Advice for First Property Showing

[Brian Tran]

Hello,

So I've created a mailing list via Driving for Dollars and I got my first call from a motivated seller.

The homeowner is a 60-year-old Mom that is living there on her own and I spoke with her son. The motivation is that he's trying to move her to a retirement home and that he doesn't want her to continue living on her own because it's hard to maintain the home. 

I didn't set a price and I just got general information. He said he saw on Zillow that it's worth $100k but it's clearly in older condition and I'm wanting to close at around the $50k mark. They justified it by saying that newer houses that are being added to their neighborhood are at around $170k.

They also said the repairs needed are paint and landscaping, which I doubt. Seeing the general appearance of the house driving by it definitely needs more than that. 

I've scheduled a property showing this week. 

Any advice to go about communicating and handling the property showing in person? Also advice on presenting a lower offer and changing the seller's mind? He seems to have a retail number in mind.