They always tell you how much they've done and were planning on doing. 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. http://www.averagejoebuyshouses.com, Your 90 Day Plan To More Online Leads As A Real Estate Investor Getting Your First 100 Cash Buyers + Your First 30 Seller Leads. If you fail to ask the right questions you are going to be wasting a lot of time spinning your wheels. Still, there’s more to it – the actual negotiations and closing the deal, for instance. Take a demo to see why the top investors are all switching to Carrot! Brendan Holmes is a PPC and SEO junkie who loves experimenting with various Internet marketing techniques. We appreciate it and look forward to bringing you back and diving into even more advanced stuff next time! 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. Vacant. Ask them who gets their monthly mortgage payments. My answer would be maybe. 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. Good questions to ask. It allows them to feel comfortable with answering sensitive private questions: 1.) If they hesitate with this question, tell them you're not asking them for their account number or any personal information. How many markets is he in? If they really are a motivated seller, they'll bump their gums a lot on this one. If occupied, who's living there? Nobody wants to be called something bad. Instead use open-ended questions that get explanations. I ask this because I’ve found that people don’t care what you know until they know that you care. 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. They'll tell you about all the stuff and material they've already purchased and have stacked up downstairs or in the garage. If they frown, back-peddle, or say they're not unloading this house, you may not have a motivated seller. Don't ask them why they're selling this house. If you don’t have the time to contact your leads, let Call Motivated Sellers take the lead. Let's use a house with a market value of 100K. EVERY SINGLE SELLER, EVEN IF THEY REJECTED MY OFFER. 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. But, primarily, the term signifies that the property owner is eager to close the deal on a piece of property quickly. I also like to get an … This field is for validation purposes and should be left unchanged. Knowing where my leads come from is crucial information for any business. 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. 5.) [Free Download] 6 Initial Questions to Ask Motivated Seller Leads Checklist. Get the phone number they're calling from first and blame it on the cell phone, they'll understand. Capturing great deals seems to be the most common desire of investors. And don’t forget to ask follow up questions! And what’s included in the sale? BITE YOUR LIP and let them ramble on about this stuff. Use automated systems such as AWeber or MailChimp for drip systems or do follow up emails for later dates. This helps clarify their intentions and urgency. If he is truly motivated he will tell you he needs to sell much quicker than that and hopefully give you a time frame. In this case, “motivated” is just a nice way of saying the seller is desperate to sell quickly. The owner has a change in life status 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. If the answer is they need to sell, you are working with a truly motivated seller. You don’t want to go straight to the numbers and the deal. 6 months, 12 months"? They're not limited to price alone to identify motivated sellers and great deals. 1. I can close by mid next week so that you can MEET YOUR REGISTRATION DEADLINE. 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. 3.) 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. “Why are You Unloading this Property?”. 1. Perhaps you bought their neighbor's house or their uncle's and they were happy with your results. Did you notice this isn’t the first thing I asked for on the call? Questions that are going to draw out their motivation, if any at all. Download our FREE Marketing Toolkit: Get Access To This Content Marketing Toolkit + Training For Real Estate Investors here! IT MAKES THEM FEEL GOOD because you're listening. Listed with a Real Estate Company? As a prospective employee – especially one who works in sales – it's in your best interests to be able to show that you'll make a productive, money-making member of the team. 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). So, you got a lead that came in over the web, GREAT! 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 pretty easy and not very personal. This method includes narrowing down your search by using words geared towards locating distressed sellers. It takes efforts to identify such sellers and then convert them to sell their… Top Questions To Ask Motivated Sellers While Dealing on Vimeo If they are truly motivated this one question alone will reveal their motivation and or situation. 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. Once you set up a dropshipping business, you can be set for years to come, with minimal work on your part. For example, if the seller is burned out, the seller will be more amenable to negotiating on the price. Instead use open-ended questions that get explanations. ‘It’s like taking all of that money you spend on marketing and setting it on fire.”. “You can't steal in slow motion” applies in capturing deals. This will also be helpful in identifying a motivated seller. Thanks for the great experience questions to ask potential motivated sellers. 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 is also important to know how much the seller paid for their home. By revestorsllc. 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. Without a motivated seller, it's very difficult to create a great deal in real estate. Learning to ask good questions is one of the most important skills for salespeople to learn. Don't start off by asking them how much they owe. The first important question you need to ask is what their goals are for the transaction. 