressed properties and motivated sellers go hand in hand. questions and furthering your connection. Never approach motivated sellers from a position of power, but rather on an equal playing field. Using Facebook to advertise for distressed or motivated sellers doesn’t have to be scary, expensive, or risky. But be cautious. Interested in Learning How to Invest in Real Estate? Ready to start taking advantage of the current opportunities in the real estate market? Seller motivation is a key factor in being able to connect with the seller. When the rubber hits the road, it’s the numbers on the property that determine if your prospect has a property that you should continue, When the owner isn’t ready to sell, it doesn’t mean they, want to sell. There are numerous reasons a property owner could classify as a motivated seller, ranging from a new job opportunity to an unfortunate family emergency. 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. I was hoping to speak with (him/her) about buying property in your area. However, to avoid getting flustered and forgetting your place, remember the following questions to ensure a smooth transaction: How are you? What is your contact information? Knowing how much the seller paid is helpful for a couple of reasons. Did they tear the place up?” … Often suppliers offer incentives. "15 Questions to I.D. In this course you'll discover: How to create a presence online and offline to attract motivated sellers and cash buyers How to stand out from the competition and become the go-to wholesaler in your area My HIGHEST CONVERTING methods of finding motivated sellers … NO! Once you have put up your advertising and marketing to attract motivated sellers for your wholesale business, you must know how to take a call and screen potential sellers. Instead use open-ended questions that get explanations. Don’t be afraid to write a message in your ad as well, remember you want to seem personable, as to stand out to motivated sellers. Listen carefully to how the seller responds and adjust your approach. Hello, this is [your name] with XYZ Home Buyers. Try looking for keywords that highlight a seller’s intent, such as “sell fast” or “must sell”. Your job now is to start the relationship building process, gather information, qualify them as a good potential seller and take the next step – make the offer. Include a friendly “ask” and state your business. Successful wholesale property investors will be required to speak to motivated, often emotional or vulnerable, sellers who may need a solution to their problems. Oh, sure I know that area well. If the seller does have a problem with answering a certain question for you… again, simply apologize and say that you were just trying to figure out if you could create a solution based on the existing financing and their needs. You want to ask these questions … By Leslie Collins | Submitted On October 22, 2012. Once you have prepared your sales discovery questions for the different areas of the sales call, you must consider how to ask open-ended questions. I’m wondering if [owner’s name] is available? Avoid yes or no questions. Write a post stating what you are looking for and include information about your work in the area. Plus you will begin to establish credibility. The opportunities that present themselves by working with buyers and sellers carry just as much weight as working with those in real estate, if not more so. This method includes narrowing down your search by using words geared towards locating distressed sellers. Before you end the call, get as much contact information as possible and stay in touch using a variety of methods. This could give you first access to several deals, especially if your competitors are not doing the same. Keep the conversation flowing while asking questions and furthering your connection. If you want to turn a motivated seller lead into a successful deal, it is important to talk candidly to the seller. “Mr Seller… Ask the Realtor what their thoughts on open houses are and make sure you’re comfortable with their response. Pay attention to similar signs as you drive around your market area, and even consider posting small variations similar to postcards on message boards in places you frequent. Remember, you’re talking to a person who may be very interested in selling their property. Think about this…your goal is to get someone to sell you their property in a seemingly non-traditional way. 3. I went to school near there. Plus it makes you sound like a rookie telemarketer. I listened to an audio where you mentioned to log into epartner to get the list of questions to ask sellers. This article completes our series on "wholesaling" real estate. However, it may be hard to convince motivated sellers in real estate that you are doing them a favor by taking their home, which begs the question: How can you create a relationship that places an emphasis on the seller’s needs? 