This is the answer to a Flipping Junkie Podcast ‘Just Ask’ question. Steve L. asked: How do you avoid offending motivated sellers when making an offer.
Great question! The biggest issue with real estate is that it’s such an emotional thing for the sellers to be going through. It’s a difficult thing to deal with.
My first thought was, you’ve got the wrong mindset. If you think you’re going into a deal, or talking to a lead, with the idea that you’re offending them, you need to change your approach. You should always be presented as a problem solver, as an investor who is there to help them out of their situation. Helping them out of those problems with a genuine interest in helping the sellers out.
If you go into talking with the leads only thinking about the price points, then you probably will offend them. Some people will get offended with a low offer on their house, but at the end of the day you’re there to help them.
There was something from Brian Buffini’s podcast about listening. It boiled down to 2 things:
1. People do things for logical reasons
2. People do things for emotional reasons - the reason they typically won’t say.
When you’re helping a seller, you need to get to the core of the reason for why they’re selling their house. And, like we said above, selling a house is an emotional thing. So the more you can present yourself as someone who’s there to help them through their situation, the more likely they are to work with you, and the less likely they are to get offended.
Not every seller wants the most money they can get for the property. There have been lots of sellers who have sold to us for lower than what someone else was offering because we got down to the emotional reason for their sell and were there to help them out of it. If you can learn this, then you’re golden.
You need to go into each deal with this in mind:
1. You’re there to genuinely help them through their problem.
2. Find the emotional core reason for why they’re selling their house.
Bonus tip if you’re wondering “well how the heck do I get to that?!”
Ask them what they’re most worried about with the selling of this property. Ask what’s on their mind. If you don’t ask questions then you won’t understand why they want to sell, and what problems their having with selling.
The question, “How do I not offend a seller?” is a misunderstanding of how the process should work. You need to go into leads without any assumptions on why they’re selling. The amount of money the house is worth isn’t always the core reason for selling.
When you walk into a property, don’t assume who’s in charge. Listen to everyone attached to the house, they’re sharing the same concerns. It’s your job to be there to help them. Often times, the spouse not saying anything is the one who’s in charge, so be sure you’re talking to everyone.
If you understand these core ideas and game changers, then you won’t offend anyone.
Thanks for the question, Steve!
If you have question you want answered, post it in the Flip Pilot Group on FaceBook with the hashtag #JustAsk. Stay tuned for more answers!