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.