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. Basically this is the way it goes. I … Understanding how to find motivated sellers will require investors to learn how to appeal to those individuals intent on selling their own homes. These sellers may be combative or defensive when it comes to discussing potential wholesale real estate deals. Do you have liability insurance? Keep in mind, however, that this script is simply an outline of how a conversation might go. For example, a seller might mention a hardship, a divorce, or a small business investment that went bad. You may encounter situations where someone has to talk it over with family members, a spouse, or another party. Inheritances: Those who unexpectedly inherit properties may be unable to care for them and keep up with payments; therefore, they may become particularly motivated to sell. The purpose of asking these questions allows you the opportunity to pre-screen and quickly identify not only a motivated seller… Negotiating with Motivated Sellers and Wholesaling Houses Part 2. Here are a few ideas that cost a little money, but bring results much faster. This helps clarify their intentions and urgency. Repeat the seller’s name, but don’t overdo it. 2 1 1 1 1 1 1. Almost every great deal involves a MOTIVATED SELLER. They need you to make their problem(s) go away. 3 Ways to Get the Phone Ringing and Find Motivated Sellers Now In the previous article (article 2) we discussed whether you need to find buyers or sellers first. It is a great idea to ask whether or not there are any financial obligations attached to the property. Test Close. If you ask too many touchy questions right away, they’ll be reluctant to answer. After all, they represent an attractive opportunity to secure deals below market value or at a faster pace. Your Introduction – Establishing Credibility and Interest; Discovery – Learning More; Qualifying – Is this a Good Prospect? Interweave a few questions while having a normal conversation. These investors may be motivated to sell quickly, allowing others to secure great deals. Click to register for our FREE online real estate class! If you are wholesaling real estate, you need to know how to find motivated sellers. Whatever the reason may be, when a seller is motivated, they need an investor just as much—if not more so—than an investor needs them. Again, my name is [your name]. Here are some of the most useful strategies when trying to find motivated sellers: While the costs are minute, bandit signs offer unique advantages for real estate investors. How are you today?” This approach does two negative things. PinPoint Profits provides you with a direct source of motivated sellers. This is your step-by-step guide for talking to sellers to determine how motivated they are. Don’t be afraid to let the seller know your intentions. I have two dogs that would play ball all day if they could. When it comes to identifying a motivated seller, you want to know who is making the decisions and who to build a relationship with. So if someone says, “I kind of would like to sell my house but I don’t want to deal with agent fees. Here are 10 key questions you should consider asking suppliers before doing business with them: 1. those are some of the questions i usually ask when talking to a seller Is there a mortgage or back taxes on the property? Remember, real estate is a people business; any hopes of making headway is contingent on the relationships you build. Once you are ready to get started read our motivated sellers script below. As an investor, I understand that it is critical to ask questions that are right especially when conversing with a motivated seller. Investors can also identify motivated sellers on Craigslist by posting ads of their own. | Distressed properties | Common reasons for motivated sellers | Finding motivated sellers | Working with motivated sellers | Should you use cold calling? You should practice taking … Before we jump into the strategies for finding motivated sellers, let’s take a closer look at how a motivated seller differs from other types of sellers. It is important investors review the most common reasons a property owner could want to sell quickly so they approach each conversation with care. Sprinkle in some connections that create familiarity while asking a few key questions. Follow our tips for a successful direct mail campaign, and you may find yourself with a list of motivated sellers faster than you think. Final Thoughts. Through a combination of writing and searching existing Craigslist ads, you can find motivated sellers quickly and for free. Think about your own reaction when you get a similar call. The 3 Building Blocks of Your Motivated Seller Conversation. This tried-and-true marketing tactic is comprised of small billboards secured in a number of locations with the primary purpose of garnering the attention of distressed sellers. From what order you ask the questions to how … Questions to ask a home seller include: ... the seller may be motivated and more willing to negotiate. When appropriate, it’s also helpful to get some background on the financials and the property. The RIGHT Questions to Ask Sellers Every time you speak with a seller, you want to handle the call using the same process. Start your conversation by asking how they are doing, and be genuine as you build a relationship with any potential sellers you speak to. Is there a minimum order? For most real estate investors, cold calling is at the bottom of