Jake Burhans explains that unmotivated sellers with no financial pressure control the deal entirely through price. Without urgency, a buyer has no leverage to negotiate down, so the offer either hits their number or fails. The deal works only if you match their price.
Important thing to understand about sellers with no pain or motivation, it really just comes down to price. Our price is either going to work or it's not, but you're not going to have a ton of leverage to negotiate people down because they don't have to sell the property. So that's really the key to understanding the motivations. If there really is no pain there and they could, "Yeah, I could rent it out, I could do this, but if I get the right price, I'll sell it," you can still get deals done there, but it's really just going to come down to price. You make the offer, it either works or it doesn't, but there's not a ton of room to negotiate like there would be if they actually had to sell the property.
