Am I doing something wrong or are these not motivated sellers?

[Bob C.]

Sooo... I've started doing mailings and the phone is ringing. I've got some (somewhat) motivated sellers. What I'm finding is that when I ask them what they think their house is worth or what they are looking to get - their answer has always been a number that equates to a low retail number. (ex: $220 for a $250 ARV house needing 40k in repairs)

I've mailed about 2100 pieces so far. From that, I've had about 5 of these "hot" leads.   Have I not talked to a truly motivated seller yet (someone who's looking to sell that house for $135k) OR am I doing something wrong with these leads?

Should I be working on these "low retail" people to show them what their house is really worth - less than they think OR do I just need to move on and know that a true motivated seller will call/respond soon?

The thought of moving on feels like I'm throwing away an opportunity.  

Thoughts?

[Mark F.]

@Bob C. Hi Bob, it's just the nature of the beast that you're going to get tire kickers a lot. Not everybody is motivated, and it's very difficult to try and make somebody be motivated if they're not. Just filter those out and maybe plan to follow up in a few weeks. It may not be a "no", it just may be a "not yet". If you're courteous and helpful on the phone, they'll remember you and call back when they're ready to roll. 

Also, another great tactic is to try and uncover the "why" behind their desire to sell. Don't make the sale about the price you're going to pay for the house, make it about how their life is going to be better by them selling to you quickly. Find out why they need to sell in a casual, conversational manner and make your offer a lifestyle solution, not just a price on a contract. 

As the old adage goes, people don't buy the drill, they buy the hole. In other words, what is selling to you going to do for me? How is it going to make my life better? That's what your sellers want to know. This won't work for everybody, but building this kind of value in your offers will help strengthen your offers.