finding out why they are selling

[Mario T.]

Hello BP world, i got a quick question.

I've had some challenges in finding out WHY a seller is selling.  The convo is flowing and then i'll slip that question in.  Once in awhile i have some avoid the question and continue the conversation.  I'll let it go and then circle back to the question again later with no avail.  

How do i over come this challenge?  What should i say? How should i be saying it? Knowing why would greatly improve my odds in negotiation.  Thanks in advance!

[Brian P.]

Sometimes being direct is what it takes to open up a seller. I had a seller that kept avoiding answering that and I just said I have been doing this for quite a while now and when someone avoids answering that question they are usually honest people and are embarrassed about something. The reason I say honest is because you could have easily just have made something up but an honest person doesn't do that. The number one reason is usually financial problems, there are other reasons of course, so why don't you tell me yours and maybe we can come up with something that will satisfy both of us. At the worst maybe I can come up with something that might help you even if we can't do something together.