the list when picking a marketing strategy. Copyright © 2020 FortuneBuilders, Inc. All Rights Reserved. The above frequently asked questions from home sellers are all great questions. Plus you need to know more to determine if the prospect is worth your time and effort. Not only is cold calling a great way to reach motivated sellers in your market, but it is also cost-effective. However, due to its popularity, it is one of the best websites for real estate investors looking to generate new leads. It is important to understand the intricacies of direct mail campaigns to realize long-term success with this marketing medium. Avoid yes or no questions. Before you download our motivated seller script, learn everything you need to know about working with this type of homeowner. Home » Organic Tea Blog » Important Questions to Ask your Organic Tea Wholesaler When you sell organic loose leaf tea, it’s important to have a good relationship with your organic tea vendor. If you have a chance to talk to the seller, then you can ask some questions to help you determine if the seller is motivated. By subscribing, you agree to receive blog updates and relevant offers by email. If the seller is going through a difficult time in their life, you must build trust so they feel comfortable handing over their property. Every time I get the right information; it helps me to ascertain whether I am trying to iron a deal with a motivated seller … I want to make sure you get off to a great start in 2017 by answering these questions. It is important to be personable during any communications with a potentially motivated seller because their situation could be the result of a personal or emotional stressor. In many cases, distressed property owners are willing to sell quickly and for below market value. Ask the Realtor what their thoughts on open houses are and make sure you’re comfortable with their response. One of the more efficient ways to find motivated sellers on Craigslist is by searching for property listings by keyword. A seller can be motivated for several different reasons. Follow our motivated seller script and you can help ensure you have smooth communications with any sellers you encounter. you say is that best you can do ?You have to consider im paying with cash and can close very quickly . While investors may not know all the details when working with these sellers, it is important to approach these situations carefully and with respect. I have tried to lay out for you some of the major points when you are wholesaling houses and talking to a motivated seller. Before you end the call, get as much contact information as possible and stay in touch using a variety of methods. | Motivated seller questionnaire | Motivated seller script. This guide is meant to help you get started with your first easy, low-risk ad, with a … Job Opportunity: Some property owners may get a new career opportunity and have to move on a short timeline. Your information is secure and never shared. jQuery(function(){ Does this list exist? Still, there’s more to it – the actual negotiations and closing the deal, for instance. This distinction is important for investors preparing to reach out to different sellers. In some cases, the reason for selling the home may be personal or emotional. This guide is meant to help you get started with your first easy, low-risk ad, with a tiny budget of … A motivated seller is someone eager to get rid of a property in their possession. #3 Ask them why their selling. We’re local investors looking to buy several homes over the next couple of months – and we particularly like your area. Remember, you’re talking to a person who may be very interested in selling their property. Talking to motivated sellers does not have to be any more stressful than talking with other potential real estate connections. Only then will you be able to build a positive working relationship and get in their good graces. Find, Fund & Flip Property With Your Phone. Try to tease that out (if they aren't just spilling their guts) and then ask some basic questions about the property (beds, baths, how old is it, WHAT DO YOU THINK IT IS WORTH - I try to slide that in there in the general questions because then later in the conservation I already know what they think they are getting for the property and I don't have to ask it as a separate question). Perhaps the seller faced divorce or an unexpected job loss. Initially, the main goal is to spark their interest in you and keep them on the phone. It gives you the exact questions to ask, so you can feel confident knowing you’ll sound like a Pro. You’re well served to follow up with contacts. remember how important it is to make a great initial impression while also gathering key information. But be cautious. “What’s your reason for selling?” Knowing the motivation of your sellers is, of course, a big deal. What is important to keep in mind (and highlight) when working with motivated sellers is that you can help create a mutually beneficial transaction. It gives you the exact questions to ask, so you can feel confident knowing you’ll sound like a Pro. Ask if they are the only distributor for that brand and how many they have already sold of that