All Forum Posts by: Bob C.

 And it seems to becoming clear that the best way to do this is face-to-face. Dial down the the pre-qualifying and vist them to get the best price.

Originally posted by @Mark F.:

The truth is, if it's a seller who thinks their home is worth full retail, but they've got tons of deferred maintenance, their home is not worth full retail. 

Agreed. We can see that, but they can't. They think their house is worth a lot more (this housing crises has really hurt) and RE agents tell them what they want to hear. It's really hard being "the bad guy" saying it's really worth 50 or 70% of what they think it is.  (and I can hear @Michael Quarles in my ear now saying "let them hear that from someone else and then come back to you".  That's a hard pill for me to swallow.

This is very true.  Often the price seems more connected with "need" than "value".  I often hear the word "need" from them when talking price - and not (I don't think) from a posturing voice. 

 Actually.. I love @Michael Quarles podcast in #77.  It is far and away my favorite that I have listened to at least 6 times  (TIP: the good stuff starts at about :25min) That one has had the most influence on me trying to pre-screen on the phone. 

I'm kinda proud of my magnanimous personality.  I often turn "Who the hell are you? I want 1/2 Million $$ for my house (2X what it's worth)" pissed off jerk into a friendly "hey.. .you're all right" pleasant conversation.   I love turning those folks. Fun!   (haven't closed a deal yet, but...)

 OMG!! L-O-V-E this one... can't wait to try it out.

"What you are offering is less than (Zillow, Tax Assessor, etc)." 

I can appreciate how your home is worth less than what a computer says it is. However computers do not buy houses, people do.

 This is where I'm torn. I do have time and I do really well when I meet folks in person. (I'm fortunate that people like me when they meet me).  The tear is that I read and hear not to waste time going to people's houses where you don't think you can make a deal. (And the catch 22 seems to be - I don't know if there is truly a deal until rapport is established -typically needs to be done in person - and we get to talking the "real" price)

 My compliments for those scripts. I've skimmed about 1/2 the pages and already see some good responses I can put into my own voice for their objections.  very nice! Big help.

Thanks @Karl Krentzel for pointing me to your blogpost. I've signed up for your tips and scripts. 

What did she say that made you stick with her?  What clues did she give that you thought "eventually she will sell at the right price" ...and not "she's looking for too high a price - not motivated" ?

 I've heard that as a description of "motivated" but wasn't sure if that was just a Black & White example for descriptive purposes and that "motivated" might look different most of the time (like wanting to sell now, at (a bit of) a discount. 

Is what you describe what every motivated seller you've encountered looks/sounds like... they are ready to sell fast for deep discount?

 Listsource

SFR, Owned 7+ years, 40%+ Equity

(area is not big/dense enough for just non-occupied)

I am in the camp that "every call gets answered personally".  

But, I have been thinking of 

-Explaining the benefits of the service I provide ex ( guaranteed sale, they control the close date, As-Is, etc)

-then asking "Are you open to the idea of selling for a lower price in exchange for those benefits"

...to weed out the non-motivated sellers.  But I'm afraid of turning away someone who MIGHT be motivated, they just are expressing that yet. I mean they are close... are looking to sell..  at (bit of) a discount.  (Maybe they are not close)