Most Wholesalers Are Solving The Motivation, Not The Problem

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Transcript

The Offer Too Soon Mistake

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There is a massive mistake wholesalers make every single day. They get on the phone with a seller, hear one pain point, get excited, and rush straight to the offer. Bad roof, inherited house, behind on payments, landlord that's tired. Cool. None of that means you're ready to make an offer. In fact, if you give a seller an offer before you understand the actual problem they are trying to solve, there is a very good chance your offer is going to miss completely. And that is exactly why Jairo Rodriguez said something that more wholesalers need tattooed on their forehead. Never give a seller an offer without knowing their problem first. That is not just a slick one-liner, that is how real closers operate. Because there is a huge difference between a seller's motivation and a seller's problem. Most wholesalers never learn the difference. And because of that, they keep throwing out numbers, getting ghosted, and wondering why the seller wasn't really motivated. No, the seller probably was motivated. You just never understood what they actually needed. So let's break this down. A seller's motivation is the reason why they are considering selling. Seller's problem is the actual issue in their life that the sale needs to fix. Those are not the same thing. For example, a seller says, I inherited the property and I don't want it. Most wholesalers hear that and think, boom, motivated seller. Maybe, but inheritance is not the real problem. That is just the situation. The real problem might be they live out of state and cannot manage the property. Their siblings are fighting over what to do with it. The house needs work and they can't afford repairs. They need the money to pay off an estate issue. They are emotionally overwhelmed and want closure fast. Do you see the difference? Inherited house is the headline. The problem is what is underneath the headline. And if you make an offer based only on the headline, you are negotiating in the dark. Because sellers do not make decisions based only on price. They make decisions based on whether they believe your solution solves the problem that is creating pressure in their life. That is what most amateurs miss. They think the offer is just a number. No, the offer is and should be a solution package. Price is part of it, timeline is part of it, convenience is part of it, certainty is part of it. Closing flexibility, communication is all part of it. If you do not know the seller's real problem, then you do not know which parts of your solution matter most. And when you do not know what matters most, you default to the only thing you think matters: price. And that is why so many wholesalers turn every conversation into a price battle. Because they never uncovered the actual problem. A lot of closers are taught to find motivation like it's a checkbox. Why are they selling? How soon do they want to sell? What condition is the property in? What price do they want? That is fine as a starting point, but it's not enough. Because motivation by itself can still be surface level. A seller says, I'm moving. Okay, well, that's a motivation. But what is the problem? Are they moving because they already bought another house and can't afford two payments? Are they relocating for work and leaving in 14 days? Are they moving because of a divorce and need a clean break? Are they moving because a family member is sick and they need to be closer? Completely different problems, different conversations, and different solutions. Same motivation, different problem. And that is why just identifying motivation is not good enough. And this is the part most people need to hear. The seller's problem is where the leverage lives. Not leverage in some manipulative way. Leverage in the sense that once you understand what is causing pressure, confusion, fear, frustration, or urgency in their life, you can position your offer in a way that actually means something to them. Let's say the seller's motivation is foreclosure. Most wholesalers immediately think the problem is money, but not always. Sometimes the real problem is embarrassment. Sometimes it's time or confusion. Sometimes it's that they feel paralyzed and did not know who to trust. If you know that, now your conversation changes. Instead of saying, well, based on the repairs and comps, I can offer X dollars. You can say, based on what you told me, the biggest issue here is that you need certainty and you need this handled before the foreclosure date, so this doesn't drag out any further or you lose your property. If we can get this signed contract quickly, handle it as is, and give you a clear path forward, that solves the real issue you're dealing with, correct? And that sounds completely different because it is completely different. One is just a number, the other is a solution attached to a real human problem. And this is another reason so many people miss it. The seller usually does not lead with the real problem. They lead with the safe version, they lead with the obvious version, they lead with the version that protects them emotionally. They say, I'm just seeing what you can offer. I might sell if the price is right. The house needs some work. I'm just considering my options. That is not the real conversation, that's just the warm-up. Your job is not to react to the first thing they say and start pitching your offer. Your job is to uncover what is actually going on in the seller's life. Because sellers are not sitting there with a clean, organized presentation ready for you. They are living inside of the mess. They might not have even fully explained the problem out loud to themselves yet. And that is why great closers do not just ask questions, they create space for the truth to come out. The wrong sequence is get motivation, give offer, hope it sticks. The right sequence is understand situation, uncover the problem, identify motivation, connect solution, and present the