Show:
Rapport
Motivation
Process
Objection/Rejection
Connecting Question
100
This technique refers to when you try and reflect to what the seller is saying

What is mirroring

100
Having a huge purchase coming up 

What is needing the cash

100

The step that involves collecting evidence to prove or determine the condition of the home

What is photos

100

A seller tells you, “I need to think about it.”

What is a delay tactic

100

By asking this, you find out who else is involved in the decision-making process.

What is, who else, besides yourself, will be part of the decision?

200

Showing an emotion that allows you to connect with a potential seller as to what they might be going through

What is empathy 
200
Moving to a new city for a job 
What is relocation 
200

When we take a look at the current market of a city to determine the value of a home

What is gathering comps
200

“Your offer is way too low,” this is the most common emotional response you’ll face.

What is price rejection 

200

By asking this question, it can show how long the potential seller has been seeking out an answer

What is, "How long have you been looking for a potential solution to this?" 
300

This process involves using who, what, when, where, how, and why style phrasing to illicit a response

What are the six connecting questions? 

300

When the house is potentially dangerous because of how large it is

What is downsizing 
300
When there are not enough a buyers in specific area for us to be interested in area
What is a disqualified market or too rural. 
300

A property owner says, “I already have another investor making me an offer.”

What is competition

300

Great initial question to start the conversation off with a potential seller 

What is, "What were you hoping to accomplish with this conversation?"
400

The best metaphor to position yourself as when trying to walk a seller through the questions you are attempting to ask

What is a guide

400
Owing money to either a contractor or potentially a city, state, or even the federal government 

What is a lien 

400
Writings that provide insights into what a seller is thinking, looking for, or worried about. May include next steps. 

What are notes

400

I don’t want to pay any fees

What is value propositon  

400

This powerful question often reveals hidden pain points or the true urgency behind a sale from a timing perspective 

What is, "What would you do if you could not sell the house in the next few months?"

500
The goal is achieved when the contracts are signed, other than buying the house. 

What is solving their problem.  

500

When the bank is preparing to take back the house because payments have not been made

What is foreclosure 
500

The action that sets the next step that someone is meant to do ideally to move a conversation forward

What is a task
500

A skeptical homeowner says, “How do I know you won’t just back out of the deal?”

What is a trust objection, best handled by providing credibility.

500
A great question to highlight the pressure release that would come when the seller is able to sell the home. 

What is, when you sold the house what would it mean or allow to do?