Motivated Seller Scripts | 5 Proven Words Sellers Need To Hear Before They’ll Accept Your Offer

What do you do when sellers start calling?

Let’s take a look…

You’ve set up your website, sent out your postcards and you’ve just gotten your first call from a potentially motivated seller.

This is where the rubber meets the road and now it’s time to get your next deal done. Just make sure you say the exact right things at the exact right time in the exact right order and you’re good to go.

No pressure. Really.

Actually, talking to motivated sellers is easier than you think – if you just follow a few simple tips.

Most newer (and even some “experienced” real estate investors) think we’re in the house business when really, we’re not.

We’re in the people business.

Always remember this: If you can solve people’s problems, you’ll buy more houses.

And, when you buy more houses, you’ll make more money.

Simple as that.

The thing I want you to keep in mind is that your main objective when talking with a seller is to uncover their true motivation and the real reason behind wanting to sell.  Once you’ve done this, you offer a solution that helps them.  This creates a win-win situation for both the buyer and seller.

Now, before you can get to that point, there’s something else.

You need to put the seller at ease, earn their trust and let them know that you’re main goal is to solve their problem.

This is where so many people screw up. In my 15+ years as a real estate investor, I’ve read, heard about and seen countless “scripts” that focus on the exact wrong thing – the house.

Because they’re posted online for free, new real estate investors end up going down a losing path when it comes to talking with sellers and then wonder why they’re not getting any great deals.

I want to fix that for you right here, today by giving you 5 simple words every motivated seller needs to hear from you BEFORE you try to solve their problem.

First and foremost, I believe in 100% transparency, right out of the gate whenever you’re talking with a seller. The goal is to build legitimate trust and lower the natural defenses people have when working with or talking to someone they don’t know.

And, by following this method, not only does it make it a lot easier for the seller, but I guarantee you’ll love how much easier it makes cold conversations on you too.

It’s all as easy as using five simple, single-syllable words:

Who. What. How. Why. And Fair.

Let’s jump in.

Who. When you first get on the phone and start talking with a seller, start by introducing yourself and letting the seller know right up front who you are and that you’re an investor.

Starting with “who” – in particular the fact that you’re an investor – right up front, set’s the tone and makes the rest of the conversation, including making your offer to solve the sellers problems, a whole lot easier.

“Hi, I’m Rob Swanson and I’m a real estate investor…”

What. Next, give the seller some information that quickly explains what you do, i.e. that you buy houses. But, notice, this isn’t just about “buying houses.” You want to specifically say that you buy houses just like the house the seller has for sale.The reason you want to do that is pretty simple. You want the seller to know they’re talking to the right person and, the fact that you buy houses just like theirs makes you the right person.

The reality is that many sellers with a problem have probably tried to sell their house before and couldn’t for one of many reasons. Again, the fact that you buy houses just like theirs is the message they want and need to hear.

So say it right away.

“I buy houses just like yours…”

How. By this point in the conversation, you’ve established that you’re an investor and that you buy houses like theirs. And naturally, the most common first response (or thought) that people have is, “What’s the catch?”

Because you know this is an expected human response, you’re job is to head it off and build trust as quickly as you can. People get nervous and stay distrustful when they don’t understand who you are, what you do and how you do it.

Take away their objection as quickly as you can by telling the seller exactly how you buy houses. The faster the seller understands how you buy, the more likely they are to engage in the conversation and help you understand their real motivation.

“I buy property at a significant discount or on terms.”

Why. Which brings us to “why.” See, once a seller understands how you buy, they’ll want to know why you do it. Be honest with them.

Tell the seller right up front why you buy houses. As this point, some sellers will start to hear “greedy investor”. And, that’s an objection you need to overcome. The truth is, you are buying to make money, so just be honest.

When you explain that you buy to earn a living, provide for your family and put food on the table, the seller’s fear of getting taken advantage of quickly diminishes.

In fact, once I follow my entire script, I’ve had many sellers ask whether I’m getting a fair enough deal to earn a living.

“Buying houses is how I earn a living, provide for
my family and put food on the table.”

Fair. By now you’ve established the tone of the conversation, started building rapport and have cut most of the seller’s initial objections off very early in the conversation.

This doesn’t mean your work is over, it just means that you don’t have to dance and you can be up front and honest about everything going forward.

And, being honest in every step is the most important thing you can do to be successful long-term as a real estate investor. Which is why letting the seller know that you guarantee to make them a fair offer is the obvious fifth step.

Because the seller already knows who you are, what you buy, how you buy and why you buy, getting a fair offer from you sounds, and is, very reasonable.

“I promise to make you a fair offer.”

So there it is.

These are the first few steps in building the conversation with motivated sellers. By following this framework and building rapport early in your conversation, you’ll get more deals and make more money.