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As 2025 draws to a close, the headlines suggest that American homeowners are particularly unmotivated to sell lately. In today’s climate of high interest rates, high asking prices, and slow sales activity, a lot of homeowners seem content to keep paying their low-interest mortgages and stay put until market winds start blowing in another direction. As an investor in need of discounted properties you may be wondering: how are you going to connect with motivated sellers in 2026?
The truth is that, even at the best of times, most people you talk to won’t be truly motivated to sell. That might sound like bad news in a slow market, but when we talk about motivated sellers we’re not talking about people who are worried about getting the max retail value for their house. Instead, we’re talking about people who want a property off their hands yesterday. These sellers are usually motivated by extraordinary circumstances that have little to do with broader market forces so, even though they are rare, you can always find them if you know what to look for.
In this guide, we define the characteristics of motivated sellers, tell you how to spot them, and provide scripts that can help you qualify and negotiate these types of situations. By the end, you’ll be equipped to find deals that provide you with solid discounts and allow others to move on to fresh starts; just in time for the new year.
What Is a Motivated Seller?
A motivated seller is an owner who is willing to accept a below-retail price in exchange for a quick close. Speed, simplicity, and certainty are motivated sellers’ top priorities. Whereas most people who put their homes up for sale are willing to wait around until they get what they believe is a good offer, the potential market value of a home matters far less to a motivated seller than disposing of it as quickly as possible.
There are all kinds of reasons why owners may be motivated to sell a property, but they usually boil down to time, money, and / or condition. Common drivers include health setbacks, job relocation, probate, divorce, death, tired-landlord problems, deferred maintenance, family drama, and embarrassment about showings or the condition of the property.
Real Stories, Real Signals
It’s rare to find people who view their property as an albatross instead of an asset, but over the years we have encountered a few. Here are three examples of times that we knew we were dealing with truly motivated sellers:
1) “Close Tomorrow” in Hoover
A family had come to town after their estranged father had died tragically in his house. Unwilling to visit the property themselves, they called and asked us to look at the house, make an offer, and then close before they flew out the next day. The title cleared and we were able to sign in less than 24 hours. We then wholesaled the property to another local investor.
Signal: The family set forth an urgent timeline and were very clear that they were willing to trade price for certainty.
2) The Leeds “Snake-Grass” House
A woman in her 60’s had suffered some setbacks including back problems and her partner moving out that left her unable to care for her house. The property was in extremely poor condition with waist high grass, roaches in the cabinets, and hoarder-level clutter. She couldn’t fix the house and was unwilling to show it due to embarrassment. She had found alternative living arrangements and was eager to move on with her life. She accepted a simple, as-is cash offer and left closing relieved with a smile on her face.
Signal: Her health issues, the dire condition of the property, and the insistence that she didn’t want to show it, along with language like “I’ve got to get out of here,” told us that a quick disposition was her number one priority.
3) Paying $25K to Close
An owner literally brought money to the table and offered to pay us to take a property off his hands.
Signal: Motivation doesn’t get much clearer than that.
What distinguishes motivated sellers from regular sellers is that they tend to be in situations where keeping a property is the most costly outcome. For the sellers in these examples, their houses became emotional, physical, and / or financial burdens that would have continued to negatively affect their well-being if they held onto them, hence their motivation to trade price for a simple, fast close.
The 5-Step Pre-Qualification Ladder
If you think you might be talking to a motivated seller, it’s important to find out for sure. Sometimes selling to an investor is truly someone’s best option, but a lot of the time people don’t know what their options are or haven’t thought them through. Before wasting your time and theirs, run through the alternatives and ask them if they would prefer to take another route instead.
- List with an agent?
First, ask them about the condition of the house and why they’re not trying to list with an agent. Maybe they didn’t know how much more they could make on the retail market or maybe they thought you were an agent when they called. Whatever the answer, you need more information before driving across town. If:- They say the house is basically turnkey and it sounds like it would easily sell on the retail market? Refer out. It’s not an investor deal.
- The house needs a lot of work? You might have a deal. Proceed to question 2.
- There’s nothing wrong with the house but they don’t want to list it for some reason? Ask them why. If they say:
- They’re moving and can’t afford to cover the expenses of two homes while they wait for it to sell? Go to question 4.
- They don’t like the idea of working with an agency for some reason? Go to question 3.
