Some of the best real estate investing deals come from people who are looking to sell their houses. Even though there are too many houses on the market without buyers, not all sellers are motivated enough to leave a profit in the deal for you.

Even the ones who are motivated may not have deals that could make you a profit.

When talking to motivated sellers you therefore need to make sure you weed out sellers who could waste your time without turning off potentially profitable deals.

Here are 5 things you must know before you talk to the next motivated seller.

1) Do not waste your time
The most important part of any conversation is that you must take the lead in the conversation. You must direct it in the direction that provides answers to all the vital questions you need to determine if you have a deal or not.

Lots of sellers will go on and on about their beautiful house, updates, nice kitchen, etc. Most of them are attached to their house and can continue for hours if you do not lead the conversation.

Unless you can buy their house at a price low enough to make you a profit, none of this information is of any value to you.

I make sure that I always have a script with a list of questions they must answer in the conversation. the questions can be answered in any order, but I must know if I can make the deal happen or not within 2 minutes.

Never deal with sellers who are not motivated. If they cannot tell you the outstanding balance on the mortgage, they are not motivated enough. Most motivated sellers have no problem talking about their mortgage balance; they talk about it as casually as the number of rooms.

In my business, by the time I talk to motivated sellers, they have already been pre-screened and pre-negotiated with by my real estate investor website. the ones that call must leave a voice message, or they are not motivated enough for me.

My virtual assistant then returns the call and submits the information on my website. I already know if the deal can happen or not by the time I talk to them.

This way, you never waste your time or the sellers time with houses you can never buy.

2) Develop rapport
Do not appear as Mr. Big Corporate House Buying Company. You are a local guy looking to buy their house. And you like their house because it seems to meet your needs.

Build rapport with them as you talk, especially when you establish you can make the deal happen.

3) Listen, listen, listen
Since you are leading the conversation, listen to what they say – how they got into this predicament, the repairs needed, etc.

The only information you need is that which will help you determine their level of motivation, asking price, repairs and equity.

4) Negotiate
Even though their asking price could be good enough to give you a profit, always negotiate to get a lower price. Lots of people might think they could have gotten a better price if you do not negotiate.

You can negotiate on appliances, closing costs or even furniture, not just the price.

And always make an appointment to go see the house if the deal looks good at the first glance.

This way, they will stop shopping your competition since they have already locked a buyer in their mind. If you later crunch your numbers and find you cannot make the deal happen, you can call them to cancel the appointment.

As long as you remember to treat them nice, with respect and with sensitivity, they will be as keen to sell you their house as you are to buy it.

When your real estate investing business is run from an interactive real estate investing website, the website tells your story for you, pre-educating motivated sellers how you buy houses. It also automates most aspects of real estate investing, so you close more deals using less time, money and effort. Learn how you can employ such a website so you receive pre-screened and pre-negotiated deals ready for you to make an offer in just a few minutes.


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