528: 5 Questions to Ask EVERY Seller & Finding the “Bunnies” To Close the Deal
BiggerPockets Real Estate Podcast
BiggerPockets
4.8 • 16.5K Ratings
🗓️ 7 November 2021
⏱️ 66 minutes
🧾️ Download transcript
Summary
Closing off-market deals is one of the best ways to start stacking your real estate portfolio, especially while the housing market is so hot. But, off-market deals often require cold-calling, which is something that makes many investors’ blood run cold. So, how do you talk to a seller in the most confident, comfortable, and competent way? You start by asking the five questions Pace Morby, master of off-market deal-finding and creative financing, has laid out.
These five questions were developed over years of cold calling and door knocking. They were specifically designed to walk a seller through a transaction, making them as comfortable as possible, allowing them to bring up their own limitations, and giving you the space to close if the deal fits. This is not your typical “call the seller and give them a cash offer” piece of advice. These questions run far, far deeper than that.
If you’ve wanted to try flipping, wholesaling, or even just off-market deal finding, this may be the perfect episode to listen to, as a veteran investor lays out the exact questions he used to close on 500+ off-market deals.
In This Episode We Cover:
Why every seller has their own “bunnies” and what you can do to find them
Asking questions that allow sellers to illuminate silent partners in the deal
Why you should NEVER tell sellers what is wrong with their property
Helping a seller create a story and allowing your offer to fuel it
Pulling out missing information when initially interviewing a seller
Going in for the close without becoming a pushy salesperson
And So Much More!
Links from the Show
BiggerPockets Podcast 527: 300 Doors, 100% Creative Financing with Pace Morby
Pace Morby Interviews Jerry Norton On How He'd Get His First Deal
Click here to check the full show notes: https://www.biggerpockets.com/show528
See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.
Transcript
Click on a timestamp to play from that location
| 0:00.0 | This is the Bigger Pockets Podcast show, 5, 2, 8, and this one is all about going belly |
| 0:07.2 | to belly direct with sellers. |
| 0:08.9 | I'm not a good fit for every client. |
| 0:11.1 | I'm really not a good fit for every seller. |
| 0:13.6 | I just am not. |
| 0:14.9 | And so it's better for me to figure that out as fast as possible, |
| 0:18.2 | so I can direct them to where they really need to be, |
| 0:21.3 | so that we stay authentic to being just a really good, |
| 0:24.4 | outstanding business and helping people. |
| 0:31.1 | All right, do not adjust your earbuds. |
| 0:33.9 | This is our new intro music. |
| 0:35.6 | What do you think? Do you love it? |
| 0:36.9 | Do you hate it? |
| 0:37.7 | Is it better than it was before? |
| 0:39.3 | Does anybody miss the old announcer guy? |
| 0:41.7 | Because for now, he's going to be stepping into retirement |
| 0:44.8 | as he rides into the sunset. |
| 0:46.8 | And we are going to be moving on to this new intro music. |
| 0:50.4 | Of course, announcer man will live on forever |
| 0:53.5 | in our hearts, as well as in the 527 episodes |
| 0:56.9 | that he was a part of. |
| 0:58.8 | So for now, let me just say this is David Green, |
... |
Please login to see the full transcript.
Disclaimer: The podcast and artwork embedded on this page are from BiggerPockets, and are the property of its owner and not affiliated with or endorsed by Tapesearch.
Generated transcripts are the property of BiggerPockets and are distributed freely under the Fair Use doctrine. Transcripts generated by Tapesearch are not guaranteed to be accurate.
Copyright © Tapesearch 2025.