Find the problem before proposing the solution
A seller’s asking price is only one piece of the situation. Ask about timing, condition, occupancy, decision-makers, and what a successful sale would accomplish. Ask open questions and listen without turning every answer into a pitch.
Different sellers value different outcomes: certainty, enough time to move, a straightforward closing, or avoiding repairs. You cannot promise all of these on every transaction. Explain what you can deliver and which conditions must be satisfied.
Keep sensitive information limited to what the transaction needs. Do not offer legal or foreclosure advice beyond your qualifications. Encourage sellers to consult their advisers, particularly when deadlines, estates, divorce, or title issues affect the sale.
A seller asks for a fast sale but says they cannot move for six weeks. The real issue may be coordinating housing rather than closing in three days.
Decision checklist
- Ask what the seller needs the transaction to accomplish.
- Clarify decision authority, timing, occupancy, and condition.
- Repeat the priorities back before discussing possible terms.
Check your understanding
What should you establish before proposing a fast close?
Show the answer
The seller’s actual timing, occupancy needs, decision-makers, and the conditions required to execute.
Your next action
Practice five open questions. Summarize the seller’s priorities before discussing a price.
Original teaching framework and hypothetical example. Source directory and editorial approach →