In real estate investing, most of the best deals come directly from people who are motivated to sell their houses. Even though there are too many houses on the market without buyers, not all sellers are motivated enough to leave a profit in the deal for you. In real estate investing, most of the best deals come directly from people who are motivated to sell their houses. Even though the market has so many houses sitting there without buyers, not all sellers are motivated enough to leave enough room for you to make a profit.

Even the ones who are motivated may not have deals that could make you a profit.

It is therefore necessary when you talk to sellers that you weed out potential time wasters without turning off potentially good deals.

Here are 5 things you must know before you talk to the next motivated seller.

<b>1) Do not waste your time</b>
You must be the one to take lead of the conversation. You must direct it in the direction that provides answers to all the vital questions you need to determine if you have a deal or not.

Lots of sellers will go on and on about their beautiful house, updates, nice kitchen, etc. Most of them are attached to their house and can continue for hours if you do not lead the conversation.

None of this information is of any value to you unless you can buy their house at a price that makes you a profit.

I always have a script open with specific questions I must have answered in the conversation. They can be answered in any order, but I must determine if it's a deal or not within 2 minutes.

First, you must deal only with motivated sellers. They must tell you the mortgage balance, or they are not motivated enough. Most motivated sellers talk about their mortgage balance as casually as they talk about the number of rooms in the house.

In my business, I only talk to motivated sellers I have pre-screened (and usually pre-negotiated with) through my real estate investor website. Those that choose to call must be motivated enough to leave a voice message.

My virtual assistant then calls them and fills all the information on my website. By the time I talk to them, I already know if I can make the deal happen or not.

This way, I avoid wasting my time or the sellers time with houses I might never buy.

<b>2) Develop rapport</b>
Do not appear as Mr. Big Corporate House Buying Company. You are a local guy looking to buy their house. And you like their house because it seems to meet your needs.

Build rapport with them as you talk, especially when you establish you can make the deal happen.

<b>3) Listen, listen, listen</b>
Listen, listen, listen - and since you are leading the conversation, learn how they got into the predicament, what repairs are needed, etc.

You mainly need the information that you need to determine the level of motivation, asking price, equity and repairs.


<b>4) Negotiate</b>
Remember to negotiate even when the asking price looks good enough. Lots of people might think they could have gotten a better price if you do not negotiate.

You can use on other things except the price such as appliances, closing costs or even furniture.

If the deal looks good, always make an appointment to go see the house as soon as possible.

This will make them shopping for other possible buyers since they consider you as a serious buyer. You can always cancel the appointment if you later think the numbers are not good for you.

Always remember to treat them nice with respect and most motivated sellers will be as keen to sell you their house as you are to buy their house.

By: Simon Macharia

When your real estate investing business is run from an interactive real estate investing website, the website tells your story for you, pre-educating motivated sellers how you buy houses. It also automates most aspects of real estate investing, so you close more deals using less time, money and effort. Learn how you can employ such a website so you receive pre-screened and pre-negotiated deals ready for you to make an offer in just a few minutes.

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Source: http://www.articledirectoryusa.com/article/category/finance/investing/4-things-you-must-know-before-talking-to-motivated-sellers/

Article Tags: real estate investing , real estate investing website , motivated sellers , real estate investor website

Submitted On Jan 31, 2012. Viewed 9 times.