Open-ended questions and give them time to answer, before asking the next one.

When I see their reaction to "Why am I here?" to their statement -- We don't have to sell.   

I can usually name that tune in 3 notes, if it is not in harmony with ours.

It is almost always one of the 4 D's:

Death
Divorce
Debt
Downsizing

You keep asking questions because as REALTORS® we have this problem, we talk to much. Keep asking questions until you are satisfied that you are working with the right clients.

I ask a lot of questions about their WHY. Examples of MO (motivation):

• Deadlines for new job or school are great MO.
• Baby on the way is great MO.
• Military transfer is great MO.
• Divorce is great MO.

      Cause NO MO, NO GO!

Questions... and watch their eyes and body language.  You can tell a lot about a person by the body language.  

Tony and Suzanne,

I agree with Michael Jacobs answer.  A

For me, this varies from market condition to market condition. Two to eight years ago there would be a lot of questions to uncover their motivation as they would "need" to be motivated to accept the low price they would most likely have to accept to get their home sold. In today's market in our area with record low inventory - I'll accept the listing - regardless of their level of motivation. Of course there are limits to what I would accept price wise but a good education process typically handles that.

Sandy Padula and Norm Padula, JD, GRI own this one.

Ask many questions.  Sometimes it is hard to tell even after getting the right answers.  I had a listing where the Seller was tired of the winters and wanted to move south away from the cold and snow with her horses.  She seemed motivated.  Turned out that she would not budge on the price, even after reeived a couple of reasonable offers that could be negotiated.  If she didn't get her price, she was going to stay.

just ask.. how soon? how much do you have to have for it? want? reason to go? where are you going..if you get a "not sure" then dont take the listing

When I sit down at their home and the sellers are talking about their needs.

Asking questions until I discover their BIG WHY .

Basically just by listening to their story. Many will use phrases like: "We don't need to sell,.... We won't take any less than x,.... we figured now would be a good time to test the market,.... a friend said....., if so and so can get x for theirs, we should be able to get x amount more because ours is much better and....., an agent friend of ours told us she could get x amount more if she listed it...., etc.

By asking questions.

Tony and Suzanne Marriott, Associate Brokers - simple! Find their WHY. Why would they want to sell?

Job relocation? 

Moving closr to family?

Schools?

Or any other compeling reason that defines the deadline!

The leave lots of clues, like Hansel and Gretel leaving crumbs on the road... 

1. did they say they wanted to test the market or didn't really have to sell now?

2. did they resist doing what was needed to stage the home?

3. were their future plans up in the air?

I ask them.  On a scale of 1-10, how motivated are you to sell and move?

Lots of questions and tell them about Win Win!

I ask..what their immediate and long term needs and goals are, why they moving, and how flexible they are on the price.

Listen and observe; ask good questions.

There are many times that I have seen where the Seller tells you their motivation, so you know they are serious - you are not wondering, you know Tony and Suzanne Marriott, Associate Brokers.  They want you to 'sell' their house and not just 'list it', to see what random Offers they might get.  I've also seen situations where the Seller is not serious and just wants to see if they can get a price they feel their house should sell for - two totally different scenarios!   

I ask a lot of questions and consider their responses and their needs.

With a simple and open conversation about their needs.  

I ask them what there reason is for selling and depending on the answer and how it's stated, I make my determination of their degree of motivation...the price is also a reflection on their motivation....

Ask the right open-ended questions

Tony and Suzanne Marriott, Associate Brokers Asking the right questions.

Love the A's to your Q Tony and Suzanne Marriott, Associate Brokers 

Proper price and condition.

Ask them how committed and listen to how and what they reply with, the clues will be revealed if you let them talk long enough.

I have that conversation once I get into the home, then do the walk thru before presenting my listing info.

The jury has responded correctly, open-ended questions! And, listen to the answers!

 I would have to agree with Sandy and Norman. Ask open ended questions.

Usually it has to do with their plans to move. If they are just testing the market and really don't have to move I ask lots more questions.

A thourough interview

Will they allow a sign, will they allow a lockbox, will the allow showings daily and at all times, will they price the home competitively?

Talk and talk and talk and probe and ask and probe and talk 

Great question. Stopped by to read replies.  

By asking appropriate questions to the seller.

By counting the number 'wolves' at the door.

Convenience is one reason for selling (downsizing) but not a really significant motivation wolf. 

I look for 'next/new' chapter commitments such as a bun in the oven.

I ask a lot of questions.