product. Investors should first determine the type of direct mail pieces they want to use. }), Connected Investors Inc. The process can be long and complicated for first-time homebuyers. When a prospect is really good…but the timing isn’t right, stay in touch. Previous Selling Prices. In a typical direct mail campaign, investors send letters to sellers who are potentially motivated to sell by using a mailing list. In the previous section we discussed 3 ways to find Motivated Seller Leads. Qualifying Questions to Ask Motivated Sellers. Don’t be afraid of off-ramps – they can strengthen the connection. Add value in your prospects eyes with every follow up – demonstrate your credibility, interest and availability to work with them. Talking to Sellers Rules of Thumb Ask Questions and Listen: Your primary role on any call with a seller is to ask questions and listen carefully. sellers says 75k . And you want to find sellers that are motivated, ready, and willing to follow your direction and terms. The list price is the price you list the home for sale. Once you have put up your advertising and marketing to attract motivated sellers for your wholesale business, you must know how to take a call and screen potential sellers. There’s a method to my madness here in developing rapport with your seller. Many real estate investors only focus on the 95% of available properties readily found on the MLS. For many sellers, this is foreign idea, so it’s up to you to bring them around to the idea of selling you their house. Using Facebook to advertise for distressed or motivated sellers doesn’t have to be scary, expensive, or risky. How can qualifying questions further your conversation and give you info you need to determine if it’s a good fit? 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 will reveal what that seller … Ask about return policies and a guaranteed sell-through, which would provide you with cash or store credit for returned products. As a result, investors should be careful not to pry when approaching the conversation. How long have you lived over there? Sharp Investors Create Deals. Remember, they don’t have to sell to you. You want to be a reporter, not a broadcaster. When the owner isn’t ready to sell, it doesn’t mean they never want to sell. Asking questions are powerful, but you have to know what questions to ask. Its recommended to be as transparent as possible. Once you reveal their reason for selling the property, you can ask yourself, do they want to sell, or do they need to sell? To move a deal forward, at least with motivated seller leads, you must find out what it is they truly want. Once the conversation is initiated, keep it friendly and conversational and continue to add to familiarity and credibility. While you are in it to secure a property, make it abundantly clear that you are also there to help the seller. We’re local home BUYERS here in [name your area]. Before you end your call, be sure to “qualify” the seller to fully determine their interest in selling. When a prospect is really good…but the timing isn’t right, stay in touch. It is important to note that while the impending deal is a business transaction to you, it is a lot more emotional for the respective owner. These property owners are likely to speed up the closing process, potentially allowing investors to secure a great deal, fast. Both distressed properties and motivated sellers can represent a potential deal, but investors should be careful to avoid assumptions (despite potential similarities). Fortunately, there are a handful of marketing techniques designed to prospect, generate interest and convert motivated seller leads. If you don’t fully qualify your leads early on, you’ll waste a lot of time with people who will never sell you their house. But remember, the idea of selling a house directly to a real estate investor is new for most people. Use your name and always include the name of your business. Interweave a few questions while having a normal conversation. What is a motivated seller? That’s a great area. There is also the chance that the seller inherited the property following the death of a loved one, or it is even possible that the property is one that the seller owned for many years but is no longer able to care for. This is a great way to get at whether or not they are the deciding vote on selling the house. Previously we looked at some common questions that buyers typically ask business owners in their initial “meet and greet” sessions. One of the best ways to work with a motivated seller is to get to know them on a personal level before you even ever discuss the semantics of a deal. After your introduction, try something like this. have to ask the right questions to see if they are motivated sellers and see if the numbers are good for us and for them, I need to ask the right questions, I noticed … Any attempt to find motivated sellers in real estate should place an emphasis on communication. You’re well served to follow up with contacts. If you don’t have inventory, aka motivated sellers, to buy from, then you aren’t going to have inventory to sell. The answer to this … Be complimentary without being condescending. Here are some tips for how to find motivated sellers: Find Your List: Use public records, internet research and networking to compile a list of property owners in the area. jQuery("#trending").load("/forum/trending?no_html=true"); You will want their name, the best phone number to reach them, and an email address so you can follow up when necessary. As you may recall, we focused on two key areas: questions pertaining to business risk and also those covering your personal motivations as a seller.. As with any budding relationship, the questions you need to ask … They’re not limited to price alone to identify motivated sellers and great deals. 