Guillaume BlackPropTech Leader | "Deals are made, not found" | Helping investors find motivated sellers & close profitable deals

MOST INVESTORS ASK THE WRONG QUESTIONS

25 Nov 2025 · 1 min

Watch on YouTube

0:41

Short YouTube video (conversation) by Guillaume Black advising investors to stop asking closed yes/no questions and instead use open-ended motivation questions (e.g., 'What got you thinking about selling?', 'What's the ideal outcome?') to uncover seller motivations, gain deal intelligence, and offer selectable options rather than a single price.

Forget tactics. If you master.
This one type of.
Questions, you'll do more deals than most.
Investors ever will.
So most investors ask close questions.
So this is where you bring no into play.
Is it a good area?
What's the price? Are you flexible?
These are yes, no questions. You're going to get.
No deal intelligence, no leverage.
So in contrast, the game changers are.
Asking open.
Motivation questions.
What got you thinking about selling? What happens if you don't sell by Christmas?
What's the ideal outcome for you here?
These unlock real.
Stories and from there.
You really get to understand their full.
Motivation and.
You control the deal in that way. You can offer options that actually solve.
Their problem and their worries. And the same thing.
Goes with offer.
Don't offer a number they can say yes or no to.
Offer options they.
Can pick one.
Or the other from. So offer options they get to pick.
From and you'll.
Get more deals agreed than most people out there.