The Offer Strategy That Builds Trust and Closes More Contracts

Most real estate deals stall because sellers are only presented with one option.

Take the cash or leave it. List it or don’t. Sell now or stay stuck.

But the best investors and agents don’t force a single solution.

They guide the seller to the right fit, based on what they actually need.

That’s how you close more deals and build a reputation as someone sellers trust.

This article will show you how to:

• Know when to pitch cash, creative, or listing

• Ask the right questions to uncover seller needs

• Present all three options without overwhelming

• Structure offers that feel like solutions, not sales tactics

Let’s help more sellers say yes, on their terms.

Why One-Size Offers Fail

Sellers aren’t all the same.

• Some are desperate for speed.

• Some want top dollar, no matter how long it takes.

• Some are stuck in the middle, unsure what to do next.

If you lead with just one offer, you:

• Lose trust if it doesn’t match their needs

• Miss out on deals that could’ve been closed with a different structure

• Sound like every other buyer or agent in their inbox

What you need instead is a three-option framework.

The 3 Options That Turn You Into a Problem-Solver

Here’s how to present your value like a menu, not a pitch:

Option 1: Cash Offer

The “fast and easy” route.

• Close in days

• No repairs

• Seller walks away clean

Best for:

• Sellers facing foreclosure

• Vacant or inherited homes

• People who want speed and simplicity more than top dollar

Option 2: Creative Finance

The flexible middle ground.

• Subject-to

• Seller finance

• Lease options

• Novations
  
  
  
  
  
  
  
  
  
  

Best for:

• Sellers who want to hit a number but don’t need all the money up front

• People with a low-interest mortgage they’re willing to let you take over

• “Stuck” properties that don’t work for cash or listing

Option 3: Traditional Listing

The high-exposure, retail route.

• Maximize price

• Takes longer

• Requires clean-up, showings, and some negotiation

Best for:

• Sellers who aren’t in a rush

• Properties in decent condition

• People who value “highest price” more than “fastest exit”

How to Ask Questions That Reveal the Right Fit

Instead of pushing one path, ask:

• “Are you hoping to be done fast, or are you trying to get the highest number possible?”

• “Do you need all the money up front, or is it more about hitting a certain number over time?”

• “How do you feel about doing showings or repairs before selling?”

• “What’s more stressful to you right now, fixing the house or figuring out where to go next?”

Then listen. Their answers will tell you which option they’re really asking for, even if they don’t use those exact words.

How to Present All 3 Options (Without Overwhelming)

Sellers are often skeptical because they don’t understand their choices.

Use this script to lay things out simply:

“There are really 3 ways you could go here. One is a quick cash sale, we’d close fast and take it as-is. Second is a creative option, like taking over payments or structuring something where you walk away with a set amount without needing to do anything else. Third is a traditional listing with an agent, might take longer, but could get you top dollar.

Want to walk through what each might look like in your case?”

Notice you’re not selling, you’re guiding.

How to Frame the Offers Side-by-Side

Once they’re open to seeing all three, use a side-by-side comparison:

Customize the numbers and timelines based on their situation.
They’ll start choosing for themselves, which is exactly what you want.

Don’t Be Afraid to Let the Seller Decide

You don’t need to close them on a specific path.

You need to lead them to the option that solves their problem.

Try:

“There’s no right or wrong answer here, it’s just what works best for your goals. Want to talk through what would feel best for you?”

Sellers trust the person who gives them control, not pressure.

How Goliath Helps You Build 3-Option Offers Faster

With Goliath, you can:

• Tag leads based on seller motivation and flexibility

• Send custom sequences based on the offer type (cash, creative, listing)

• Track seller tone and response behavior to guide your next move

• Pull up past deal structures that worked for similar leads

• Generate templated offers that adjust for each property type

No more back-and-forth guessing. Just smart, scalable deal-making.

The Best Offer Isn’t Always the Highest, It’s the Right One

You don’t need to be a genius negotiator. 

You just need to be the person who says:

“Let’s figure out what works best for you.”

When sellers feel like they’re being given options, not boxed in, they relax. They trust. And they move forward with you.

That’s how win-win deals get done. And how you go from pitching... to solving.