Four Pillars of a Deal

Pillar 1: Motivation / Problem (Up to 3 Points)

Motivated (3 Points): Needs money fast, behind on payments, divorce, probate, can't manage property, tired landlord

Not Motivated (0-1 Point): Will sell if the offer is right, just curious

Ask: Why are you selling? How long have you been thinking about it? What happens if you don’t sell?

Pillar 2: Timeline (Up to 2 Points)

Motivated (2 Points): Needs to sell now or within 6 months

Not Motivated (0-1 Point): No urgency, flexible

Ask: When would you ideally sell? What could prevent that?

Pillar 3: Condition (Up to 1 Point)

Motivated (1 Point): Needs work, can’t do repairs, hasn't seen it in years

Not Motivated (0 Points): Property is in great condition

Ask: What’s the condition? Any major repairs? When was the last update?

Pillar 4: Price (Up to 4 Points)

Motivated (4 Points): 15%+ under market, open to terms, wants out

Not Motivated (0-1 Point): Wants highest offer, talking to agents

Ask: What would you like to walk away with? Can we get creative?

Scoring Guide

• 9-10 Points: HOT Lead — Act Now
• 6-8 Points: High Motivation — Strong Follow-Up
• 4-5 Points: Medium Motivation — Nurture Lead
• 1-3 Points: Low Motivation — Disqualify / Long-Term Follow-Up

Pro Tip

Even if the score is low, strong motivation or flexible pricing may still be worth exploring with creative terms. Stay curious!