Spam prevention
Rainmaker
1,635,442
Sandy Padula and Norm Padula, JD, GRI
HomeSmart Realty West & Lend Smart Mortgage, Llc. - Carlsbad, CA
Presence, Persistence & Perseverance

Open-ended questions and give them time to answer, before asking the next one.

Mar 07, 2016 09:58 PM
Rainmaker
4,059,091
Michael Jacobs
Pasadena, CA
Los Angeles Pasadena 818.516.4393

When I see their reaction to "Why am I here?" to their statement -- We don't have to sell.   

Mar 07, 2016 09:51 PM
Rainmaker
887,633
Candice A. Donofrio
Next Wave RE Investments LLC Bullhead City AZ Commercial RE Broker - Fort Mohave, AZ
928-201-4BHC (4242) call/text

I can usually name that tune in 3 notes, if it is not in harmony with ours.

Mar 07, 2016 11:04 PM
Ambassador
1,370,434
Susan Emo
Sotheby's International Realty Canada - Brokerage - Kingston, ON
Kingston and the 1000 Islands Area

It is almost always one of the 4 D's:

Death
Divorce
Debt
Downsizing

Mar 07, 2016 09:59 PM
Rainmaker
1,707,423
Joe Pryor
The Virtual Real Estate Team - Oklahoma City, OK
REALTOR® - Oklahoma Investment Properties

You keep asking questions because as REALTORS® we have this problem, we talk to much. Keep asking questions until you are satisfied that you are working with the right clients.

Mar 07, 2016 09:55 PM
Rainmaker
1,213,561
Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets
Big Block Realty 858.232.8722 - La Jolla, CA
& Host of Postcards From Success Podcast

I ask a lot of questions about their WHY. Examples of MO (motivation):

  • Deadlines for new job or school are great MO.
  • Baby on the way is great MO.
  • Military transfer is great MO.
  • Divorce is great MO.

      Cause NO MO, NO GO!

 

Mar 07, 2016 09:51 PM
Rainmaker
1,715,027
Carol Williams
Although I'm retired, I love sharing my knowledge and learning from other real estate industry professionals. - Wenatchee, WA
Retired Agent / Broker / Property Manager

Questions... and watch their eyes and body language.  You can tell a lot about a person by the body language.  

Mar 08, 2016 12:16 AM
Rainmaker
5,524,500
Ron and Alexandra Seigel
Napa Consultants - Carpinteria, CA
Luxury Real Estate Branding, Marketing & Strategy

Tony and Suzanne,

I agree with Michael Jacobs answer.  A

Mar 07, 2016 11:31 PM
Rainmaker
468,799
Dan Pittsenbarger
Keller Williams Western Realty - Bellingham, WA
Improving Conditions

For me, this varies from market condition to market condition. Two to eight years ago there would be a lot of questions to uncover their motivation as they would "need" to be motivated to accept the low price they would most likely have to accept to get their home sold. In today's market in our area with record low inventory - I'll accept the listing - regardless of their level of motivation. Of course there are limits to what I would accept price wise but a good education process typically handles that.

Mar 07, 2016 10:47 PM
Ambassador
1,576,005
John McCormack, CRS
Albuquerque Homes Realty - Albuquerque, NM
Honesty, Integrity, Results, Experienced. HIRE Me!

Sandy Padula and Norm Padula, JD, GRI own this one.

Mar 07, 2016 10:38 PM
Rainmaker
976,713
Brigita McKelvie, Associate Broker
Cindy Stys Equestrian and Country Properties, Ltd. - Lehigh Valley, PA
The Broker with horse sense and no horsing around

Ask many questions.  Sometimes it is hard to tell even after getting the right answers.  I had a listing where the Seller was tired of the winters and wanted to move south away from the cold and snow with her horses.  She seemed motivated.  Turned out that she would not budge on the price, even after reeived a couple of reasonable offers that could be negotiated.  If she didn't get her price, she was going to stay.

Mar 07, 2016 10:36 PM
Rainer
230,924
Mike Rock
Complete Design - Granite Bay, CA
Granite Bay Luxury New Construction...For Less

just ask.. how soon? how much do you have to have for it? want? reason to go? where are you going..if you get a "not sure" then dont take the listing

Mar 07, 2016 10:27 PM
Rainmaker
1,867,185
Anthony Acosta - ALLATLANTACONDOS.COM
Harry Norman, REALTORS® - Atlanta, GA
Associate Broker

When I sit down at their home and the sellers are talking about their needs.

