When to Negotiate with Direct Mail Sellers

[John Moon]

Hi folks,

I'm getting call backs from my direct mail campaign and I've been following a script that I believe brandon turner posted. I get theri basic info, the unit details and when and how much they're looking to sell it for. However, when I hit that question, I feel the seller is always asking for too much. So far, I've been saying "ah man I don't know how I can pay that much for this property"  or some variation. At that point, the sellers "think about it and call me back." 

My question is, should I be asking about how much they're looking to sell before I go look at the property and evaluate it further? 

What are the natural transitions you guys make? 

[Doug Pretorius]

@Glenn R. All of your comments and questions revolve around the perspective of an unmotivated seller. Unless you've been a motivated seller or have met many of them it's hard to understand where they're coming from, but I'll try to help you out:

Motivated sellers aren't insulted by investors contacting them or making them offers. Motivated sellers don't reconsider when they realize you're an investor who will make a profit on their property. Motivated sellers primary concern is not how much they can get for their property.

Michael states "HUGE PROFIT" in his contract to ensure there's no misunderstanding. It's one of the steps he's using to weed out the unmotivated sellers. You see, the goal of an investor should never be to try to convince someone to sell for less than their property is worth. That's a huge waste of time and will just lead to burnout. Their goal should be to have a series of steps that force the unmotivated sellers to disqualify themselves. That way you're left with only the very best leads for the very best deals with sellers who are easy to work with and will be happy with the end result.