We’ve all been there.

A seller calls, texts, or fills out a lead form and says the words every investor loves to hear:

“I need to sell fast.”

You drop everything. Pull comps. Run numbers. Book a walkthrough. Maybe even draft an offer.

And then…

• They ghost you.

• Or change their mind.

• Or raise their price.

• Or suddenly want retail… cash… tomorrow.

Motivation is the magnet. But not all magnets are worth touching.

In today’s market, your biggest risk isn’t missing out on “the one”, it’s bleeding time, energy, and attention chasing sellers who were never serious in the first place.

So how do you know when someone’s truly motivated… versus just curious, panicked, or stalling?

Let’s break down the 12 red flags that a “motivated seller” is actually wasting your time, and what to do when you spot them.

1. They Won’t Answer Basic Questions About the Property

Motivated sellers tend to volunteer information. Wasting-time sellers tend to deflect or dodge.

If someone “needs to sell fast,” but won’t confirm:

• The number of bedrooms or baths

• Whether it’s vacant

• If there’s a mortgage

• When they bought it

• Whether it’s in a trust or LLC

…you’re not dealing with someone ready to transact.

You’re dealing with someone who wants to talk about selling, not do it.

They’ll tell you everything you need to know, unless they don’t actually know what they want.

What to do:

Use “permission-based questions” like:

• “Can I ask a few basics before we dive deeper, so I don’t waste your time?”

• “Is there anything about the title or ownership I should know before I run numbers?”

If they get defensive, vague, or evasive, move them to low priority.

2. They Insist on a “Yes” Before You Even See the Property

A real seller knows you need details.

An unserious one wants a blind commitment.

“Make me an offer before you come see it.”
“I’m only talking to serious buyers, no looky-loos.”
“Just tell me what you’d pay and we’ll go from there.”

This is negotiation theater. Not real motivation.

It’s either:

• A seller trying to inflate perceived demand

• Or someone fishing for a number to use elsewhere

What to do:

Set a boundary. Try:

“I’d love to make an offer, but I want to be accurate. I wouldn’t want to waste your time throwing out a number without seeing the place.”

If they still push, let them go. Real motivation respects process.

3. They Focus More on What They Paid Than What It’s Worth

Motivated sellers care about net results. Time-wasters care about ego preservation.

If a seller keeps anchoring to:

• “What Zillow said two years ago”

• “What I paid back in 2016”

• “What my cousin thinks it’s worth”

• “What I’d need to break even”

…they’re not selling based on market conditions.

They’re negotiating with their past. Motivation is about forward motion. Anchoring is about resistance.

What to do:

Ask: 

“If the market says it’s worth less than what you put in, would you still consider selling?”

Their answer will reveal everything.

4. They Ask for a Full Appraisal Before Talking Numbers

There’s a difference between a seller wanting fairness and a seller using “appraisal” as a stall tactic.

Many so-called “motivated” sellers use this line:

“I’ll entertain offers once I get it appraised.”

“I want a third-party opinion before I decide anything.”

Here’s what they’re really doing:

• Delaying without saying no

• Looking for retail validation

• Hoping to use the appraisal to argue the price

What to do:

Offer to run your own comps and walk them through it.

Say:

“Happy to look at that if it helps, but in our experience, appraisals often lag what buyers will actually pay. Mind if I show you what’s closing right now?”

If they resist, they’re not ready; they’re insulating.

5. They Add Conditions After You Agree on Price

This one’s common, and frustrating.

You negotiate in good faith. Agree on terms. Shake hands. Then suddenly:

• “Actually, I need 60 more days.”

• “Actually, I’m keeping the appliances.”

• “Actually, my brother wants to buy it now.”

• “Actually, I want $10K more than we discussed.”

This isn’t about motivation, it’s about control.

And it usually means they were never truly committed.

What to do:

Hold your ground. Use phrases like:

“Let’s stick with what we agreed on unless something material has changed.”

If they keep moving the goalpost, walk.

6. They Say “I’ve Got Multiple Buyers”, But They’re Still Calling You

Scarcity is a tool, and some sellers try to use it.

If someone says:

“You'd better move fast, I’ve got three other buyers.”

“I’ve had offers higher than yours already.”

