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As a Real Estate Agent working with buyers and sellers, soon you come to realize the phrase “Motivation” has a big factor into your pocket book.

Sales persons who make in excess of $100,000 year had a very sharp ear and mind to detect motivation.

Motivation is like the heart beep in a transaction.

But how can your learn to detact motivation?

ASK QUESTIONS.

How soon are you thinking of moving?
What is the reason you like to move?
What if I have a buyer for your property that is willing to give you fari market value are you ready to sell?
Do you have a price in mind?
How did you come up with that?
Why do you think it is worth that much?
How soon can we meet?

There is a difference between a prospective seller saying, “If I get my price I move.” Or a person saying, “I already have a job lined up in California, and I have to be there in two weeks. My wife and kids will stay until the house sells.” From ZERO to TEN that is a ten motivation level.

Learn to give the motivation a number, maybe is 5.

Learn to understand the key factor behind their motivation, and that is the very reason you will be able to close the deal. If I have an offer on a property 5% lower than the asking price and I know the motivation level from 0-10 is 10, I remind them of the reason they have to sell.

For example, I would say, “I do understand the offer is a little lower than you expected, but you also mentioned you have a job lined up and need to be there yesterday. I would suggest to be a little more flexible.”

I also suggest you ask a question from many different angels.

How soon are you thinking of moving?
<I want to know how specific is the reason.>

How did you come up with that price?
<I want to know how much research the person has done and how many other people he or she has spoken to.>

If I get a buyer for your property that can give you market value for your property, would you sign the offer today?
<If they person says absolutly…as for the appointment and see what the response is.>

Finally, ask a question, ask it again and ask it different to make sure you have covered all your basis.

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