offer. That is the real flow. Because once you understand the problem, you can frame the motivation correctly. And once you understand both, you can present an offer that feels relevant. Here's an example of motivation versus a problem. So we'll start off with example one of a tired landlord. Motivation. I'm tired of being a landlord. Most wholesalers stop right there and they move on. But the problem possibilities are the tenant stopped paying. Property keeps needing repairs. They need cash to fund something else. They're burned out dealing with turnover and the calls. If the real problem is that the tenant is destroying the property and the seller is mentally done, then convenience and certainty may matter more than squeezing every last dollar. If the real problem is they need funds for another investment, then speed and net amount might matter more. Same motivation, different problem, different solution. Example two, divorce. Motivation, we need to sell because we're getting a divorce. Well, that's not enough information. The problem possibilities: one spouse wants speed, the other wants top dollar. They both still live there, and tension is high. One spouse already moved out and cannot keep covering payments. They need to divide the proceeds immediately. And they want the process handled quietly and cleanly. Now your job is not just to make an offer. Your job is to understand what kind of sale actually reduces the chaos. Example three, inherited property. Motivation, I inherited the property. So here's the problem possibilities. Probate complications, sibling disagreement, deferred maintenance, emotional attachment, out-of-state ownership, need for fast liquidation. Again, inheritance is not the problem, it's the context. The problem is what the seller is stuck dealing with because of it. And this is where closers either separate themselves or expose themselves. If all you ask is, why are you selling? You're going to get surface level answers. You need better follow-up questions. Questions like, what happens if this property doesn't sell? Why is solving this important right now? What has this property been causing for you? What do you feel like this sale would do for you? What is the hardest part of this situation? When you say you want to sell, what are you really hoping that fixes? Why now instead of six months from now? And what problem are you hoping goes away by getting rid of this property? That is where the gold is. And then once they answer, shut up. Don't rescue them. Don't finish their thought. Do not jump straight into agreement mode. Let them keep talking. Because most sellers will tell you the real problem if you give them enough room. Once you understand the problem, now you can build your offer around what matters. That is the key. Your offer should not just come from the after repair value, repairs, and your assignment fee. Your number matters, of course it does. But your presentation of the offer should come from the seller's problem. So let's give an example. If their biggest problem is speed, your solution should emphasize speed. Seems obvious. If the biggest problem is uncertainty, you should emphasize certainty. The biggest problem is hassle, you should emphasize convenience. The biggest problem is emotional overwhelm, your solution should emphasize simplicity and relief. That is how you connect the dots. You take their motivation, identify the deeper problem underneath it, and then show them how your solution removes the pressure they are feeling. A simple way to think about this is motivation tells you they may sell. Problem tells you how to close them. That is the difference. Motivation gets you interested, problem gives you direction. Motivation opens the door, problem tells you what needs to happen for them to walk through it. So here's a practical example. Let's say a seller tells you, I'm behind on payments and just need to sell. Most wholesalers respond with, okay, well, what price are you looking for? Well, that's weak. A better response is got it. Let me ask you this. Is the biggest issue here the payment itself, the timeline you're under, or just being done with the stress this property is causing? Now you are narrowing down the actual problem. And when they answer, you can respond with, okay, that makes sense. So if we could put together a solution that gets this handled quickly, takes the property as is, and gives you a clear exit without dragging this out, that would solve the main issue you're dealing with. That is how a closer talks. Not because it sounds fancy, because it is aligned with the seller's reality. The mistake that kills deals is making an offer that solves your goal instead of their problem. Your goal is to get a deal. Their goal is to solve something painful, frustrating, urgent, expensive, or emotionally draining. If your offer only makes sense for you, they feel it. If your offer clearly solves something real for them, well, they feel that too. And that is why people say things like, I need to think about it. A lot of times, what they really mean is, this does not yet feel like the answer to my problem. So never forget this. People do not sell houses just because they are motivated. They sell because they believe the sale solves something. That is the game we are playing. So stop obsessing over whether the seller is motivated enough, but instead figure out what problem are they actually trying to solve? What pressure are they trying to remove? What pain are they trying to escape? And what does relief look like to them? Because once you understand that, now your offer has weight. Now it has context and meaning. And that is why Mr. Jairo Rodriguez was exactly right. Never give a seller an offer without knowing their problem first. Because until you know the problem, you do not actually know what you are offering. Alright, guys, that's all I got for you today. Let me know. Do you agree or do you disagree in the comments? You better agree because if you disagree, I'm going to come back with a rebuttal. Regardless, show me some love. Like today's video. We'll see you guys tomorrow.