Property Facts Finding

Intro

The Property Facts Finding stage is where you uncover the seller’s motivations and gather details about the property. This is not just about collecting data but also about building rapport and earning trust. By asking the right questions, you’ll understand the seller’s "why," address their needs, and determine if the property is a good fit for your portfolio.

By the end of this section, you’ll learn:

1. How to dig deeper into the seller’s motivation using open-ended questions.
2. The importance of empathy and storytelling to build connection.
3. Techniques to identify decision-makers and ensure their involvement.
4. How to pre-qualify leads effectively without making sellers feel judged.

Motivation Questions

Objective: Uncover the seller’s reasons for selling and their emotional drivers.

• Ask Open-Ended Questions:
  Example: “Why are you considering selling?” or “What would selling this property do for you?” These questions allow sellers to share their goals and concerns in detail.
• Follow the Thread:
  When a seller provides a short answer, encourage them to elaborate. For instance:
  Seller: "I need to move."
  You: "That makes sense—what’s prompting the move? Is it work, family, or something else?"
• Ask Future-Focused Questions:
  Example: “What would life look like for you once the property is sold?” This helps sellers visualize the benefits of selling and builds a positive connection. 
• • Also ensure to ask or gather:  In a perfect world, what were you hoping to walk away with? 
  • • Ask up to two times if needed as it is critical that you at least have a ballpark of an idea.
      

Using Stories to Build Rapport  

Objective: Help the seller feel understood and at ease.

Why Stories Work:

• They show you’ve handled similar situations before, building credibility.
• They make abstract concepts relatable, especially for sellers who are unsure or nervous.

Example of a Third-Party Story:

“I recently worked with another homeowner who was relocating for work. They were overwhelmed by the process, but we were able to simplify it by helping them with the logistics. Do you think something like that would be helpful for you?”

Decision-Maker Engagement  

Objective: Ensure all key stakeholders are involved to avoid delays or miscommunication.

Techniques:

• Identify Decision-Makers Early:
  Example: “Are you the only one involved in this decision, or is there someone else I should connect with too?”
• Engage Indirectly if They Aren’t Present:
  Example: “When’s the last time you and your spouse discussed selling? What did they think about it?”
• Schedule Follow-Up Calls:
  If the decision-maker isn’t available, set a clear time to reconnect when they can join.

Pre-Qualify Leads Effectively  

Objective:  Determine whether the lead is serious and viable without making them feel judged.

Key Questions:

• “How long have you been thinking about selling?”
• “What’s your timeline for selling—are you looking to move quickly or just exploring options?”
• “What’s your ideal outcome for this process?”

Tips for Pre-Qualifying Without Prejudging:

• Use a curious, conversational tone to avoid making the seller defensive.
• Be patient—sellers might take time to open up fully about their situation.