Shownotes:
Not every seller is your customer.
In this episode, Johnoson Crutchfield explains why real estate investors need to know who their ideal customer is and what problems might motivate them to sell. Instead of spending hours pursuing every lead, investors should focus their time on sellers who have a genuine reason to consider a deal.
Johnoson highlights situations such as divorce, inherited properties, hospice situations, tired landlords, retired owners, financial needs, and properties that are worth less than what is owed. These situations can create problems that make a seller more open to a solution.
He also explains that investors need to listen carefully. A seller may initially insist on a certain price, but continued conversation can reveal expenses, headaches, or other problems affecting their situation.
The bigger lesson is simple: know your customer, identify the problem, and move on quickly from poor leads.
👉 Get the 90-Day Deal System
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Episode Timeline:
00:00 – Know Your Customer
00:25 – Stop Wasting Time on Poor Leads
00:55 – Who Is Your Ideal Seller?
01:34 – Sellers Who Don't Need the Money
02:15 – Listen for Problems
02:50 – Finding the Real Situation
03:30 – Short Sales and Poor Leads
04:10 – What Does “Upside Down” Mean?
04:45 – Listen Beyond the Asking Price
05:30 – Problems Create Motivation
Powerful Quotes:
"People with a problem, eventually they will accept a solution."
“Do not waste your time on poor leads.”
Key Takeaways:
Know your ideal seller. Understand the types of situations that can create motivation to sell.
Don't chase every lead. Spending time on sellers without a clear problem can keep investors from focusing on better opportunities.
Listen for motivation. Sellers may reveal important problems during a conversation even if they initially resist lowering their price.
Look beyond the asking price. The seller's situation can be just as important as the property itself.
Identify financial pressure. Expenses, debt, property maintenance, and other obligations can create motivation.
Conclusion:
Finding real estate deals isn't just about finding properties. It's about finding the right sellers with the right problems.
Johnoson Crutchfield emphasizes the importance of knowing exactly who the investor is looking for and listening carefully to uncover the seller's situation. A seller may initially focus on getting the highest possible price, but additional conversation can reveal the costs, responsibilities, and problems they're trying to escape.
Investors don't need to spend their time on every lead. Know your customer, identify the problem, evaluate the numbers, and move on when the lead isn't a fit.
🔥 Ready to Take the Next Step?
If today’s conversation with Johnoson Crutchfield lit a fire and you’re ready to move from information to action, here’s exactly where to go next 👇
👉 Get the 90-Day Deal System
If you want a real system to do your first or next real estate deal in the next 90 days, this is exactly how we do it.
No fluff. Just a clear, proven path to closing deals.
Start here: Start here: https://go.grabthemap.com/registration-page-page.
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👉 Listen to The Grab the Map Podcast
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