- It’s an extraordinary situation and they just need to sell immediately? Go to question 5.
- It’s already listed and just not selling? Ask if they’ve tried lowering the asking price or getting a new agent. If they say:
- They don’t want to lower the asking price? They’re not motivated and it’s definitely not a deal.
- They say they’ll try one or both of those first? Not a deal.
- They’ve tried lowering the price and / or listing with a different agent and it hasn’t worked? Ask questions 3 and 4.
- They don’t have time to try something else? Go to question 4.
- Fix and list?
If they say the house needs a lot of work, ask them if they could renovate and then sell for a better price. If:- They want to look into it? Move on. No deal.
- They don’t have the time / money to rehab? It’s starting to sound like a good fit for an investor. Proceed to question 3.
- For Sale By Owner?
Have they thought about trying to sell to a retail buyer for a better price themselves instead of listing with an agent? If:- They’re up for trying? No deal.
- They don’t have time or don’t feel comfortable showing the house? Getting warmer. Move on to question 4.
- Rent it?
Are they really sure they want to sell right now? Could they cover their expenses by renting it out instead? If:- They hadn’t thought of that and want to look into it before getting rid of the property altogether? You can wish them luck and end the call.
- They aren’t interested in being a landlord and / or need a lump sum of cash now? They’re looking like a motivated seller.
- So, you want to sell to an investor?
At this point you can ask: “so, you’re sure you want to sell and you don’t want to try an alternative to get a higher rate?” If they confirm with a yes, they’re motivated. Now you can look into the property and start talking about price.
Pro Tip: When you’re on the phone with a seller, look for verbal clues. If they describe the property as a burden they’re keen to get rid of or are focused on meeting a close deadline, they’re probably motivated. If they have a flexible timeline, seem uncertain about selling, or say money is a high priority, they’re not motivated.
Here are some examples:
Motivated language
“I need to sell by the end of next week.” • “I can’t fix it.” • “I’m too embarrassed to show it.” • “I’m tired of dealing with tenants.” • “I just want to get something for it and move on.” • “I need to be done.”
Unmotivated language
“Just weighing options.” • “What do you think it’s worth?” • “We might sell in a few months.” • “We want top dollar without showings.”
Quick Checklist for Appointments
Once you’ve qualified a motivated seller, it’s time to look at the property. Here’s the checklist of all the things you need to find out during that visit.
Why now? If it’s not clear already, find out what happens if they don’t sell now.
Condition + CapEx: What kind of shape are the roof, HVAC, plumbing, electrical, and foundation in?
Numbers: What’s the ARV, repair scope, payoff, taxes / liens, and rental status?
Timeline: How many days to vacate? What will the seller leave behind?
Decision-makers: Who needs to sign? Who needs to see the offer?
Photo set: Photograph the exterior, mechanicals, worst rooms, and any add-ons or land.
Pricing: How to Give a Fast, Honest Offer
Because people are looking to move quickly, they often want to start talking about price right away. This can be tricky as you want to stay conservative without offending the seller and potentially missing out on a great deal. Here’s a step-by-step that keeps doors open and expectations in check on your way to a firm offer:
Ballpark on the phone- If someone wants to know what you’re offering on the qualification call, give a range that’s narrow enough to be meaningful and broad enough to give you wiggle room. For instance, if you think the ARV is $150K and the amount of work needed means you can offer about $65K, say “based on what I’ve heard so far, probably somewhere between $40K-$80K.”
Walk + photos- The next step is to walk the property and gather more information about the scope of repairs and timeline.
Firm written offer same day- Write an as-is cash offer based on the information you’ve gathered (with a healthy amount of contingency factored in). Make sure the timeline and terms are clear.
Options page- You can include an options page that has your cash offer plus reminders of alternatives like wholetail help or a listing agent to make sure they’re comfortable if they end up choosing your deal.
Negotiations and Integrity
After you’ve gathered all the info, it’s time to come to the table. Given the kinds of situations that often lead people to be motivated sellers, negotiations can be pretty sensitive. As an investor the goal is to make sound business choices while ensuring that you don’t take advantage of vulnerable people. Failing to walk that line is not only bad for the soul, it’s bad for business as well.
So, how do you ensure you’re producing win-win results for both you and a motivated seller? The first piece is using your qualification call to get to the heart of what’s going on and to make sure that the seller knows about other options. Second, don’t use tactics like false scarcity or ultimatums. Pressure should only come from the seller’s situation, not from you.
