Zachary Beach explains that seller motivation can't be found in one magic question. Instead, ask why they're selling, where they're going next, when they want to be there, who else is affected, and how that makes them feel. Motivation changes over time, so keep building the relationship.
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How do you determine a seller's motivation? Everybody, this is Zachary Beach, smartrealestatecoach.com. Welcome to another Thursday Q&A. I'm going to encourage you to stop assuming that there is a magical question that's going to determine if a seller is going to sell to you. It's almost crazy to think so. I want you to just take a quick pause and think to yourself, what motivates you? What makes you tick? What makes you complete specific decisions? There's a number of factors that come into play, and it's not as simple as one question, and it's not as simple as they're hot, they're cold. When working with sellers, it's really important to develop a relationship, and sometimes this relationship takes time in order to cultivate. When you're speaking with a seller, you're always looking for who is ready now. Of course, if there's, if there's immediate need for your options, then we're going to be working with that seller immediately. But what I found is that a majority of sellers are going to need time in order to digest this information, in time in order to trust you, and then eventually accept your options or to accept our methods of buying on terms. Motivation is really determining where the seller is currently And where they want to be in the future. And if you're able to provide a solution that bridges that gap, then you and the seller are going to have a deal. If you are unable to provide that solution to bridge the gap, then of course you are not the best option, at least not for now, because as we know, time changes everything. Here's a couple questions that I encourage you to use in order to begin understanding the seller's current status. So the— and that is, number 1, may I ask why you are selling? Number 2 is, where are you going next? Number 3 is, when would you like to be there? Number 4 is, who else is this going to affect? And number 5 is, how does that make you feel? Each and every one of us, when we make a decision, we affect people around us, we affect our circumstances. So it's real important to understand what their current circumstances— and by them making a decision to move forward with you or any other route, you're going to be able to start determining their current motivation. We're out there solving problems. That's what we're here to do. So if we can solve a seller's problem, then of course we're going to be able to continue to complete deals and we're going to be able to help our business grow as well. So I encourage you to take a moment now and internalize that motivation is not just something that is determined in the first 5 minutes. It is something that's going to be cultivated over time. So utilize those questions, and you may have some other questions of your own that will help you determine where this current seller is and how fast they want to move, or the determining factors of how you can actually help them. So I encourage you to use those questions. And immediately take action on cultivating some relationships with your potential prospects, with your sellers. I encourage you also to go ahead and jump on one of our Wicked Smart Sit Downs. They're on the 3rd Thursday of every single month. All you have to do is be on our email list to receive the invite. And if you're not on our email list, just go directly to smartrealestatecoach.com. And wait about 10 seconds and a pop-up will happen, and all you got to do is enter your new email. Wicked Smart Sit Downs— we sit down with everyone who shows up and we answer questions live. We also bring on special guests, plus our coaches and associates, so that way you can get answers from everybody around the table. If you're on Facebook, go ahead and like, share, pass this along, comment below. If you're on YouTube, please share. Make some comments. We'd love to communicate with you. And also, if you're on Instagram, make sure you go ahead and click that heart, share this, and make sure you comment. All right, everybody, have a fantastic Thursday, and I'll see you next week. Bye.
