Motivated sellers are more guarded than ever.

They’ve seen the “We Buy Houses” signs, heard horror stories from friends, and googled your phone number.

They’re skeptical before you even say your name.

That means your tone, timing, and words matter, not just your offer.

Because if you sound like a scammer, it doesn’t matter how good your deal is. You won’t get a second chance.

This guide will help you:

• Build trust within the first 10 seconds

• Avoid red-flag language that triggers resistance

• Speak like a real person, not a cash buyer cliché

• Understand the psychology of skeptical sellers

• Get the deal without pressuring the person

Let’s get into it.

Why Sellers Assume You’re a Scam (Even If You’re Legit)

Most motivated sellers don’t know the difference between a wholesaler, a scammer, or a rescue angel.

What they do know is:

• They’re in a tough spot

• Their property isn’t selling

• They’ve been contacted by strangers before

• Someone else is probably trying to make money off their situation

And here’s what they’ve likely experienced:

To win their trust, you have to speak differently. More human. Less hype.

Step 1: Open With Honesty, Not Hype

The first few seconds of your outreach are critical.

Here’s what not to say:

• “We’re a group of investors making cash offers in your area…”

• “We’ve got funds ready to go and can close in 3 days guaranteed…”

• “We saw your house and are extremely interested…”
  
  

Instead, try this:

“Hey [Name], this is [Your Name]. You weren’t expecting this call, so I’ll keep it quick. I work with a small local team buying a few homes in [City], and I just wanted to see if [Property] is something you’ve thought about selling.”

Why it works:

• Acknowledges it’s a cold call

• Doesn’t oversell

• Uses clear, grounded language

• Signals local and small-scale (which feels safer than “national investor group”)
  
  

Step 2: Speak Like a Human, Not a Headline

Sellers pick up on “investor-speak” instantly.

Avoid words that sound rehearsed or corporate. Instead, use everyday language.

Tip: If you wouldn’t say it at a BBQ, don’t say it to a seller.

Step 3: Use Curiosity, Not Pressure

Your job on the first call isn’t to close.
It’s to start a conversation and earn the right to continue.

Here are some low-pressure questions that get sellers talking:

• “What’s the story with the place?”

• “Are you living there now, or is it vacant?”

• “What would need to happen for you to seriously consider an offer?”

• “How soon would you like to be done with it?”

• “Sounds like a lot is going on. Want to walk me through it?”
  
  
  

These open the door without pushing it.

Step 4: Use Empathy to Build Connection (Not Sympathy)

There’s a big difference between saying:

“I’m really sorry you’re going through that.”

…and saying:

“That sounds like a tough spot. I totally get wanting to be done with it.”

One sounds like pity. The other shows understanding.

Here’s how to reflect emotions back in a way that earns trust:

Tip: Mirror the seller’s tone, not just their words.

Step 5: Don’t Brag About Your Track Record

It’s tempting to say:

• “We’ve helped 100+ homeowners just like you.”

• “We close multiple deals every month.”

• “I’ve been doing this for 8 years.”

But to a seller, this feels like you’re trying to “win” the call.

Instead, say things like:

• “We’re just trying to work with a few good folks at a time.”

• “We’re small on purpose, which lets us be flexible.”

• “If it’s not a fit, no worries at all. I’d rather be helpful than pushy.”
  
  
  

Tip: Be humble. It lowers resistance.

Step 6: Set Expectations (This Is Key)

A lot of trust is lost after the first call, when sellers don’t hear back, get confusing next steps, or feel ghosted.

Here’s how to fix that:

Before ending a call, say something like:

“I’ll run the numbers on my end and send you something to review. It won’t be set in stone, just a starting point. After that, we can talk it through. Sound good?”

And if they need time, say:

“I totally get wanting to think it over. I’ll set a reminder to check in next week unless I hear from you. Deal?”

Tip: Always clarify what happens next and when.

Step 7: Show Your Real Identity

If your business looks shady online, you’ll never hear back.

Here’s how to build legitimacy:

• Use a local number

• Have a clean, simple website with a photo of you or your team

• Include a “Why Us” page with actual language from sellers you’ve helped

• Link to public reviews or testimonials (even 2–3 help)

• Use a Google Business Profile if you buy in one market

Tip: If a seller Googles your number and finds nothing, they’re gone.

Step 8: Use Goliath to Track Conversations and Earn Trust Over Time

Building trust isn’t just about what you say. It’s about what you remember.

Inside Goliath, every seller conversation is:

• Logged

• Tagged

• Scored by motivation

• Available to review (calls + notes)

This means:

• You can pick up where you left off

• You never forget the seller’s concerns

• You can train VAs or reps to follow your tone and talk tracks

• You can run follow-up sequences that feel human, not automated

Use tags like “skeptical,” “needs trust,” or “do not rush” to signal the seller's mindset.

Real People, Not Just Leads

If you want to close more motivated sellers, the biggest shift is this:

Stop trying to win the call. Start trying to earn the relationship.

You don’t need fancy words. You don’t need sales tricks. You just need:

• The right tone

• Clear next steps

• A system to remember and follow up

Because most sellers aren’t saying “no.” They’re saying: “I’m not sure if I trust you yet.”

Use what’s in this guide, and make it impossible for them to say that again.