NJ Commercial Real Estate ONLINE

 by: Mike Burke

What's the first image that comes to mind when you hear the term -- motivated seller?

You probably think of someone who is desperate to sell his property, as quickly as possible, for well below the market price - right?

Well, sometimes that's true but often it's not.

There are many reasons, other than desperation, that motivate people to put their property on the market.

Maybe needed repairs are too costly for the property owner or perhaps the owner is relocating to a different area. Maybe the owner, for various reasons, is trying to avoid the pressure of waiting to the last minute to sell his property so time isn't always a consideration.

Whatever the reason a motivated seller puts his property on the market, the opportunity to make a better than average deal is greatly increased and that means more profit for you.

It's important to remember however, no matter how motivated a seller is, nobody wants to give away the farm (so to speak). A house represents a great deal of money and there will be limitations on how far a seller is willing to go to sell his property.

Enter the motivated buyer!

A motivated buyer is, first and foremost, a salesman and his product is himself. A seller needs to know that he's dealing with someone who is knowledgeable, that has a creative solution to his Real Estate problem and, more importantly, that he's dealing with someone that can be trusted (and, of course, you can be trusted).

Creating an emotional connection with the seller will get you through the front door far easier than spouting off a flood of meaningless facts and figures. He's really not interested that you know 50 different ways to buy a house. He's interested in you as a reliable Real Estate expert and how you can satisfy HIS needs right now.

Makes sense, right?

A motivated seller doesn't need to seek out buyers. If a seller is willing to offer his property at a better than market value price, buyers will find him. What he does need to know is that he's dealing with a Real Estate professional -- someone he can trust, someone who understands his position and someone who will make him an attractive and fair offer.

Your greatest assets as a motivated buyer are to be able to understand the seller's needs, have viable and yet profitable solutions to his needs and to have the ability to instill the seller's trust in you as a Real Estate expert -- a win, win situation.

Happy Real Estate Investing from http://www.thelearntocenter.com