The faster you understand motivation, the faster you close good deals

When you’re on the phone with a seller, every second counts.

Motivated sellers won’t always tell you they’re motivated. Unmotivated sellers won’t always say they’re not. So the difference between wasting 30 minutes and moving toward a profitable deal often comes down to your ability to assess motivation quickly, confidently, and without being pushy.

This post will show you how to identify seller motivation in five minutes or less, without a script that sounds robotic and without asking “Are you a motivated seller?” (Spoiler: they’ll say yes, even if they’re not.)

Motivation isn’t about what they say, it’s about what they reveal

Sellers don’t always use words like “urgent” or “as-is.” But they constantly drop signals if you know how to spot them. These signals show up in:

• How they describe their situation

• How they talk about the property

• How they answer timeline or pricing questions

Your job is to listen between the lines.

You need to find out why they’re even considering selling

The first sign of motivation is a reason, a compelling “why” behind the sale. If you don’t know this within the first two minutes of the call, you’re flying blind.

Ask:

“Can I ask what’s got you thinking about selling right now?”

Listen for:

• Life changes (divorce, death, job move)

• Financial pressure (behind on taxes or mortgage)

• Property headaches (repairs, tenants, vacancy)

• Emotional exhaustion (don’t want to deal with it anymore)

No clear reason = low motivation. A vague story = probe deeper.

Timeline tells you if they’re thinking, stalling, or ready to move

One of the simplest and fastest ways to gauge motivation is to ask:

“What kind of timeline are you working with?”

Their response puts them into one of three categories:

1. “No rush” → Low urgency

2. “Sometime soon” → Mid-level urgency

3. “ASAP” or “By next month” → High urgency

When the seller gives a specific deadline, it’s your cue to lean in and ask follow-up questions. That’s a green light that they’re not just curious, they’re preparing to act.

Motivated sellers focus on speed and certainty, not squeezing every dollar

Pay close attention to how the seller talks about price.

If they say:

• “I just want to walk away clean”

• “I’m not trying to make a fortune”

• “I don’t want to deal with fixing it up”

…they’re not fixated on top dollar. They’re looking for convenience, control, and clarity.

On the other hand, if they say:

• “I want to see what I can get”

• “I’ve had a few people call, just checking my options”

• “I’d only sell for way over market”

They’re likely just fishing or testing the waters. These are good for nurturing, but not your hot list.

How to Spot Red Flags That Fake Motivation

Not all “motivated sellers” are truly ready to deal. Some sound interested. Some talk fast. Some even volunteer their price. But under the surface, they’re not actually ready to sell, and wasting time on them pulls focus from real opportunities.

Here’s how to spot fake motivation before it costs you.

They talk about what others have offered

If a seller leads with:

• “I’ve had a bunch of offers already”

• “Everyone’s lowballing me”

• “I want to see who gives the best deal”

They’re probably shopping you. That doesn’t make them a bad lead, but it means they’re early in their decision-making, not deep in their pain. You can still nurture, but don’t prioritize.

They dodge direct questions

Motivated sellers give clear answers. If you ask:

“What’s your ideal timeline?”

And they say:

“Well, you know, it depends…”

Or:

“I don’t really have one, maybe next year?”

That’s a red flag. People ready to move know roughly when and why. Vague answers often mask hesitation.

They want your offer first

If someone insists on:

“Just make me an offer, I’ll let you know”

…before sharing anything about the property or their situation, be cautious. That’s often a sign they’re not motivated, they’re curious.

Real sellers open up first. They want solutions, not just numbers.

How to handle it:

• Stay polite

• Ask, “If the numbers made sense, are you actually looking to move soon?”

• If they still waffle, move them to a nurture sequence, don’t chase

Spotting these red flags early frees up time and mental bandwidth for the sellers who actually want to move forward.

Ask this one question to confirm motivation before making an offer

Before you ever talk numbers, ask:

“If we could figure out something that made sense for both of us, would you be open to moving forward?”

It’s soft. It’s honest. And it tells you:

• Are they serious?

• Are they still unsure?

• Are they just being polite?

If they say yes, proceed with confidence. If they waffle, slow down and ask what concerns they have. That’s often where real motivation is hiding.

The best wholesalers learn to listen for pain, not just price

Motivation lives in pain, and pain is usually emotional, not just financial.

When a seller:

• Complains about the house

• Sounds tired when describing the situation

• Expresses guilt or frustration

• Tells stories about family tension, stress, or fear

They’re likely dealing with more than a transaction. That’s your signal to stop being a “buyer” and start being a problem-solver.

Goliath makes it easy to pre-screen sellers before you even call

If you’re using Goliath Data, you don’t have to go into cold calls blind. You can:

• Filter for sellers with high-motivation signals (probate, pre-foreclosure, absentee)

• See ownership length, equity, and condition indicators

• Track timeline urgency and follow-up attempts

That way, by the time you get on the phone, you already know:

• If this person fits your deal criteria

• If they’ve received other outreach

• What kind of pain point they’re likely facing

Less guessing. Better calls. More closes.

How to Handle the Seller Who Sounds Motivated, But Isn’t Emotionally Ready

Sometimes a seller will check every box:

• They inherited the home

• It’s vacant and needs repairs

• They want to be done with it

…But when you move toward an offer or next step, they freeze.

This is a sign of a seller who’s situationally motivated but emotionally stuck.

These sellers often:

• Feel guilty about selling a family home

• Are overwhelmed by the process

• Fear being taken advantage of

• Don’t fully trust you yet

If you push here, you’ll break the deal. Instead, you need to switch from “deal mode” to guidance mode.

What to say:

“Totally understand. This isn’t an easy decision. Sometimes even when the numbers make sense, it still doesn’t feel real yet.”

This shows empathy, slows the pace, and keeps them engaged.

Then ask:

“Is there something specific you’re feeling unsure about?”

Often, you’ll hear:

• “I need to talk to my brother.”

• “I’m not sure if now is the right time.”

• “I just haven’t done this before.”

These aren’t rejections. They’re requests for support.

If you respond calmly, offer to check in in a few days, and send a clear next step (like a simple follow-up text), you keep the door open.

The deal may not happen that day, but when it does, it will be with you, not the wholesaler who rushed it.

You don’t need more time. You need better questions.

Motivation is the one thing that can’t be taught. The seller either has it or they don’t. But what you can control is how well you uncover it.

Use these questions, listen for emotional and practical clues, and stop wasting time on dead-end leads.

Because the faster you know who’s real, the faster you’ll lock up real deals.