You're Missing Your MOTIVATED Sellers

[Alex Ficco]

"How the F$*K do you find these off market deals?"

A common question we get asked ALL the time.

The term "MOTIVATED SELLERS" gets thrown around a lot, but most people forget the first half of that term. We are looking for MOTIVATED Sellers, and most people that are actively trying to source their own deals are only looking for Sellers.

You can't convince someone to sell their house for less than it may be worth, and for 9 out of 10 sellers that we talk to, they SHOULDN'T sell at a discount. Most Seller's main goal for the sale is highest net proceeds - sell it for the most money possible. The way they can accomplish this goal is by listing the property on the open market with a GOOD agent and selling it to an owner occupant, assuming the condition is financeable.

For the other 10% of Sellers, it's truly in their best interest to sell to an investor. For these people, highest net proceeds is often at the bottom of their list of goals for the sale. They NEED something that you as the investor can provide. What's best for the Seller? Whether the condition is horrible - such that it will only fetch cash offers, listed on MLS or not - or there is MAJOR motivation for the sale (divorce, spousal death, inheriting a hoarder house, mountains of debt to clear up, looming foreclosure, etc), the Seller needs this type of extreme motivation to be a good fit for the standard investor cash offer - as-is, quick close, no contingencies. The more sellers you talk to, the more you'll see that motivation and bad condition usually go hand in hand. (Not always, but most of the time)

Keep this in mind next time you're on the phones or on an appointment and don't be afraid the disqualify the lead. If its not a good fit for the Seller, refer them to an agent. If it might be a good fit, try to close it.

Hope that helps.