Questions to a seller

[Marquell Jones]

hey BP, quick question. What are the 1st few questions to ask a seller by owner? To be able to open up questions about why he selling and to be able to get a lower negotiation price. Help. I think I could have a possibly deal. 

[Mark F.]

@Marquell Jones  First get them talking. The best way to do that is by just asking them to tell you about the house: bed and bath count, square footage, upgrades they've done, repairs they've done, what repairs/upgrades need to be done, etc. Getting them talking will make them more comfortable with you. 

As they tell you about the house, listen for hints and clues about why they're selling (needs repairs, short on cash, mortgage payment high, need more space, etc.). When you hear such clues, jot them down and ask about them later in the conversation.   

Once you have a good rapport, you can also ask a few direct questions to find out their motivations behind the sale:

• Why are you selling?
• What would it mean for you to get that house sold?
• What are your plans once the house is sold?

Notice that these questions are open-ended and can't be answered with a simple yes or no. Such questions help uncover important information and keep the conversation going.

Once you know the true motivation behind the sale, incorporate that into your offer. Remember, the seller's goal isn't to sell a house, it's to accomplish something else by selling the house. If you can find out that "why" behind the sale, than you can build your offers around that and increase your odds of converting the lead.