How to Avoid ‘Tire Kicker’ Sellers: 3 Scripts to Spot Real Motivated Sellers

Let’s be honest: Time-wasting sellers are the WORST.

Imagine spending so much time prospecting, selling, and networking only to be let down by a seller who is completely not inclined to sell. They are either dabbling in gauging the market or waiting for some unrealistic price to show up. In either case, you lose precious hours, if not days, of effort.

But what if you could spot unmotivated sellers early—in the first 5 minutes of a call?

In this guide, you’ll learn:

• 3 simple scripts to filter out “tire kickers” (time-wasters).
• Red flags that scream “unmotivated seller.”
• How to use SMS marketing to find sellers who are ready to deal NOW.
• A real-life case study of a wholesaler who closed 5 deals in 3 months using these tactics.

Let’s get straight to the good stuff.

What’s a “Tire Kicker” Seller?

A tire kicker is someone who acts interested in selling but has no real urgency or motivation. They might:

• Ask for “market value” prices (instead of a quick, cash-friendly deal).
• Ghost you after weeks of back-and-forth.

They might say something like, “We are only looking around right now.” Motivated sellers, on the other hand, have to sell quickly. They are usually undergoing: Divorce Change of work location Inheritance Issues with money (i.e., possible foreclosure)

Motivated sellers, on the other hand, need to sell fast. They’re often dealing with:

• Divorce
• Job relocation
• Inheritance
• Financial distress (e.g., facing foreclosure)

Your job? Weed out the tire kickers and focus on the motivated ones.

3 Scripts to Spot Motivated Sellers (Fast)

Script 1: The “Why Are You Selling?” Question

You: “I’d love to help! Just so I understand—what’s making you think about selling right now?”

What to Listen For:

• Vague answers = Red flag. (“We’re just exploring options.”)
• Specific answers = Green light. (“I’m moving for a new job in 2 weeks.”)

Pro Tip: If they hesitate, dig deeper: “Is there a deadline you need to meet?”

Script 2: The “Timeline” Test

You: “If we can agree on a fair price, how soon could you close?”

What to Listen For:

• “No rush” = 🚩 Tire kicker.
• “ASAP” or “30 days” = 🎯 Motivated seller.

Why It Works: Motivated sellers have a reason to move fast. If they don’t, walk away.

Script 3: The “Price Reality Check”

You: “Just to make sure we’re on the same page—are you looking for a quick cash sale, or aiming for top dollar with a traditional listing?”

What to Listen For:

• “Top dollar” = 🚩 They’re not your buyer (unless the property is pristine).
• “Fast and easy” = 🎯 Perfect for wholesaling.

Bonus Script: If they say “top dollar,” respond: “Got it! I focus on quick cash deals, but I can connect you with a great agent if you’d like.” (Then move on.)

5 Red Flags That Scream “Tire Kicker”

1. They want “market value”: Wholesaling deals require discounts. If they’re not flexible, they’re not motivated.
2. No urgency: “We’ll sell whenever” = run.
3. They’re “testing the waters”: This isn’t a science experiment.
4. Ghosting: If they disappear after one call, don’t chase.
5. They’re emotionally attached: “My grandma lived here 50 years” = tough negotiations ahead.

How to Use SMS Marketing to Gauge Urgency

Texting is a goldmine for spotting motivated sellers. Try this:

Step 1: Send a follow-up text after your call:
“Hi [Name], just checking in! If we can offer a fair cash price and close in 14 days, would you be ready to move forward?”

Step 2: Watch their response:

• “Yes, let’s talk!” = 🎯 Motivated.
• Radio silence or “I need to think” = 🚩 Not urgent.

Pro Tip: Use tools like SlyBroadcast to automate SMS follow-ups.

Case Study: How a Wholesaler Closed 5 Deals in 3 Months

Meet Jake, a new wholesaler in Phoenix. He was stuck chasing unmotivated sellers until he started using these scripts.

His Strategy:

1. Asked “Why are you selling?” on every call.
2. Only pursued sellers who needed to close in 30 days or less.
3. Used SMS to filter out non-urgent leads.

Result:

• 5 closed deals in 90 days.
• $12,000 in assignment fees.

Jake’s #1 Tip: “Stop chasing sellers who aren’t sweating. Focus on the ones with a fire under them.”

Final Takeaway

Finding motivated sellers isn’t about luck—it’s about asking the right questions and listening for urgency. Use the scripts above to save time, avoid frustration, and close more deals.

Your Turn:
Which script will you try first? Let me know in the comments!

Need Motivated Seller Leads?
Check out Virtually Drive for Dollars for lists of absentee owners, probates, and pre-foreclosures in your area.

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