The call

What to say when a seller mentions other properties

When a seller mentions other properties he or she owns during your call, it is an opportunity to uncover additional motivation or investment potential beyond the current discussion. Pivot by expressing curiosity about those properties, asking open-ended questions about their status or future plans.

October 28, 2026 · 3 min read

Acknowledge and show genuine interest

When a seller brings up other properties, immediately acknowledge what he or she said. A simple, "Oh, you own other properties? That's interesting," can open the door. Show genuine curiosity, as this builds rapport and encourages him or her to share more.

Your goal is to make him or her feel heard and to subtly guide the conversation towards his or her overall real estate situation, not just the single property you called him or her about.

Open-ended questions about other properties

Follow up with open-ended questions to gather information without making him or her feel interrogated. Ask, "Are those local as well?" or "Have you owned them for a while?" This encourages him or her to elaborate.

You could also ask, "What are your plans for those?" or "Are they rentals, or just other homes?" These questions reveal his or her portfolio strategy and potential pain points.

Listen for underlying motivation

Pay close attention to his or her tone and specific words when he or she discusses other properties. He or she might reveal a broader motivation for selling, such as wanting to consolidate his or her assets, reduce his or her landlord responsibilities, or simplify his or her life.

For example, if he or she says, "I'm tired of dealing with tenants," that is a strong indicator of motivation. This information can be crucial for tailoring your offer and approach, even for the original property.

Gauge interest in a portfolio discussion

If he or she seems open, you can gently probe his or her interest in discussing his or her entire portfolio. You might say, "We often work with owners who are looking to streamline their properties. Is that something you'd be open to discussing?"

Be prepared for him or her to say no, and respect his or her boundary. The aim is to present yourself as a resource, not to push an immediate multi-property deal if he or she is not ready.

Keep the focus on the current property first

While it's valuable to gather information about other properties, always bring the conversation back to the original property you called him or her about. That was his or her initial point of contact with you.

Reiterate your interest in that specific house and his or her motivation for selling it. You can say, "That's really helpful to know about your other properties. Now, circling back to the house on [Address], what specifically made you reply about selling that one?" This ensures you don't lose sight of the primary lead.

Questions people ask

Should I try to get details on all his or her properties immediately?

No, prioritize the property you originally contacted him or her about. Gather some general information about his or her other properties, but don't derail the current conversation trying to get every detail at once.

What if he or she just brings it up casually?

Even if it's casual, it's a cue. Acknowledge it, ask one or two open-ended questions, and then gently pivot back to the current property. It might hint at a deeper motivation to liquidate or simplify.

Could this be a distraction tactic?

It could be, but it's more often a genuine sharing of information that gives you insight into his or her larger situation. Approach it with curiosity, not suspicion, and you'll likely uncover more useful details.