You need to find out the timeline I think this is the most critical because this is going to tell you whether they've already made the decision or not to sell this property you want to say hey I typically can get you your money in the next 14 to 30 days does that work for you and if they say I would sell it tomorrow that would be perfect the sooner I can get my money the better that's when you start really getting excited because this is somebody that is ready to make the decision this is game changing information

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Before you give that property owner and offer I understand it's like your knee jerk reaction you had a good conversation finally somebody is nice to you on the phone and you're like oh my gosh this is going to be a deal

I'm going to make so much money it's so exciting wait I love that enthusiasm but you need to put in the work that real professionals do you need to find out the four pillars of pre qualifying every single seller every single time

This is going to save a lot of heartache and this is going to save a lot of your offers getting leverage to get higher prices all right so the first pillar that I want to talk about and it's the easiest one to open up the conversation it is about the condition of the property right they are going to go and they're going to talk to you about the condition and what's happened to that property and what repairs it needs and the things that they've done to the property well before they're going to talk to you about their emotions and what's going on with their motivation is and what price that they want

So start with the condition of the property that's the first thing that we want to talk about and you want to use these four layers of pre qualifying as your scaffolding as the skeleton of every single conversation that you have with a property owner because it's going to keep you on track to understand is this somebody that's going to actually do business with me so when you're talking about the condition of the property it's very important to get specific ask this question what remodeling have you done

to the kitchen and bathrooms in the last five years all right this is such a powerful question because a lot of rehab a lot of the expenses in the house go into the kitchen and the bathrooms so if they've already done a lot of renovations and upgrades to those areas you know that they've got a lot of pride in this house and they're going to probably want the highest price full market value for those properties and listen they should get it if they're investing into their property they should get a return

but if they're saying stuff like oh it's an original condition oh it needs a lot of work or oh we started renovating but we haven't finished so it's kind of torn apart right now that should be like light bulbs going off in your brain you should be so excited when you hear these things because it really lets you know that this is somebody that has the potential to trade equity potential equity in their house for speed and convenience and that's what we're looking for that's how we find it

the best deals when they want to trade potential equity for speed and convenience.

So ask something specific and then start asking about, well, how is the roof?

How is the mechanics of the property, right?

How is the plumbing?

How is the electrical?

How are the appliances?

All of these things are big ticket items and it allows you to understand what the condition

is so that you can make some calculations on what the estimated repair cost will be for

that property.

All right?

So the other one is the timeline.

When do they want their money?

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