4 Critical Questions to Ask Motivated Sellers to Get Killer Deals. Lastly, it’s tough to write or type or fill in a worksheet while you’re trying to ask questions. “Hi, this Drew with XYZ Homebuyers. You should also ask them who they have already sold the products to (Brick and mortar, online sellers, etc). Actively investing in real estate, FortuneBuilders is uniquely built to provide investors with the right education and systems for success. There is key information you need to gather, but it doesn’t all have to be done in this first contact. The best thing investors can remember is to always be respectful of their time and communication. Motivated sellers of off-market properties make up about 5% of all available properties for sale. Feel the motivation and take massive action so that at the end, you leave a positive legacy and you make a good impact on the world. Well let’s get back to our little discussion on negotiating with motivated sellers. It is … They are told to do this because they know the numbers show that if you ask for the business a good percentage will give it to you. Don’t be that caller. Instead use open-ended questions that get explanations. $97 VALUE You will generally find these questions in the forums; however, they either go unanswered or the answers vary tremendously.. First, you maybe asking yourself — is Marcus legitimate enough to answer these questions? On the flip side, if they tell you about how they just remodeled the place top to bottom and how it's better than all the neighbor's houses, you'll know it's probably not a motivated seller. First, … TIP: Don’t be “that” caller. Luckily, our motivated seller script can serve as a guide while you prepare. One of the biggest benefits of posting on Craigslist is that it is entirely free, making this an attractive and cost-effective option for investors. Using a test close will really give you a peek at the mind of a motivated seller. If a seller mentions something you can comment or connect upon, do so. What could the seller’s answer tell you about their mindset, sense of urgency and willingness to sell their house to you? This helps clarify their intentions and urgency. The answer is simple: communication. Identifying motivated sellers, on the other hand, is as simple as utilizing a few key marketing strategies, asking the right questions, and building genuine relationships. For many sellers, this is foreign idea, so it’s up to you to bring them around to the idea of selling you their house. Besides finding motivated sellers, communication is one of the most important aspects of buying investment property direct from sellers. The reason for this is not because cold calling is ineffective, but instead because most people are uncomfortable doing it. Compared to other marketing campaigns, such as Facebook ads or direct mail, cold calling can be a great option for those getting started. 5 Must-Haves Of A Real Estate Credibility Package, Commercial Real Estate Financing Basics You Can't Live Without, How To Calculate Portfolio Return: An Investor's Guide, Buying Pre-Foreclosures: An Investor's Guide. Without a motivated seller, it’s very difficult to create a great deal in real estate. In general on your first phone contact, you’ll want to focus on three primary goals whether you are talking to owners of vacant, pre-foreclosure, estate or other kinds of homes. Tell them what you intend to do and how you intend to do it, but the idea is to create a narrative that will benefit both sides. When considering bandit signs, ask yourself one question: Where can I advertise most effectively? You want to ask these questions because maybe there could be … You should practice taking in leads at least 2-3 times a day until this becomes natural for you. ... You want to ask about discounts you could be eligible for. I’m working on getting more retailers in the Boston-area right now – and that means lots of phone call follow up. Visit the local unemployment office. I have rental property near there – it’s so close to downtown (or “We renovated a house over on 5th St near there.”). As you become more comfortable with seller conversations, you’ll be able to easily flow from conversation to questions. Few questions while having a normal conversation a marketing strategy major points when you are ready to get,. Uniquely built to provide investors with the seller know your intentions demonstrate credibility! To be any more stressful than talking with motivated sellers to get rid questions to ask motivated sellers wholesale a seller. 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