Motivated sellers don’t want a pitch.

They want a solution to a life problem.

They don’t care how many properties you’ve flipped. They care about:

• Getting rid of an inherited property with four siblings involved

• Moving on from a divorce without dragging out the process

• Selling without making repairs or cleaning out the place

• Avoiding foreclosure without a legal mess

If you show up sounding like every other “real estate professional,” you’ll lose trust before you even get to the offer.

But when you position yourself as a problem solver, the entire tone shifts:

• Sellers open up

• Conversations feel collaborative

• Offers are better received

• Deals close faster

This article walks you through exactly how to reposition yourself, from intro to close, so sellers see you not as a “buyer,” but as the solution they’ve been hoping for.

The Problem With Being Seen as Just Another Buyer

Most homeowners in distress think in binaries:

List with an agent or do it myself.

And unfortunately, many think:

“If I sell to an investor, I’ll get lowballed or scammed.”

That’s because the real estate world has conditioned sellers to expect:

• Pressure

• One-size-fits-all offers

• Confusing lingo

• Zero flexibility

So when you lead with, “I buy houses for cash,” they hear:

“This person is trying to take advantage of me.”

Even if you’re ethical.
Even if you’re helpful.
Even if your offer is better.

You’ve already been miscategorized.

The fix? Don’t pitch. Solve.

Stop Selling, Start Solving

Let’s look at two common ways investors introduce themselves, and how to reframe it with problem-solving language.

The Typical Pitch:

“We’re a group of investors buying properties in your area. We pay cash and close fast, no repairs or commissions required.”

The Problem Solver Reframe:

“I work with folks who need to sell without the usual hassles, no agents, showings, or months of paperwork. I’m here to figure out what you need and see if we can help.”

See the difference?

You’re not making a claim.
You’re extending an invitation.
You’re not selling a service.
You’re offering clarity and control.

What Sellers Want And How to Deliver It

Most motivated sellers want three things:

1. Relief. They want the stress gone.

2. Clarity. They want to know their options.

3. Control. They want to feel like they’re not being pushed.

Here’s how to build those into your approach:

RELIEF

“Sounds like this house has been weighing on you. My goal is to make this less stressful, not more.”

CLARITY

“There’s more than one way to move forward. Want me to lay out a few paths you can consider?”

CONTROL

“I’ll never pressure you, I’ll just show you what I can offer, and you decide if it’s worth continuing.”

These phrases don’t just calm the seller. They differentiate you from everyone else they’ve talked to.

Use “Problem Statements” in Every Conversation

To stand out, use problem statements that reflect what the seller is likely feeling, even if they haven’t said it yet.

This shows empathy and sets up your solution.

How to Position Your Offers Without Sounding Self-Serving

Once you’re seen as a problem solver, your offer becomes part of the solution, not a tactic.

Here’s how to present it:

Instead of:

“Here’s my offer: $X cash, close in 7 days.”

Say:

“Based on what you told me, I put together something that could help you move quickly without dealing with repairs or paying any fees. It’s flexible, I’ll walk you through it, and you can tell me if it makes sense.”

And if they hesitate:

“Totally fair, sometimes we’re not the right fit. If you’d rather list or just hold, I respect that. But if you do want to be done with this soon, this could help.”

This isn’t just softer. It’s strategic positioning.

You’re not selling the offer, you’re solving the situation.

Use the 3-Slot Offer Framework Even If You Know What You Want

Here’s a simple way to reinforce your problem solver role:

Give the seller multiple options, even if one is clearly better.

This works because it shows:

• You’re not trying to “win”

• You’ve thought about their needs

• You’re flexible, not transactional

Example:

“Here’s a quick breakdown of a few ways this could go:

• Option 1: Quick cash sale, no repairs, you pick the close date

• Option 2: We partner on a listing and split the upside

• Option 3: We take over payments and let you walk without credit damage

You don’t have to decide now, but at least you’ve got options.”

Even if you’re primarily a wholesaler, offering these slots reframes the deal as consultative, not just a pitch.

Scripts for Handling “Are You a Realtor?” Questions

Sellers will ask this. Often with suspicion.

Here’s how to flip it in your favor:

Weak Answer:

“No, I’m just an investor.”

(That feels like a dodge.)

Strong Answer:

“Nope, I’m not a realtor, and I don’t list houses. I work directly with homeowners to create options that agents can’t usually offer, like skipping showings, avoiding repairs, or moving fast if needed.”

Or:

“I’m actually more of a problem solver. I look at the situation and try to find the cleanest, most flexible path forward. Sometimes that means buying it. Sometimes it’s something else.”

Want to earn trust fast? Say what you’re not, then say what you do.

Brand Yourself Like a Problem Solver, Even in Your Marketing

This mindset shouldn’t only show up on calls. It should show up everywhere your brand appears:

• Your website tagline

• Your voicemail recording

• Your email signature

• Your Facebook group or community posts

• Your business card

• Your follow-up sequences

Instead of:

“We Buy Houses in Any Condition, Fast Cash!”

Use:

“Helping homeowners solve problems, not just sell houses.”

What Goliath Users Are Doing Differently

Real estate agents using Goliath’s platform position themselves as solution providers, not just buyers, and the data backs it up:

• Personalized follow-up automations feel like human outreach

• Notes and call recordings keep the whole team aligned on the seller’s needs

• Motivation tagging lets you send the right message to the right seller at the right time

• Multiple offer types (cash, novation, subto) are preloaded into deal templates, so you can lead with options, not ultimatums

Power tip: Use Goliath’s CRM tags like “needs options,” “emotional sale,” or “family conflict” to customize your outreach and nurture paths.

Because the more tailored you are, the more trusted you become.

From Buyer to Trusted Guide

In a crowded market, it’s not the biggest buyer that wins.

It’s the one who understands the seller best.

When you drop the investor pitch and lead with real-world solutions, sellers don’t just listen, they lean in.

So the next time someone asks if you’re a realtor, don’t just say no.

Say this:

“No, I’m a problem solver. I help folks who want to move on from a property without all the drama, delays, or commissions. Want to see what that could look like for you?”

That’s not a pitch. That’s a partnership.

And that’s what closes deals in 2025.