During this pre-screening phone call with the seller, I had only one goal, which was to find out what kind of price range she had in mind for this property, which would help me determine her motivation level. She uses alot of motivated seller trigger keywords, but she certainly doesn’t want to divulge the information on the price that she’s willing to accept if I pay her all cash. Have a listen to this 12 minute phone call with this seller. Listen out for the following things: 1. She absolutely says NO to $20,000 or $25,000 – so we know that’s pretty much out of the question. 2. She says NO to 70% of ARV minus repairs. She thinks that’s too low. 3. She doesn’t say no to anything else, she just tries to dance around the topic. I ALMOST got her to agree to 75% of ARV minus repairs, but she uses the “bad cop” technique by saying she has to talk to her husband. 4. She affirmatively AGREES to 85% of ARV minus repairs. 5. She wants to do her own research on ARV – but don’t let that scare you. Her ARV and your ARV will not be the same. Neither will the estimate of repairs (which I explained to her).