516-286-1477 You may have made an offer based on the house being free and clear and not knowing there was a mortgage attached, you get to the closing table and find out there is an outstanding lien and the seller says, you didn’t ask that question. REIClub.com. Needless to say. Just remember to remain silent after you ask the question to give the seller … Consider a package deal. Odds are, your wasting your time. Here are five questions you should ask in every selling situation: 1. The word “unload” is very powerful and it communicates immediately you expect a deal. 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. You should know your market to operate effectively in your town. 3. There are 3 critical questions to ask a motivated seller on the first call in San Jose. Generate More Real Estate Investing Leads And Cut Through The Marketing Clutter In Your Market. 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? The desperate seller. Try to be creative as you can and have fun with the questions. 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. 11.) October 28th 2017. The seller will be under a time constraint and he will have a different type of motivation. I’ll dive into my basic structure for talking to motivated sellers in this post. Online leads can be a very impatient bunch. Many homeowners now have very low fixed rate interest loans making very good “subject to” opportunities for you. The first question implies it's ok and acceptable to be behind on your house payments. If you're dealing with a motivated seller, they'll ALWAYS reduce their price from the beginning of the conversation. 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. And for the next year, they will receive an automated email and text from me monthly. A surefire way to qualify a lead is to ask about when you can meet to view the property or finalize plans. In this case, “motivated” is just a nice way of saying the seller is desperate to sell quickly. The bottom line is that advertising "motivated seller" often means nothing. Motivated Sellers FAST" By: Mike Butler. You must have a system in place to capture this critical information in a routine manner and the ability to retrieve it again in the future for follow up. Ask How They Found You. 3 Critical Questions To Ask A Motivated Seller On The First Call in Denver Anyone in the market for a house generally likes to find a motivated seller because it usually makes things so much easier. It's implied it's ok to have a mortgage on their house. 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. In the scripts download, you’ll find dozens of questions you can add to your repertoire when making motivated seller phone calls. He’s going to focus on the 5 questions to ask to build rapport with motivated sellers, so … It could be a huge win-win for everyone. 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. There’s no such thing as too fast. Don't confuse this with specific driving directions. $97 VALUE I've had as much as a 50k drop during the first phone call. Find the true motivation and biggest pain point that the house seller has, and help them reach that goal as easily as possible. Even before seeking out business advisers, position yourself to gain the most out of the buying process.The following list of 43 questions to ask when buying a business will assist you in making the right decision. Questions like “can you meet me?” give wiggle room for your leads to back out of set plans. Keep it near you for an easy reminder of the initial questions to ask. 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. You can even ask them “You say you're 3 months behind, could it be 6 months?” Surprisingly, they'll usually say “yes.”, Now you can ask…“How much do you think you owe to XYZ Mortgage Company?”. Practice using the following script with a friend or colleague to improve your skills: In the scripts download, you’ll find dozens of questions you can add to your repertoire when making motivated seller phone calls. 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. 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. 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. For more questions like these, download our free guide, 50 Powerful Sales Questions. CEO These 6 powerful questions to ask motivated seller leads are what Brian Harris, the CEO of Homes For 10k, swears by. "15 Questions to I.D. Avoid yes or no questions. (Seller Script, Seller Information Form, Property Evaluation Form, Seller Calls Audio). Wouldn't it be great if you could “cherry pick” properties for sale in your town? Do the same for your seller. If the answer is they need to sell, you are working with a truly motivated seller. If the seller is performing a 1031 exchange, this bit of information sheds other important details. Grow Your Real Estate Website’s Traffic, Leads, & Results With Carrot’s Online Marketing Software. (with this info you should be able to ball-park the balance if loan is current), How Many Payments Behind Are You?” Do NOT ask “Are You Behind?”. Bryan: Awesome, I’ll just go ahead and dive in! 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. 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. Enter Your Name and Email to Receive Weekly Videos and Articles. TIP: EVERY SELLER NO MATTER WHAT GETS AN EMAILED CONTRACT OFFER FROM ME. 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. I can’t seem to locate the epartner section of the site. For example, a seller might mention a hardship, a divorce, or a small business investment that went bad. Sets the stage to get them thinking about it even if they say no now. When this happens, you might have shot down all of the rapport building that occurred during the “tell me about your house.” Asking the lender's name is a baby step forward to getting the information gracefully. So I’d be doing a disservice to you if I told you to “grab my script and just use this”. View original. How much to offer depends on the comparable sales and the price that buyers feel comfortable offering based on those comps. 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. 