Distressed Home Seller Avatar Lab Avatar Name: ___________________________________________ (e.g. “Behind On Payments Brenda” or “Maxed‑Out Mark”)
1. Identity Snapshot 1. Who are they? ○ Age range: _______ ○ Work situation: ☐ Hourly ☐ Salaried ☐ Self‑employed ☐ Unemployed ○ Family situation (kids, dependents):
2. Where & what is the home? ○ Location type: ☐ In‑city ☐ Suburb ☐ Rural ○ Typical value range (as‑is): $________ to $________ ○ Condition in one sentence (be brutally honest):
3. Financial pressure level ○ ○ ○ ○
☐ 30–60 days behind ☐ 60–90 days behind ☐ Pre‑foreclosure notice ☐ Drowning in other debt (cards, medical, etc.)
2. Trigger & Timeline 1. Trigger event (what just happened)? ☐ Job loss / hours cut ☐ Medical bills ☐ Divorce / separation ☐ Rate reset / payment jump ☐ Major unexpected expense ☐ Other: ___________________________ 2. Why is selling now emotionally hard? (circle top 2–3) ☐ Embarrassment / shame ☐ Don’t want neighbors to know ☐ Kids in school, don’t want to move ☐ Hope things will “somehow get better” ☐ Overwhelmed by needed repairs 3. What’s their real timeline? ○ Bank / bill “deadline” they feel: ___________________________ ○ In a perfect world, they’d close in ___ weeks / months.
3. Dream Outcome (Their Words) 1. If this went perfectly, what happens? Finish like THEY would say it: “I just want to ________________________________________________ so that I can _________________________________________________.” 2. Top 3 results they care about most ○ #1 (money / debt relief): _________________________________ ○ #2 (speed / avoiding foreclosure): _________________________ ○ #3 (stress / dignity): ______________________________________
4. Fears, Frictions, Objections 1. What are they secretly afraid of? ○ ○ ○ ○
Money fear (foreclosure, ruined credit, no cash out): _________ Time / delay fear (bank moves faster than we do): ____________ Emotional fear (failure, “losing the family home”): __________ Contractor / chaos fear: ____________________________________
2. What would they SAY out loud as objections? ○ ○ ○ ○
“We can’t afford to fix anything.” “Buyers will take it as‑is; I just want out.” “I don’t have time or money for a big project.” Add 2 more in their words: 1. 2.
5. Why JCC + YOU Are the Perfect Fit 1. Match their fears to our guarantees ○ Fear: “If I spend, I might not get it back – I can’t risk that.” → Extra Profit Guarantee solves this by:
○ Fear: “Repairs always cost more. I literally don’t have extra money.” → No Change Order Guarantee solves this by:
○ Fear: “If this takes too long, the bank will take the house.” → On‑Time Guarantee solves this by:
○ Optional: Priority Profit Program angle for those who CAN access some cash / equity: “How does higher minimum profit + priority start help this avatar?”
2. Your one‑sentence pitch for this avatar “When I talk to a distressed seller like this, I say: _________________________________________________________________________________________”
6. Green / Yellow / Red: When To Bring JCC In ● Green light (call JCC immediately): ☐ Clearly cannot afford repairs out‑of‑pocket ☐ Wants maximum net, not just any exit ☐ Has at least a few months before the worst‑case (auction, eviction) ● Yellow light (ask more questions): ☐ Totally unsure if they even want to sell ☐ Banking on a “miracle” (new job, refi) with no plan ● Red light (do NOT refer yet): ☐ No decision to sell, no authority to decide ☐ Already committed to a short sale / deed in lieu path with the bank