Re: Prequalifying a seller? - Posted by JoeB(Atlanta)
Posted by JoeB(Atlanta) on March 12, 2000 at 22:07:45:
Hi Leon, it sounds like you may be asking two different questions.
1.Pre-qualifying the seller OVER THE PHONE (ie determining if they’re really motivated or not) is something that I think you learn how to ‘sniff out’ with experience. The less info they volunteer in response to your questions (especially the ‘why are you trying to sell’ question), generally means the less motivated they are, which generally means the less chance you have of making a really good deal.
- If you’re asking how to complete/close the deal when you’re in front of the seller… After I’ve met the seller, seen the house, re-established repoire and pitched my offers I always ask questions of the seller like:
“Does this (my offer) sound like something that will work for you??”
“Would you like to go ahead and take care of the paperwork now and I’ll give you my earnest money check for $xx?”
“What’s making you hesitate?” “What’s our next step?”
These type of questions always lead to a signed contract OR the seller’s objections (which I keep attempting to resolve).
Hope this helps,