he importance of finding
motivated sellers is Watch for personal motivators
stressed by almost every that are a part of his or her
real estate guru out there. Of personality, too. Note whether
course it is ideal if you can the seller is more motivated by
find that seller who just wants what she reads or by what she
to get rid of his property no hears. Does he seem more
matter what - and fast! All motivated by the promise of a
sellers have their own fast sale, or a high price?
motivations, though, and you can Listen to what sellers say for
make a better deal out of any clues.
property if you learn what those
motivations are and use them in Making More Motivated Sellers
your negotiating.
Normally, when a seller
In a sense, a seller is a continually says, "I see," he is
motivated seller the moment he more visually oriented and
puts that "for sale" sign out. motivated. In that case you want
You know then that he is to show such a seller the
motivated to sell, but the advantages of your offer. You
important question is why he is don't want to just explain your
selling. Beyond that, you want to offer. With this seller you would
try to learn the seller's point out on paper why it can
motivations for every other work for you both.
aspect of the process too. Why
does he want to sell a particular Suppose you hear statements like
way, for example, why does he "I just don't want any problems,"
want the price he is asking, and or "I just want to be done with
what's important to him when this." Of course this indicates a
making decisions. classic motivated seller, but
more specifically it indicates why..." Their words mean more to
the seller is more motivated to them than yours.
avoid stress than by positive
goals. This means you would want Search for any specific
to make the process as easy as motivations involved. For
you can for the seller. You might example, if you learn that a
also drop hints that this is her buyer of your house wants to be
chance to "be done" with selling. able to tell his friends what a
great price he got, maybe you can
Start gathering information on let him have it, and push hard on
the seller's motivations early in every other area. You could get
your real estate negotiations, the terms you want, have him pay
then decide how to use this all the closing costs, etc. Have
information. How do you use it. the attitude that if he'll give
Follow the examples above, and you what you want, he'll get what
think about each factor. Suppose he wants.
the seller likes to see himself
as a shrewd negotiator. Let him You have certainly heard of
"win" a lot of small concessions win-win negotiating. It is one of
during negotiations, in order to the most important principles of
get what you need most. real estate investing. To let the
seller "win," though, you have to
When you tap into a seller's own learn what winning means to him.
motivators, you make him into a Then you have to use what you
more motivated seller. You should learn. that's how you make all
even use their own words. If a sellers into more motivated
seller says "I understand" quite sellers.
often, then start a statement
with "I think you understand
About the Author:
Copyright Steve Gillman. Visit his website for:
1. A photo of a beautiful house he and his wife bought for $17,500.
2. A free book on how to save thousands buying your next home.
3. A free real estate investing course.
Visit http://www.HousesUnderFiftyThousand.com
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Steve Gillman
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