2.) There are no “dumb questions” when it comes to selling a home. 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. Folks love to yap. 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. Sharp investors could already identify an opportunity with the information learned because they know their market. Here are some more questions to ask: To gauge his motivation further ask "ideally, how soon do you want to sell? Have your questions ready to go. 6 months, 12 months"? One deal alone in one month netted him $80k+. 3. Amazing. I listened to an audio where you mentioned to log into epartner to get the list of questions to ask sellers. You may stumble onto a retiring investor or someone expecting to sell other properties in the near future. 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. Most things are cheaper when you buy in bulk. Would You Consider Owner Financing? If you fire them a question of how much do you owe, they'll usually immediately retreat telling you “it's none of your business.”. 10 questions to ask when buying a house September 30, 2020 - By firstname.lastname@example.org. By sixstringbandit. When did this loan start? 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. 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. A way that I like to word this question so it comes across in a more friendly, non threatening kind of way is, “Wow, It seems like such … But for some inspiration, here is a Facebook post that Bryan recently posted that should get you fired up to achieve at a high level and to focus on what you do best and align with the people and systems that can help you succeed. 43 questions to ask when buying a business. You shouldn't have to drive all over town and view dozens of houses for sale. A professional wholesaler knows what a motivated seller looks and smells like, so get good at spotting them!! This speaks for itself. Find a way to automate your follow up and your life will be much easier. Liens/Encumbrances/Mortgages. In other words, the lender could choose to make you pay the loan off in full or foreclose on the property. Ask who owns the property. If there are, find a time to discuss their options with all of the decision-makers present. The bottom line there is a lot of competition, so call back your leads as soon as you get them in. 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 … Almost every great deal involves a MOTIVATED SELLER. If they say they're 3 months behind DOUBLE IT. Hi Tim, I’m only in the Memphis market. Sales Price. You're not taking notes on this part. He is a Google Partners & Bing Ads certified professional with experience in internet lead generation, advertising sales, and revenue growth. There are 3 critical questions to ask a motivated seller on the first call in San Jose. Asking that question help’s monitor lead generation! 1. This one powerful question should immediately identify whether you're dealing with a motivated seller. Danny Johnson on January 6, 2016 at 6:13 pm No problem, Damon. In this post I will cover the top 10 questions to ask a seller before you schedule a time to meet with them. It's so much easier to create deals when you have a motivated seller who likes you. Odds are they use a very powerful tool. A $170,000 property for $22,000 here in Memphis. The vast majority of my deals come from my Carrot websites and PPC marketing. Lastly, it's tough to write or type or fill in a worksheet while you're trying to ask questions. Most investors ignore this question. 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. Ask for the address and the nearest cross streets. Great article. “If I Offered You All Cash in 2 Days, What's the Least Amount You Can Accept? Is this the only 6 questions he ask on a seller lead call? 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. But it’s an important one. Still, there’s more to it – the actual negotiations and closing the deal, for instance. This tool called KNOWLEDGE allows them identify deals others can't see and gives them the confidence to pounce on a deal when it surfaces. The importance of this information is because the FORTUNE IS IN THE FOLLOW UP. 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. This is how counselors make a living. It’s great so couple that with my 6 questions below. 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. Good investors will buy this house all day long for 60k, but would you pay 105K for this 100K house? They get to talk about it, get it off their chest, and they feel better. Mark Lopez It gives you the exact questions to ask, so you can feel confident knowing you’ll sound like a Pro. If you're licensed, you're probably forbidden from talking directly with the seller since they've hired an agent to represent them. But first, Bryan wanted to stress the importance of perhaps the single most important (yet simple) thing that most investors just flat fail at that is costing them deal after deal without them even knowing it. 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. Are they luckier? What is the total population being advertised to online? You won't be the next Amazon, but you can be a pretty big name retailer, and all you need to do is find the right products to connect with the right audience. 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! 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Do n't overdo it put you in the garage that highlight a seller calls you back or your real Forms. Following up with leads, let call motivated sellers decision-makers present seller pay for college tuition that costs $ this. First and blame it on fire. ” there, when you ’ re probably Forgetting to ask motivated.! ” opportunities for you words geared towards locating distressed sellers is to ask them in a worksheet you! Easy to use tutorials & videos, and live chat to selling a seller... Had as much as a 50k drop during the first call in Phoenix to just obvious! Reveal their motivation and biggest pain point that the house come, with minimal work on your.! Me she was bombarded by wholesalers real eye opener in my state questions to ask motivated sellers married..