Mar 07, 2016 10:25 PM
Rainmaker
2,020,150
Michael J. Perry
KW Elite - Lancaster, PA
Lancaster, PA Relo Specialist

Asking questions until I discover their BIG WHY .

Mar 07, 2016 10:09 PM
Rainmaker
845,920
Jeff Pearl
RE/MAX Distinctive / LIC in VA - Lovettsville, VA
Full Service Full Time Realtor

Basically just by listening to their story. Many will use phrases like: "We don't need to sell,.... We won't take any less than x,.... we figured now would be a good time to test the market,.... a friend said....., if so and so can get x for theirs, we should be able to get x amount more because ours is much better and....., an agent friend of ours told us she could get x amount more if she listed it...., etc.

Mar 07, 2016 10:06 PM
Rainmaker
4,433,583
Gita Bantwal
RE/MAX Centre Realtors - Warwick, PA
REALTOR,ABR,CRS,SRES,GRI - Bucks County & Philadel

By asking questions.

Mar 07, 2016 09:43 PM
Ambassador
4,312,753
Praful Thakkar
LAER Realty Partners - Andover, MA
Andover, MA: Andover Luxury Homes For Sale

Tony and Suzanne Marriott, Associate Brokers - simple! Find their WHY. Why would they want to sell?

Job relocation? 

Moving closr to family?

Schools?

Or any other compeling reason that defines the deadline!

Mar 08, 2016 03:46 PM
Rainmaker
4,053,913
Nina Hollander, Broker
Coldwell Banker Realty - Charlotte, NC
Your Greater Charlotte Realtor

The leave lots of clues, like Hansel and Gretel leaving crumbs on the road... 

1. did they say they wanted to test the market or didn't really have to sell now?

2. did they resist doing what was needed to stage the home?

3. were their future plans up in the air?

Mar 08, 2016 06:32 AM
Rainmaker
1,380,183
Ryan Huggins - Thousand Oaks, CA
https://HugginsHomes.com - Thousand Oaks, CA
Residential Real Estate and Investment Properties

I ask them.  On a scale of 1-10, how motivated are you to sell and move?

Mar 08, 2016 03:58 AM
Rainmaker
4,799,481
Gabe Sanders
Real Estate of Florida specializing in Martin County Residential Homes, Condos and Land Sales - Stuart, FL
Stuart Florida Real Estate

It's pretty much a gut feeling most of the time.

Mar 08, 2016 03:49 AM
Rainmaker
3,967,634
Will Hamm
Hamm Homes - Aurora, CO
"Where There's a Will, There's a Way!"

Lots of questions and tell them about Win Win!

Mar 08, 2016 03:44 AM
Rainmaker
140,495
Chrissi Chapman Topoleski
Coldwell Banker Realty - Woodbridge, VA
Passionate about helping others achieve success!

I ask..what their immediate and long term needs and goals are, why they moving, and how flexible they are on the price.

Mar 08, 2016 03:07 AM
Rainmaker
818,217
Olga Simoncelli
Veritas Prime, LLC dba Veritas Prime Real Estate - New Fairfield, CT
CONSULTANT, Real Estate Services & Risk Management

Listen and observe; ask good questions.

Mar 08, 2016 02:18 AM
Rainmaker
290,569
Allie Angeloni
Long Realty - Oro Valley, AZ

There are many times that I have seen where the Seller tells you their motivation, so you know they are serious - you are not wondering, you know Tony and Suzanne Marriott, Associate Brokers.  They want you to 'sell' their house and not just 'list it', to see what random Offers they might get.  I've also seen situations where the Seller is not serious and just wants to see if they can get a price they feel their house should sell for - two totally different scenarios!   

Mar 08, 2016 12:27 AM
Rainmaker
795,232
Susan Laxson CRS
Premier Sotheby's International Realty - Naples, FL
The Michelle Thomas Team

I ask a lot of questions and consider their responses and their needs.

Mar 07, 2016 11:34 PM
Ambassador
1,208,934
Amanda Christiansen
Christiansen Group Realty (260)704-0843 - Fort Wayne, IN
Christiansen Group Realty

With a simple and open conversation about their needs.  

Mar 07, 2016 11:28 PM
Rainmaker
5,571,310
Barbara Todaro
RE/MAX Executive Realty - Retired - Franklin, MA
Previously Affiliated with The Todaro Team

I ask them what there reason is for selling and depending on the answer and how it's stated, I make my determination of their degree of motivation...the price is also a reflection on their motivation....

