Convert More Seller Leads Into Deals

Understanding seller motivations is a key to getting an accepted offer. In this video, Sub2Empire delves into what to avoid if you want to convert more leads into deals. One of the biggest hurdles is that people tend to think very narrowly and singularly. They have blinders on and tend to believe only what they know today. They also tend to believe in only what the “masses” believe. In this business, we are dealing with a portion of the population that is so small. At any given time, we’re talking roughly 1-3% of the population has a distressed property to sell. Most have zero motivation to sell a home, whether they’re a landlord or owner-occupant.

You are not your customer. A lot of new and seasoned real estate investors can’t wrap their minds around why a seller would choose to sell subject-to and possibly lose any or all of their equity (whether sweat or monetary). You assume that your customer is going to have the same reaction that you would if someone asked you to sell their house subject-to.

YOU ARE NOT YOUR CUSTOMER!

Lets talk about what motivates people...

✔️ Time

✔️ Money (although probably a lot less of a motivator than you might think)

✔️ Fix up

✔️ Moving

✔️ Getting rid of stuff

✔️ Distance

✔️ Are they out of state?

✔️ Lack of knowledge

✔️ They don’t know their options

✔️ The answer to this is you are not your customer....the list is infinite.

You have to get to their motivations by

🟠 Asking good questions

🟠 Having a conversation

🟠 Building trust and rapport

Once you have all of that, now you have to present an offer. In our case that offer usually comes in the form of a creative multi-offer strategy. We put our sellers in the drivers seat. We let them pick the best options.

➡️ Do NOT make the mistake of avoiding the offer because you “assume” that the seller won’t accept it.

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