Dismissing non-motivated sellers

[Bryan H.]

I'm trying out my own direct mail campaign in order to find properties to rehab.

I've only spoken to a few sellers so far. Everything I read and learned about talking to sellers, really focuses on the actual motivated and distressed sellers. I sent some yellow letters to absentee owners and the ones that called weren't motivated. They wanted full retail (or more), just fixed up their rental etc.

I ended the conversation with something along the lines of "Sounds like you have a very nice home, that's not what I'm looking for at this time."

Do you tell sellers why you want their property?

How do you end the call quickly and courteously?

[Dev Horn]

For the CASH OFFER, I simply tell sellers that "Our program works best for home owners whose property needs a lot of work and who are in a hurry to move on without having to make expensive repairs to the house.  I understand that's not your situation, but I'd like to give you my cash offer anyway.  If you're situation changes, it might become a more attractive option for you."

Then - I give them the cash offer!  I don't care what the house looks like or whether they are "distressed".  I MAKE AN OFFER TO EVERYONE.  You never know, and you never make a goal if you don't take SHOTS at the goal... 

Now, I also have an agent partner (and I'm studying for my license now), so if my cash offer doesn't meet their needs, I'm going to try to monetize that lead however I can.  People are calling us telling us they are interested in selling their house!  That is GOLDEN.

Last point - engage with everyone and tell them what you do, and if it's not a deal with them, ASK THEM FOR REFERRALS.  "Do you know anyone that's in the situation I described, perhaps a friend or family member that has a house they need to sell ASAP?".  You get the idea!  =)

“You miss 100% of the shots you don’t take.” ~ Wayne Gretzky