Section 3: Seller Motivation

What is Seller Motivation?

  • Seller motivation is the reasoning behind why a seller may or may not want to sell their asset.

Why is Knowing the Seller’s Motivation Important?

  • Knowing the motivation of the seller allows you to leverage that information in order to convert a prospect into a seller.
  • It also allows you to make strategic decisions on whether or not you should allocate your time as a Deal Lead with the prospect.
  • This is ultimately how you make your money.

Seller Motivations (Trigger Moments)

  • Negative experience with another brokerage firm
  • Employee and/or management issues
  • Deferred maintenance – problems with the property
  • New construction affecting the performance of the property
  • Fear or greed
  • Health issues
  • Financial issues
  • Legal issues
  • Retirement
  • Divorce
  • Loan maturity
  • Hold period ending (Intuitional owners frequently have pre-designated hold periods ranging from 3-7 years)
  • Partnership Dynamics (Owner starts complaining about his business

Common Seller Objectives

  • Highest price
  • Best terms
  • Magic number
  • Quick, fast deal
  • Certainty of close or execution

Seller Motivation Assessment

Create a brief video explaining how you would leverage one of these trigger moments to convert a prospect to a seller.

  • You can record and save your video for free online using: https://webcamera.io/ (Link)
  • Maximum File Size Accepted is 25,000 KB.
  • Compress larger files for free online using: https://www.freeconvert.com/video-compressor (Link)
  • Please keep your response under 5 minutes.
  • Please allow up to 2 minutes after clicking submit for submission to process.
  • You will be redirected to the next section once your submission has processed.