Could you define motivated?

I get this question all of the time from other Pasadena realtors about properties we have listed for sale. My response to a generic question that has many meanings and no answers is to counter a question with a question, tit for tat, “What do you mean”?

Anyone who asks this question is looking for insider information, information not readily available to the general public, the inside track if you will. The information they are seeking has to do with price in other words, “How much lower than the asking price will the seller accept”?

When a real estate agent or broker enters into a relationship with a client, either a buyer or seller, California law states that we sign an “Agency Disclosure”. It states what kind of role an real estate agent may provide during the transaction as well as defining the conduct of the agent. They also throw in a term called fiduciary. This means that unless my client has given me permission to speak, I must remain silent. Silence is golden.

Regardless as to the seller’s motivation of lack thereof, it should make no difference to someone buying a house what the sellers motivation may or may not be. It should not persuade or dissuade a buyer from making an offer on a property in which they have an interest. An offer is only a shot across the bow, a starting point at which to open the negotiations. Think of it as a card game. the first card has been played. If you opponent has a big smile on their face do you fold or keep playing? Why even worry if they are smiling or not?

Also, it makes no sense whatsoever to verbally negotiate. It gets you nowhere. There is only one way to find out someone’s interest or true intent. And that is to submit it in writing. Unless it is in writing, it means nothing.

So the next time I am at an open house and someone asks me the proverbial question “Are the seller’s motivated“? I will just smile and say:

“Yes, the sellers are very motivated for a fast and efficient escrow at or above their asking price. If I did not adequately answer the question to your satisfaction, then you will have to submit an offer in writing because either I did not properly understand your question or because I am an agent of the seller and sworn to secrecy”

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