You can read 100 tips about prospecting, negotiation, or offer strategy, but nothing sticks like a real story.

When you see an actual lead go from:

• Initial contact

• Pain point uncovered

• Offer made

• Contract signed

• Deal closed

…it shows you what works and how to repeat it.

That’s the goal of this article: to walk you through realistic, replicable case studies that show what it actually takes to turn seller conversations into profitable closings.

Each example breaks down:

• The situation

• The seller’s pain point

• The investor’s approach

• What offer was made

• What fee was earned

All names and addresses have been changed, but the deals are real.

Let’s dive in.

Case Study 1: The Vacant Rental That Wouldn’t Pass Inspection

The situation:

A property in rural Georgia had been sitting vacant for 14 months.

The out-of-state landlord inherited it from his father, rented it for 7 years, then gave up after two failed tenants and a busted water heater.

Seller’s motivation:

• Tired landlord

• Didn’t want to invest in repairs

• Already managing 3 other properties remotely

• Didn’t want to list and deal with inspections

Investor’s move:

• Called the owner using the absentee owner filter in Goliath

• Got him talking about tenant issues

• Booked a walk-through within 48 hours

• Pointed out inspection red flags upfront to anchor negotiation

Offer:

$98,000 cash offer (ARV $170K, needed $40K rehab)

Included “no cleanout, no repairs, close on your timeline” terms

Result:

Seller agreed to $103,000 after countering

Investor assigned contract for $112,000

Fee earned:

$9,000 assignment fee

Case Study 2: The Downsizing Couple Who Didn't Want a Sign in the Yard

The situation:

A couple in their early 70s needed to move closer to family after a health scare.

They didn’t want the neighborhood to know they were selling, and didn’t want showings, agents, or people “poking around.”

Seller’s motivation:

• Privacy

• Speed

• Certainty

• Avoiding disruption during a stressful time

Investor’s move:

• Found the lead via Goliath’s “aging owner” filter + no mortgage data

• Made the first call sound helpful, not salesy: “I’m reaching out privately in case selling is on your radar”

• Asked about timeline and emotional barriers early

• Delivered the offer in person, with zero pressure

Offer:

$197,500 (ARV $240K, minor cosmetic updates needed)

Result:

Seller signed the same day

Closed in 10 days with the investor’s cash buyer

Fee earned:

$13,500 assignment fee

Case Study 3: The Inherited Mess (with Sibling Drama)

The situation:

A three-bedroom home in probate limbo, two siblings inherited it, but one wanted to sell and the other refused to pay taxes or maintenance.

Seller’s motivation:

• Stress from family conflict

• Couldn’t agree on next steps

• Property deteriorating rapidly

• Wanted out of the “headache”

Investor’s move:

• Used Goliath’s probate tag + high equity filter

• Called the contact listed on the affidavit of heirship

• Focused the conversation on what each sibling agreed on: “needing closure”

• Acted as a mediator, set clear expectations, and coordinated signatures separately

Offer:

$140,000 (ARV $220K, needed $50K rehab)

Result:

Double close is used to protect relationships and limit exposure. Both siblings were relieved to have it done.

Fee earned:

$16,000 net profit (via double close)

Case Study 4: The Burned-Out Flipper Who Gave Up Mid-Project

The situation:

A newer investor attempted to flip a 1960s ranch-style home but ran out of money and patience, ultimately ending up with a gutted house in a cooling market.

Seller’s motivation:

• Loss fatigue

• Had over-leveraged

• Wanted a quick exit and didn’t care about profit anymore

Investor’s move:

• Found via “permit pulled, no sale” tag on Goliath

• Offered empathy and a real exit strategy

• Gave two options: assign now or JV if they cleaned it up (seller chose assign)

Offer:

$76,000 (ARV $165K, $55K rehab)

Result:

Assigned to local landlord doing long-term rentals

Fee earned:

$10,500 assignment fee

Case Study 5: The Seller Who Thought They Weren’t Motivated (But Were)

The situation:

A seller answered a text from an AI sequence with “not interested.” But when the rep called just to “confirm they got the message,” they opened up.

Seller’s motivation (uncovered during call):

• Behind on taxes

• Tired of mowing

• Lived out of state

• Didn’t realize the value had dropped (due to condition + location)

Investor’s move:

• Kept calm during the call, used soft “seller discovery” script

• Focused on relief, not pressure

• Set up a virtual walkthrough

• Built trust slowly over 4 follow-ups

Offer:

$118,000

Assigned at $126,000 to a rehabber

Fee earned:

$8,000 assignment fee

What These Deals Have in Common (And What You Should Take From Them)

It’s not the offer number that closed the deal.

