Posted by David In Seattle on March 11, 1999 at 09:28:35:
A wise investor told me the real secret once and I guess I will shall it with everyone.
"ASK THEM WHY THEY ARE SELLING"
Then shut up and let the seller start talking. You may have to say a little something or an open ended question like “can you explain what you mean when you said …”. But for the most part BE YOUR SELF and the seller will be relaxed and you both can have a nice easy conversation. Your first few times you are nervous but practice in front of a mirror or with a spouse or friend. The key is to be your self and let the seller do most of the talking and you will find out all you want to know. Don’t forget the seller is SELLING so he will want to tell you everything. A sure fire way to know if they ARE NOT motivated is if the seller does not want to tell you anything.
Hope this helps