How Can You Tell If a Seller Is Motivated

In John's Motivation Triangle which you've seen, the first thing we need to "uncover" from the seller is the level of motivation.

How do you achieve this?

The first thing to remember is that if someone is motivated, this person is more likely to share information with you. In general, the more information a seller divulges, the more highly motivated this seller is.

Do you know why Vincent can take one look at a lead and can decide whether it's going to be a deal or not?

Here's the secret - he looks at the small "details" on the lead...things most people might ignore...

Such as:

- Are capital letters put in the right places or are they all in lower cases? If an enquiry form is answered all in lower cases, it could suggest the seller is in a hurry to fill in the form or he / she wants to fill in different forms with different cash buying companies.

- Are the open questions such as "please tell us about your property" answered? If a seller can be bothered to write a lot of details in the fields that are open and non-compulsory, the likelihood is that this seller is highly motivated to sell. Sometimes we get half a page of answers and we know we're onto something very special!

- How many phone numbers has the seller put down? If you get all home, work and mobile numbers, that means the seller really wants to be contacted. Makes sense?

- The reason for selling - a good lead provider should always ask this question. Who do you think is more motivated to sell, a seller facing repossession or a seller downsizing?

All these clues are there on your lead even BEFORE you call the seller. If they're not, that's what you need to uncover from the seller when you call. We teach a lot of these tricks to our students on our Apprentice Day Unlimited

.

So ask simple questions like:

"So, what's got you selling your property?"

"Tell me a bit about your property?"

Asking these open questions allow you to extract a lot of information and give you a good idea how motivated a seller is. It's also a great way to build rapport.

Kind regards,

Vincent & John

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