The Offer

Intro

The Offer is the turning point where all the information you’ve gathered comes together. It’s your opportunity to present a compelling deal that aligns with the seller’s motivations while staying within your budget. A strong offer is about more than just numbers—it’s about instilling confidence in the seller and addressing their specific needs.

By the end of this section, you’ll learn:

1. How to present offers effectively and build excitement.
2. Techniques to negotiate without live haggling.
3. How to incorporate the seller’s motivations into the offer for added value.

Presenting the Offer

Objective: Deliver the offer confidently and transparently to build trust.

Key Techniques:

• Set the Stage for the Offer:
  Example Phrase:
  “Everything you’ve shared with me has been entered into our system for review. Our underwriters are running their final numbers now, and I’ll have an offer for you shortly.”
• Use a Brief Hold:
  Pause the call to create anticipation while you review comps.
  Example:
  “Let me check with our underwriters. I’ll just put you on a quick hold for 2-3 minutes.”
• Come out of Hold to Ask Additional Questions:
  Use the return from hold as an opportunity to gather key details that may have been missed earlier and/or to solidify that you don't have the power to change the offer; that power sits elsewhere​
  Example Phrase:
  “I don’t have good or bad news yet, Mr./Ms. [Seller’s Last Name]. I realized there are a couple of important details I didn’t ask earlier that will help finalize the numbers.”
  Example Questions:
  • “What’s the age of the roof and A/C unit?”
  • “Are the windows original, or have they been replaced?”
  • “Are there any foundation issues you’re aware of?”
  Example Phrase:
  “Thanks for helping me fill in these gaps. These details ensure the offer reflects your property’s unique condition.”
• Use another Brief Hold:
  Pause the call to create further anticipation while you double check comps and finalize the offer.
  Example:
  “Let me over to the underwriters. It’ll be just a couple minutes.”
• Deliver the Offer with Confidence:
  When presenting the number, tie it to the seller’s motivations.
  Example:
  “The approved offer for your property in its current condition is $567,358. This includes covering closing costs and offering you a flexible closing date to accommodate your move.”

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Negotiation Techniques  

Objective:  Handle counteroffers without live haggling to maintain control of the conversation.

Key Strategies:

• Underwriter as the Negotiator:
  Always refer to the "underwriter" for adjustments to avoid appearing as if you’re personally deciding the numbers.
  Example: “I understand you were hoping for more. Let me check with the underwriter and see if they can do anything better for you.”
• Incremental Adjustments:
  Increase the offer in small steps to show effort without overextending.
  Example: “The underwriter was able to approve an additional $2,500, bringing the total offer to $569,858.”
• Push for the Seller’s Final Number:
  Example Questions:
  • “Where do you need to be price-wise to walk away happy?”
  • “Is that the best you think you can do so I can let the underwriter know?”

Pro Tip: Always let the seller “close themselves” by affirming their willingness to proceed if the adjusted offer works for them.

Incorporating Seller Motivations  

Objective:  Reinforce the offer by showing how it addresses their specific needs.

Example Script:

• “You mentioned wanting to sell quickly to relocate for work. With this offer, we can close in 30 days or less.”
• “You said moving everything would be a challenge. We’ll take care of anything you leave behind.”

Why This Matters:

• Personalizing the offer demonstrates that you listened and genuinely care about their goals.
• It helps the seller feel the offer is tailored to them, not just a generic deal.

 
Handling Reactions to the Offer

Objective: Respond to seller reactions—whether positive or negative—with professionalism and patience.

If They’re Satisfied:

• Celebrate with them and move toward closing.
  Example: “That’s great to hear! Let’s go ahead and finalize the agreement to get everything started.”

If They’re Unsure or Push Back:

• Address concerns calmly and redirect.
  Example: “I completely understand. Let’s talk through what’s holding you back. Is it the price, timing, or something else?”