It’s important to remember that people talk. Sometimes you’ll get outbid, but if sellers come away feeling that you’re fair and transparent, they will tell people and recommend you to others down the road. If people come away from the closing table feeling manipulated or coerced into taking lowball offers, they will make that known as well. A reputation as a straight shooter benefits your bottom line in the long run; a reputation for shadiness will cost you.
Ethical & Effective Negotiation Scripts
How can you negotiate in a way that empowers the seller and serves your business interests? Below are some tips and examples to help you navigate negotiations with motivated sellers.
Open + Positioning
Advertise your interest in working with motivated sellers and then let them come to you. When you’re contacted by a seller, re-state who you are and how these deals work. You might say something like:
“I buy homes as-is for cash. If your house is fully updated, you’ll net more by listing with an agent. If time, condition, or privacy is the issue, I can make you a simple, no-obligation offer.”
The Number
An important key to ethical negotiations is keeping the ball in the seller’s court. Find out what they think the property is worth and what they’re willing to take before throwing a number out there yourself (this is good for qualifying as well).
“What price are you looking for?”
(Then say nothing. Let silence pull out their number.)
If they force you to go first–
They might have no idea what the property is worth and want to be told. If that’s the case ask them for details and then say something like this:
“Without seeing it, I’m likely in the $40k–$80k range given age / repairs. If that ballpark works, I can walk today and give you a firm number.”
Higher-Offer Claim
Sometimes sellers will say they’ve spoken to other investors and gotten better offers. Assuming you’ve put forward a fair offer that makes the most sense for your business, don’t take the bait. Just reiterate your position and tell them to do whatever is best for them.
“If that other offer is real and fits your needs, you should take it. I won’t be able to match that number, but I can close quickly and handle everything as-is.”
Ethical Close (no pressure)
Once you’ve made it clear what you’re offering, leave it up to them. Don’t try to talk them into anything or threaten to withdraw the offer unless they sign right away. Then if they do take the offer, it will be because they decided it was their best option and not because they felt forced.
“Totally your call. My offer will be in writing and it’s there if you need a fast, simple close.”
Red Flags You Shouldn’t Ignore
As important as it is to ensure you don’t take advantage of people when they’re down and out, it’s equally important to make sure a seller isn’t trying to take advantage of you. Sometimes scammers will masquerade as motivated sellers to dazzle you with a shiny deal and pressure you to close quickly. Keep your antenna up and pump the brakes if:
Paperwork looks suspicious (photocopy-of-a-photocopy).
The title company says “something’s off.”
It’s not clear that the seller is the actual owner.
It all just seems too good to be true.
Always close through a reputable title company or attorney. If they’re uneasy, pause the deal.
FAQ
How do I find motivated sellers fast?
Perform consistent outreach to distressed / aged-condition homes, absentee owners, and tired-landlord lists, plus use inbound channels (PPC/SEO) that capture “sell fast” searches. Then screen with qualifying calls that identify real opportunities.
What’s the best script to qualify a seller?
Use the 5-step ladder (agent → rehab → FSBO → rent → investor). If they reject the first four and emphasize time, money, or privacy, they’re aligned with an as-is cash offer.
How many calls does it take to get a real deal?
A lot. It’s very common to have dozens of conversations before finding an actual deal. Don’t get discouraged. The more sellers you qualify, the better you’ll get at finding the ones you want to work with.
Should I pressure sellers with expiring offers?
No. Instead, focus on building good rapport with people. Stay transparent, make clear, simple offers, and follow up. You’ll always lose some bids, but you’ll win better ones later if you keep your integrity.
The Bottom Line
Most sellers aren’t really motivated, and that’s okay. The best way to find those rare exceptions when you’re just starting out is to advertise yourself as an investor looking for as-is cash deals and hone your qualifying filter. Watch out for potential scams and don’t sweat when your best offer is outbid. Most importantly, conduct yourself with integrity and have compassion for the people on the other end of the phone. Transparency, empathy, and clean, same-day offers will help you build a strong business reputation that sends more referrals and better deals your way.
Need help pressure-testing a script, generating leads in your city, or sussing out numbers? We’re happy to help. Search for your local Evernest office and reach out to one of our agents to get started.
