You’re on the call. The seller says yes. And then… silence.

Because when it’s time to talk about paperwork, even the most motivated seller can freeze.

Not because they don’t want to move forward, but because they’re not sure what they’re signing, why it matters, or how this whole thing actually works.

If you fumble this step, you risk losing the deal to hesitation, fear, or a competing offer that “sounds easier.”

This guide will show you how to handle the paperwork while you’re still on the call, without making the seller feel rushed, lost, or overwhelmed.

Why You Should Handle Paperwork On the Call, Not After

Letting the paperwork “speak for itself” is a mistake. Sellers don’t want to read, they want to understand.

Handling it on the call gives you a chance to:

• Reduce fear by explaining what each section actually means

• Increase momentum while the seller’s still engaged

• Answer questions live so objections don’t fester later

• Close faster, because delays cause doubt

Think of this as a guided walkthrough, not a legal seminar.

Step 1: Set the Tone (Before You Mention Docs)

Before you ever say “contract” or “agreement,” do this:

“Okay, sounds like it makes sense to move forward. I’ll walk you through what that looks like so you’re never wondering what’s next.”

Why this works:

• You’re promising clarity, not commitment.

• You’re giving them confidence that this won’t be a bait-and-switch.

Then say:

“It starts with a simple one-page agreement that lays out the price, terms, and next steps. I’ll walk you through each part together, nothing confusing.”

Step 2: Share Your Screen or Email the Doc (But Don’t Go Silent)

If on Zoom: Share your screen and scroll with them.
If on phone: Email the doc and give them a moment to open it, but narrate as they do.

“You should see something titled ‘Purchase Agreement’, let me know when it’s open. I’ll explain each part so it all makes sense.”

Don't assume they’ll just “get it.”

Walk beside them like a tour guide.

Step 3: Explain the Agreement in Plain English

Here’s how to break down each key section:

1. Purchase Price

“This is the price we agreed on, $185,000 for the property.”

2. Close Date

“We can close as soon as [X date], or later if you need more time. This keeps it flexible.”

3. Contingencies

“This just means we’ll do a quick title check and a basic inspection, nothing major unless something big comes up.”

4. As-Is Condition

“This says you don’t have to do any repairs. I’m taking it just the way it is.”

5. No Agent Fees

“You’re not paying any realtor fees, we cover all closing costs.”

6. Earnest Money

“This is a deposit I put down to show I’m serious. It’s held by the title company.”

Use simple, confident language. Pause often. Let them ask.

Step 4: Get Micro-Commitments as You Go

After each section, check in:

• “Does that part make sense?”

• “Any questions about that section?”

• “Feel good about that so far?”

This gives them space to engage and builds toward a full yes.

Step 5: Reassure With What Happens After Signing

Once they understand the doc, shift to what’s next:

“Once we both sign, the title company gets to work. They’ll call you within a day or two to start the process, and I’ll stay in touch every step of the way.”

Reinforce that:

• It’s a real company handling the transaction
  
  
  

• You’re not disappearing
  
  
  

• They’ll have support throughout

Then close gently:

“If you’re ready, we can knock this out now while I’m on the line, or I can give you space and check back in later today.”

Let them choose. But keep the door warm.

Common Questions (And What to Say)

Q: “Can I have my lawyer look at this?”

“Of course. I always recommend that. Let me know if they have any questions, I’m happy to explain anything.”

Q: “What if I change my mind?”

“This isn’t locking you into anything crazy. It’s just the first step, and if anything comes up during the title check, we’ll talk before moving forward.”

Q: “Is this binding?”

“Only if everything checks out and you want to move forward. You’re always in control.”

Paperwork Should Build Trust, Not Tension

The paperwork doesn’t kill deals. Confusion does. Silence does. Rushing does.

When you walk sellers through it calmly, clearly, and without pressure, you turn that moment from scary to secure.

Because at the end of the day, sellers don’t need fancy words or legalese. They need to hear this:

“I’ve got you. This is how it works. Let’s do it together.”

That’s what gets contracts signed and deals done.

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