“I’m just doing you a favor by talking to you.”

…but they’re still calling, texting, or asking for a second look; their story doesn’t line up.

Truly motivated sellers don’t bluff. They act.

What to do:

Stay neutral. Try:

“If you’ve got a great offer already, I don’t want to get in the way. Sounds like you’ve got it handled.”

See what they say next. You’ll know if it’s posturing or real.

7. They Demand Proof of Funds… But Won’t Show You the Property

Motivated sellers want clarity.

Stallers want leverage.

If someone demands:

• Proof of funds

• Pre-approval letters

• Offer letters

…but refuses to:

• Show the home

• Provide photos

• Share the address

…you’re being tested, not invited.

What to do:

Reciprocate. Try:

“I totally get wanting serious buyers. I also try not to move forward until I know it’s something I’d actually buy. Happy to share details, once I know what we’re looking at.”

If they don’t budge, let them go chase unicorns.

8. They Keep Rescheduling Walkthroughs

One no-show is life. Two is a pattern. Three is a waste of your week.

If someone:

• Keeps pushing back walk dates

• Changes times last minute

• Ghosts entirely, then apologizes profusely

…they’re not prioritizing the sale. They’re keeping the door cracked, but not stepping through.

What to do:

Say: “Totally understand life happens. If this isn’t the right time, I’m happy to circle back in a few weeks when things calm down.”

Let them come to you if/when it’s real.

9. They’re Aggressively Defensive From the Start

If a seller opens the conversation with:

• “I’m not giving my house away.”

• “I don’t trust investors.”

• “Don’t try to lowball me.”

• “I’ve dealt with sharks before.”

…what they’re telling you isn’t just their attitude, it’s their wall.

Even if they are motivated, it’ll be an uphill climb to create trust, uncover needs, and build a win-win.

Motivation + hostility = deal friction you may not want.

What to do:

You can still try, but set boundaries early.

Say:

“I work with a lot of sellers who’ve had bad experiences, but I’m not interested in wasting your time or mine. If it’s a fit, great. If not, no pressure.”

Then see if they soften or stay spiky.

10. They Want You to Convince Them to Sell

Some sellers aren’t motivated; they’re bored.

They don’t know if they want to sell. They want you to pitch them.

That’s not your job.

Real sellers say:

“Here’s my situation. Can you help?”

Time-wasters say:

“Why should I sell to you?”

If it feels like you’re on a first date interviewing for the right to pay them money, step back.

What to do:

Put the question back:

“Sounds like you’re on the fence. What’s pushing you to explore selling at all?”

If they can’t answer that clearly, there’s no urgency.

11. They’re Fixated on What You’ll Do With the Property

Yes, some sellers care who buys their house. But if someone is:

• Asking detailed questions about your flip budget

• Obsessing over your end profit

• Saying “you’ll make a killing off me”

• Trying to gatekeep what you’re allowed to do after closing

…you’re not dealing with a seller, you’re dealing with a landlord of your intentions.

People who are afraid of being “taken advantage of” often end up sabotaging deals they actually need.

What to do:

Be transparent but firm:

“I’m buying this as an investment, and I do need to make it work financially. But the goal is to create a win-win, not take anything from you.”

If they still focus more on your outcome than their own… You know what to do.

12. They Keep Asking for Advice, But Never Commit

You’re not a coach, counselor, or a free comp runner.

If someone:

• Asks for your opinion on their options

• Wants to know what they “should do”

• Says “let me think about it” five times

• Thank you profusely, but never makes a move

…you’re being used for clarity, not being hired to help.

What to do:

Give one clear option and timeline:

“Totally understand needing time. Just so I know, is this something you’re looking to act on this week, or just getting a sense of options for later?”

If it’s not soon, thank them and move on.

Final Word: Be Selective, Not Cynical

This isn’t about writing people off. It’s about raising your filter.

Your time is the most valuable asset you own, and your calendar is full of decisions. Don’t clog it with wishful thinking disguised as “leads.”

Great deals happen when motivation meets clarity. If one is missing, don’t chase it.

Instead:

• Spot red flags early

• Ask questions that reveal priorities

• Set respectful but firm boundaries

You’ll close more, with less frustration. And you’ll protect your energy for the people who actually need your help.