You'll discover early on that buyers don't always give you all the facts about their ability to buy real estate. Sellers aren't always honest about the condition of a structure or financial circumstances that make selling a necessity. Both situations give you more practice in developing your people skills and drawing out the information they are reluctant to reveal.

Buyers' Financial Concerns

Buyers who ask to see owner-financed or lease-to-own properties are sometimes sending you a signal that they don't think they can obtain a mortgage. Some know they have credit problems and others don't think they can handle the down payment and closing costs. It's up to you to help them determine if they really can buy. There are loans out there for people in all types of financial circumstances and there are sellers who will help pay a buyer's closing costs in order to move a property. Letting people know all of the options available will make them more open with you about which option to choose.

Giving too many negative but vague opinions about multiple properties is another clue that buyers aren't ready to buy or don't really think they can purchase a home. When asked what they think about a house or other real estate, these buyers might respond with, “It didn't feel right” or, “We want to think about it.” Buyers who are ready to buy don't hesitate to tell you exactly what they didn't like about a property.

Use your best questioning tactics and people skills to uncover the real reasons behind their hesitation. Once you know why someone does not think they can commit to a purchase, you'll be in a better position to show them how they can actually make it happen.

Sellers with Financial Difficulties

Sellers who are having financial difficulties are not always ready to disclose it to you. Experiencing financial hardship is embarrassing for anyone, and sellers in the midst of dealing with these troubles may be hoping you will sell the house before they have to deal with foreclosure or other court actions, and therefore may not feel it is necessary to inform you of their troubles.

Staff in the public records departments at your local courthouse can show you how to find out if there are liens or debts against the property or if a foreclosure is already in the works. You might also find judgments against properties during your search, liens put into effect by the court system. Many of the more populated counties have placed this information online although it is often not as up to date as the records in the county offices themselves. There are also online services that will do the research for you for a nominal fee. Your local title company may also be willing to do the research for you. They may or may not charge a fee, depending on how much work is involved.

Most people have a mortgage and many people have second mortgages, also known as home equity loans. It's good to have information about those loans, but you're mostly looking for judgments and liens filed by roofers, appliance companies, and others because they weren't paid for work done at the house. Too many liens send up a red flag that the owners are having financial difficulties.

Gather this information before you show up for your listing appointment. If you think the sellers are in trouble, manipulate the conversation to talk about the amount they will net from the sale.

Some sellers don't realize that liens must be paid in full at closing unless a lien holder agrees to a reduced payoff (something you can help them do). Mention payoff facts in a casual way without alerting the sellers that you suspect they have problems. Once the conversation heads in that direction most sellers will begin to open up to you, especially if you offer suggestions for getting the house sold and helping them through their problems.

Sometimes telling the seller a story about another individual (imaginary, of course), as if it is not their issue but someone else's, can help ease them into telling you their situation.