It was the approach.

Each of these reps:

• Asked real questions

• Understood the seller’s emotional driver

• Anchored the offer in relief, not pressure

• Used Goliath to filter smarter and follow up faster

The result: Clean, ethical, repeatable deals, and solid profits.

How to Reverse-Engineer These Deals to Train Your Team

Reading case studies is helpful, but applying them in the field is where deals get done.

Here’s how to turn stories like these into actual sales training:

Create a case study breakdown template

Build a simple form with these fields:

• Lead source

• Initial pain point

• How motivation was confirmed

• Offer logic

• Seller objection(s)

• Outcome

• Assignment or profit

Have your reps fill this out for every closed deal. Why? Because it makes them reflect on what actually worked, and lets you build a repeatable process.

Use roleplay based on real objections

Instead of generic training, say:

“Pretend I’m the landlord from Deal 1. I just told you I’ve had two bad tenants. Now what do you say?”

By grounding your training in real events, you get better reps, faster.

Tag and sort deals inside your CRM

Use tags like “vacant house,” “inheritance,” or “failed flip.”

Goliath Data already lets you sort this way. Take advantage of it.

When a similar lead comes in, you can instantly review how a past deal closed under the same conditions.

Celebrate deals as learning tools, not just wins

When someone on your team closes, ask:

• What unlocked the seller’s trust?

• When did they almost lose it?

• What question changed the tone?

Turn every closed deal into a blueprint for the next one.

What to Watch Out for in Real Motivated Seller Deals

These case studies went well. But here’s what could’ve gone wrong, and how to avoid it:

• Not recognizing hidden objections. Sellers don’t always say “I’m overwhelmed.” They say “I’m not sure,” or “I’ll think about it.” Dig deeper.

• Waiting too long to follow up. Every deal above happened because the rep moved fast. Delay kills motivation.

• Overestimating ARV or underestimating repairs. Each investor had solid numbers, which gave them room not to squeeze the seller.

• Trying to close too soon. In 3 of 5 cases, the seller needed 2+ conversations before accepting. Don’t rush it.

How to Ethically Maximize Your Assignment Fee Without Killing the Deal

Let’s be real, every investor wants a bigger spread. But if you overreach, you risk losing trust or the entire transaction.

Here’s how to boost your assignment fee the right way:

Control the timeline, not the seller

Don’t force urgency. Instead, ask questions like:

“If I could make this happen by [next week], would that help you out?”

Urgency that benefits them justifies speed and your fee.

Stack value, then anchor price

Before dropping a number, layer the benefits:

• No repairs

• No agent fees

• Fast closing

• Flexible terms

• Cash buyer lined up

Then say, “Here’s what I’d be able to offer…”

The seller is more likely to see your number as fair, even if it’s low.

Pre-frame your fee before they see the HUD

Don’t wait for closing to explain how you make money.
Say something like:

“If I can line up a buyer quickly, I may earn a margin on this deal. That doesn’t change your payout, but it helps me stay in business and solve more problems like yours.”

This removes surprise and reduces friction at the finish line.

Double close when needed

If your fee is huge or the seller’s pride is fragile, double closing may be worth the extra closing cost.

Why? Because losing a $20K deal over a bruised ego is worse than eating $1,500 in title fees.

Use Tags + Timing to Spot These Opportunities Sooner

You don’t need 1,000 leads to close deals like these.

You need:

• The right filters (absentee, probate, no equity, aging owner)

• Real-time motivation signals (texts, call logs, response times)

• Smart tagging and lead scoring

Goliath Data lets you see:

• Who’s likely to say yes sooner

• Where the seller’s timeline is headed

• What type of offer might work best

That’s how you make these case studies your normal, not your outliers.

Case Studies = Playbooks, Not Unicorns

These aren’t crazy one-in-a-million deals.

They’re everyday opportunities when you have the right data, ask the right questions, and focus on seller outcomes, not just acquisition numbers.

So take the insights from these 5 deals and ask:

• Am I finding enough real problems?

• Am I moving fast enough once motivation surfaces?

• Am I using tools that help me spot sellers before they call someone else?

If you can say yes, you’re already halfway to your next check.