Jake Burhans breaks down the five things you need to know before pitching a seller: motivation, timeline, price, decision makers, and condition. The fact find stage is about building rapport and understanding the gap between where they are and where they want to be.
All right, fact find. So getting into step 2, after you go through introductions, where we have a conversation with the seller. Now at the high level, you just need to understand that we need to get 5 things, basically the 5 pillars, which is motivation, timeline, price, decision makers, and condition. Now you can really get these in any order, um, it's just the fact that we get everything in step 2 before we go to step 3, that's the important part. I'm going to focus on motivation here, but really what we need to understand in this stage of fact find is this is where we're building the rapport, we're digging into the story, we're basically understanding what are their needs and their goals and can we help them, right? Basically, where are they at, where are they trying to go? You talk about the gap, right?