Mar 07, 2016 10:56 PM
Ambassador
4,557,465
Jeff Dowler, CRS
eXp Realty of California, Inc. - Carlsbad, CA
The Southern California Relocation Dude

Ask the right open-ended questions

Mar 07, 2016 10:38 PM
Rainmaker
1,456,727
Michael Setunsky
Woodbridge, VA
Your Commercial Real Estate Link to Northern VA

Tony and Suzanne Marriott, Associate Brokers Asking the right questions.

Mar 07, 2016 10:13 PM
Rainmaker
1,231,599
Mary Yonkers
Alan Kells School of Real Estate/Howard Hanna Real Estate - Erie, PA
Erie/PA Real Estate Instructor

Love the A's to your Q Tony and Suzanne Marriott, Associate Brokers 

Mar 07, 2016 10:07 PM
Rainmaker
6,540,544
Roy Kelley
Realty Group Referrals - Gaithersburg, MD

Proper price and condition.

Mar 07, 2016 09:50 PM
Ambassador
5,357,189
Bob Crane
Woodland Management Service / Woodland Real Estate, EXP - Stevens Point, WI
Forestland Experts! 715-204-9671

Ask them how committed and listen to how and what they reply with, the clues will be revealed if you let them talk long enough.

Mar 09, 2016 04:35 AM
Rainmaker
4,882,867
Joan Cox
House to Home, Inc. - Denver Real Estate - 720-231-6373 - Denver, CO
Denver Real Estate - Selling One Home at a Time

I have that conversation once I get into the home, then do the walk thru before presenting my listing info.

Mar 08, 2016 11:07 PM
Rainmaker
4,156,948
Wayne Martin
Wayne M Martin - Chicago, IL
Real Estate Broker - Retired

The jury has responded correctly, open-ended questions! And, listen to the answers!

Mar 08, 2016 08:11 PM
Ambassador
2,759,387
TeamCHI - Complete Home Inspections, Inc.
Complete Home Inspections, Inc. - Brentwood, TN
Home Inspectons - Nashville, TN area - 615.661.029

 I would have to agree with Sandy and Norman. Ask open ended questions.

Mar 08, 2016 06:16 PM
Ambassador
3,986,660
Debbie Reynolds, C21 Platinum Properties
Platinum Properties- (931)771-9070 - Clarksville, TN
The Dedicated Clarksville TN Realtor-(931)320-6730

Usually it has to do with their plans to move. If they are just testing the market and really don't have to move I ask lots more questions.

Mar 08, 2016 01:00 PM
Rainmaker
3,985,837
William Feela
WHISPERING PINES REALTY - North Branch, MN
Realtor, Whispering Pines Realty 651-674-5999 No.

A thourough interview

Mar 08, 2016 11:24 AM
Rainmaker
639,862
Tony Lewis
RE/MAX of Valencia (Hall of Fame) 30 year Valencia Resident - Valencia, CA
Summit Real Estate Santa Clarita & Aliso Viejo

Will they allow a sign, will they allow a lockbox, will the allow showings daily and at all times, will they price the home competitively?

Mar 08, 2016 10:26 AM
Rainmaker
1,987,878
Lise Howe
Keller Williams Capital Properties - Washington, DC
Assoc. Broker in DC, MD, VA and attorney in DC

Talk and talk and talk and probe and ask and probe and talk 

Mar 08, 2016 09:47 AM
Rainer
318,613
Melissa Jackson
Century 21 Alliance Properties - Azle, TX
Helping You Make The Right Move

Great question. Stopped by to read replies.  

Mar 08, 2016 09:30 AM
Rainmaker
1,157,485
FN LN
Toronto, ON

By asking appropriate questions to the seller.

Mar 07, 2016 11:25 PM
Rainmaker
882,261
Annette Lawrence , Palm Harbor, FL 727-420-4041
ReMax Realtec Group - Palm Harbor, FL
Making FLORIDA Real Estate EZ

By counting the number 'wolves' at the door.

Convenience is one reason for selling (downsizing) but not a really significant motivation wolf. 

I look for 'next/new' chapter commitments such as a bun in the oven.

Mar 07, 2016 09:57 PM
Rainmaker
1,280,348
Donna Foerster
HomeSmart Realty Group - Parker, CO
Metro Denver Real Estate Assistant

I ask a lot of questions.

Sep 24, 2016 06:29 AM