You don’t need more spreadsheets. You don’t need another podcast.
You need better questions — the kind that actually unlock deals.

I Kept Missing Deals — And I Didn’t Know Why

In 2020, I walked out of nine property viewings without making a single offer.
I had my ROI calculators, my mortgage broker on standby… but I wasn’t getting anywhere.

And the truth?

I didn’t know what to say when it mattered.
I didn’t know how to get sellers talking.
And because of that, I missed every opportunity to structure a deal that worked for both of us.

If that feels familiar — this post is for you.

Why Motivation Beats Numbers (Every Time)

Most new investors lose deals not because they can’t afford them — but because they never uncover what the seller actually wants.

You’re focused on:

• Rental yields ✅

• Market value ✅

• Condition of the roof ✅

But none of that matters if the seller:

• Isn’t motivated

• Doesn’t trust you

• Doesn’t feel like you get their situation

Creative deals (lease options, vendor finance, delayed completions) don’t come from spreadsheets.
They come from conversations.

Why Most Viewings Fail

Here’s what most beginners do:

“I asked the agent if the property was still available. I viewed it. I offered 15% below asking. They never responded.”

That’s not a strategy — that’s guessing.

The problem? You’re focusing on the bricks, not the person.

The 5 Seller Questions That Unlock Real Motivation

You don’t need a magic script — you need the right framework.
Here are the 5 questions I (and our members) use to open doors, uncover pain points, and build win-win deals:

1. “Why are you selling the property?”

Why it works:
This question sets the tone. It’s open, non-confrontational, and reveals urgency, emotional drivers, or hidden motivations.

Listen for:

• Divorce

• Inheritance

• Downsizing

• Tired landlord vibes

Seller: “It’s been sitting empty for months and I’m fed up.”
You: “Got it — would it help to get a guaranteed monthly payment without dealing with agents?”

2. “If it doesn’t sell, what will you do?”

Why it works:
It surfaces backup plans, which tells you how flexible the seller really is.

Listen for:

• “I’ll just rent it out again” = low urgency

• “I don’t know, I need it gone” = open to terms

This is a perfect segue into creative deal conversations.

3. “What would an ideal outcome look like for you?”

Why it works:
This flips the script. Instead of negotiating against the seller, you’re collaborating with them.

Seller: “I just want it off my hands, I don’t want any more hassle.”
You: “If I could take over the payments and give you a clean exit, would that interest you?”

4. “How soon do you need it gone?”

Why it works:
Time pressure is often a bigger motivator than price. Urgency creates opportunity.

Listen for:

• “We need it gone by end of the month”

• “We’ve already moved out”

• “It’s costing us money just sitting there”

5. “Would you consider something other than a traditional cash sale?”

Why it works:
This is your low-risk bridge to creative finance (lease options, assisted sales, vendor finance).

It’s non-threatening and gives them the chance to say yes without pressure.

📥 FREE DOWNLOAD: Seller Question Cheat Sheet

🎯 Want a printable version of these questions — plus smart follow-ups and objection responses?

✅ Print it.
✅ Save it to your phone.
✅ Use it before every call or viewing.

What to Say If You're Brand New

Worried you don’t have experience? Say this:

“Look, I’m not a big corporate buyer. I work with a small group of investors to create win-win outcomes. If I can offer something that works for you, great — and if not, no hard feelings.”

It’s honest, disarming, and makes you relatable.

Want the Full Script + Deal Training?

Inside the Property Success Club, members get access to:

✅ The Motivated Seller Script Pack
✅ Creative Deal Playbook (LO, Vendor Finance, Delayed Completions)
✅ Call breakdowns + roleplay videos
✅ Full training on negotiation psychology
✅ A supportive community that actually replies to your questions

💥 Join today for just £5.99/month
🎯 No contracts. Cancel anytime. Serious value.

❓ Frequently Asked Questions

What should I say to a motivated seller?

Start with open-ended questions like “Why are you selling?” to build rapport. Then follow the 5-question framework to uncover their true needs.

How do I negotiate a lease option or creative deal?

It starts by identifying motivation. Once you know what problem the seller wants to solve, you can present terms that work for both sides.

Is this legal in the UK?

Yes — lease options, vendor finance, and delayed completions are all legal strategies when documented properly. Use solicitors and stay transparent.

Your Next Step

You now know:

• Why your current strategy isn’t converting

• The 5 exact questions that unlock seller motivation

• How to build confidence and use simple scripts to move deals forward

The only thing left?

👉 Join the Club. Use the scripts. Find your first deal.