Seller Dialogue and Negotiation

[Erik Stark]

I am always looking to increase my marketing knowledge and wanted to know what seller dialogue may be out there for the responses and objections I am getting in this "up" market. Many of the areas where we market are considered higher end, in demand locations where sellers do not need the service of an investor looking to buy at a discount. This is totally different than dealing in areas where properties are not in such high demand. 

Much of the response I am getting is for me to mail them an offer and if they like it they will call me back. I am always looking to keep the seller engaged and break the ice so they will divulge some form of motivation, considerable sale price, life situations. 

What are you doing to keep engagement between you two or to get someone to show reason to give a considerable selling price?

Also, once you give an offer, what are you doing to prevent being "shopped" around for investors willing to pay more?