There’s a reason seasoned investors and agents swear by the 3-offer strategy.

In a market where sellers are skeptical, emotional, or unsure of what to do next, giving them multiple options can be the difference between a lost lead and a signed deal.

This guide will walk you through exactly how to structure and present a 3-offer strategy, one that positions you as the advisor (not the negotiator), gives the seller a sense of control, and still gets you the outcome you want.

Whether you’re wholesaling, flipping, listing, or buying direct, this is a strategy every real estate pro should have in their toolkit.

Why One Offer Isn’t Enough Anymore

When you give a seller just one number, it creates friction.

They either accept it or reject it, nothing in between.

Even if your offer is fair, it can feel like a “take it or leave it” situation. And when a seller feels boxed in, they’re more likely to stall, ghost you, or shop it around.

The 3-offer method removes that pressure.

Instead of feeling backed into a corner, the seller gets options. And when people feel like they’re in control, they’re more likely to say yes.

What Is the 3-Offer Strategy?

At its core, the 3-offer strategy means presenting three structured options that align with different seller priorities. Usually, they look like this:

• Option 1: The “as-is, fast cash” offer

Lowest price, highest speed and certainty. For sellers who want out quickly with zero hassle.

• Option 2: The “terms” offer

Slightly higher price, but on seller financing, delayed payout, or novation. For sellers who want more money but are flexible.

• Option 3: The “retail price with conditions” offer

Highest price, but includes commissions, repairs, or time on market. Usually via listing or a creative JV.

Each one solves a different pain point. And you can tailor them based on the lead's motivation.

When to Use the 3-Offer Strategy

Use it when:

• The seller pushes back on your initial cash offer

• They seem unsure or indecisive

• They say, “I need to think about it”

• They’re price-sensitive, but timeline-flexible

• You want to demonstrate value and professionalism

It’s especially useful in today’s market, where many sellers are in between distress and retail, they want speed, but they also want more money.

Step 1: Gather Seller Intel

To craft the right three offers, you need to understand:

• Timeline, Are they in a hurry or willing to wait?

• Condition, Will the property pass inspection or need major work?

• Motivation, Are they driven by money, speed, or peace of mind?

• Flexibility, Are they open to seller financing, novations, or holding paper?

Ask the right questions before you present anything. Otherwise, you’re guessing.

Step 2: Present the Offers Side-by-Side

Here’s a clean framework:

Option 1: Fast Cash Offer

• Close in 7–14 days

• No repairs, no inspections

• Cash, no commissions

• Price: $140,000

Option 2: Terms Offer

• Close in 30–45 days

• Minor cleanup handled by seller

• Some money now, balance in 6–12 months

• Price: $155,000

Option 3: Retail Strategy

• List with agent or co-market with investor

• 60–90 day close

• Showings, inspections, appraisals

• Estimated net after fees: ~$160,000

Then say something like:

“All three work for me, it just depends on what’s most important to you. Want to get it done this week with no hassle, or are you okay waiting longer to try and get more?”

This puts the seller in decision-making mode instead of debate mode.

Why This Works: Anchoring, Contrast, and Control

The 3-offer strategy taps into powerful psychological drivers:

• Anchoring: The low offer becomes more acceptable when compared to a higher one that requires more time/effort.

• Contrast: You’re showing the trade-offs between money, speed, and certainty, not just price.

• Control: The seller chooses. That reduces resistance and builds trust.

Instead of feeling like you’re negotiating against them, they feel like you’re helping them evaluate smart options.

Objection-Handling With the 3-Offer Framework

Let’s say the seller pushes back:

“$140,000? That’s way too low. I could list for $180K.”

You reply:

“Totally makes sense. That’s why I included the listing route too, it might get you a higher number, but it takes more time and prep. On the flip side, my cash offer gets you done next week, zero effort. It’s really about what works best for you.”

Or:

“If the goal is to get the most possible, retail’s probably your path. If the goal is to be done fast and easy, I’m your guy. I just wanted to lay both out for you.”

Now you’re guiding, not selling.

Script: Presenting the 3 Offers

Here’s how it sounds in a real conversation:

“So I ran the numbers, and instead of giving you just one offer, I put together three based on different ways we could go about it.

First is the fast-cash option, no fees, no repairs, close in 7–10 days. That’s $140,000.

Second is more of a terms-based option, we do $10K now, and the rest in 6 months, at $155,000.

Third is retail, either I help you list it or we JV on it. That might net you around $160,000, but it’ll take longer and require some cleanup and showings.

Totally up to you, I’m good with whatever fits your goals best.”

How to Use Goliath With 3-Offer Leads

Once you’ve made the offer, use Goliath to:

• Segment leads based on offer chosen

• Trigger follow-ups tailored to their selected option

• Auto-send offer summaries via SMS or email

• Drop voicemail reminders after 7–10 days if they haven’t decided

• Track open rates and interest to see who’s warming up

This lets you follow up like a pro, without extra effort.

Why Options Close More Deals

In real estate, how you present your offer is just as important as what you offer.

The 3-offer strategy turns your pitch into a consultation.

Instead of trying to force a fit, you give the seller clear, tailored choices that align with what they want.

The result?

• Less resistance

• More trust

• Higher conversions

Want to close more leads with confidence?

See how Goliath automates follow-up based on offer type.