You’ve had a great call. The seller sounds interested.

You’ve qualified them, asked the right questions, and even gotten some rapport going.

But the moment you drop your number, even respectfully, the energy shifts.

They pause. Say they need to think about it. Or worse: they vanish.

What happened?

It wasn’t the number. It was the finality.

The way you framed your offer made it sound like take-it-or-leave-it, and they chose “leave it.”

That’s where the soft pass comes in.

This article walks you through the soft pass framework, a conversational offer approach that keeps the seller engaged, curious, and open, even if your number is lower than they hoped.

What Is a Soft Pass?

A soft pass is a non-confrontational offer approach that sounds like:

“Look, I might not be your buyer today, and that’s okay. But based on what you’ve shared, here’s where I’d likely land…”

It’s designed to:

• Protect seller relationships

• Avoid sounding pushy

• Invite response instead of resistance

• Keep the door open for follow-up

It’s not a hard close. It’s a low-friction next step.

And it works, especially when the seller isn’t quite ready but needs a nudge.

Why Soft Offers Work When Hard Closes Don’t

Let’s look at what happens psychologically during a hard offer:

• The seller feels backed into a corner

• Their ego gets triggered (“That’s too low, are you serious?”)

• They feel like they need to “defend” the value of their home

• They start seeing you as an adversary, not an ally

Now flip that.

When you use a soft pass:

• The seller feels in control

• They respect your honesty

• They stay open to future conversations

• They don’t feel “burned” or insulted

The goal of a soft pass isn’t to close today, it’s to stay in the conversation.

The Soft Pass Script (Core Version)

Here’s a plug-and-play version of the soft pass you can tailor to any seller conversation:

“Hey [Name], I’ll be real with you, I might not be your buyer today, and that’s totally okay. But based on what you’ve told me and what I’m seeing, I’d probably be somewhere around [$X]. That’s factoring in the condition, the comps, and the holding costs we’d be taking on.

If that’s way off from what you had in mind, I completely understand. No pressure at all. But I’d rather be upfront with you than waste your time, and I’m always happy to revisit it down the line if things change on your end.”

This script does three powerful things:

1. Lowers the seller’s guard

2. Positions you as honest and low-pressure

3. Keeps you top of mind if/when their situation shifts

Where It Fits in the Conversation

Use the soft pass after you’ve done the following:

• Built rapport

• Learned their story and motivation

• Confirmed timeline and ownership

• Walked through the property details (or at least discussed it)

It’s not an opener. It’s a strategic pivot once you’ve earned enough trust.

The Psychology Behind the Soft Pass

Why does this work so well?

Because it shifts the conversation from:

“Here’s what I’ll pay. Yes or no?”

 To: “Here’s where I’d be, but only if it makes sense for you.”

That language lets the seller:

• Save face

• Stay curious

• Come back later without shame

And in real estate deals, keeping the door open is often worth more than trying to kick it down.

Variations Based on Seller Personality

1. The Skeptical Seller

They’ve had bad experiences or think investors are all sharks.

Soft pass version:

“I know this probably isn’t the highest offer you’ve heard, and I respect whatever decision you make. I just try to be honest and fast, no games.”

2. The Friendly-but-Noncommittal Seller

They like you, but they’re hesitant.

Soft pass version:

“You’re awesome to talk to, and I’d love to help if I can. My number might not be perfect, but I’d rather shoot straight with you and stay in touch.”

3. The Defensive Seller

They’re emotionally tied to the house.

Soft pass version:

“Totally get it, it’s a great property, and I know it means a lot to you. I just want to give you a fair number based on what we do, and let you run with it however you want.”

The key: Adjust tone and language, but always keep it disarming.

What to Say After the Soft Pass

Here’s how to keep the conversation alive post-offer:

“If the number doesn’t work today, no worries, I’m still here if anything changes. Sometimes sellers call me back in two weeks or two months, and I’m happy to revisit it.”

You can also say:

“I’ll shoot you a quick text next week just in case your plans shift. Sound good?”

This plants the seed for a future follow-up that feels welcome, not spammy.

Use Motivation Data to Time Your Soft Pass

Soft passes work best when paired with smart data.

With Goliath Data, you can:

• See which sellers are showing early distress signs

• Track lead scoring to identify timing windows

• Set automated reminders for follow-up when conditions change

• Pair call activity with seller behavior patterns

So instead of guessing when to re-engage a lead, you’ll know when it’s warming back up, and when to re-pitch your offer.

Data-backed timing + soft pass framing = more second chances turned into deals.

Why Soft Passes Help With Referrals (Yes, Really)

Here’s something most investors overlook:

Even if the seller doesn’t take your offer, a respectful experience can lead to a referral.

Example:

“Hey, I didn’t sell to them, but they were honest, professional, and didn’t pressure me. You should talk to them.”

This happens more often than you think, especially with landlords, aging homeowners, and inherited properties.

Your soft pass approach becomes your brand.

Mistakes to Avoid When Using Soft Passes

While the soft pass is powerful, it can backfire if done wrong.

Avoid these common mistakes:

• Sounding apologetic about your number

• Giving the impression that you’re not serious

• Being too vague (“somewhere in the low 100s” doesn’t count)

• Using it as an excuse not to follow up

Soft passes only work if they’re:

• Clear

• Respectful

• And followed up properly

Combine Soft Passes With a Nurture Campaign

The biggest payoff from soft passes comes weeks or months later.

So plug those leads into an automated nurture flow:

• Text reminders

• Seller education emails

• Market updates

• Personal check-ins every 7–10 days

The tone should match the soft pass:

• Low pressure

• Helpful

• Focused on their timeline, not yours

This is exactly where Goliath’s automation tools shine, letting you scale follow-up without losing that personal feel.

Respect Buys You Second Chances

The soft pass script works because it respects the seller’s position.

• It doesn’t insult.

• Doesn’t assume.

• Doesn’t burn the bridge.

It just offers a number and leaves the door open.

That’s all most sellers need, especially when:

• Their timeline is unclear

• They’re still testing the market

• Or they’re emotionally attached to the property

And guess what?

When the pain gets real. When no other offers pan out. When they’re ready to move.

You’ll be the one they call back.

Because you treated them like a person, not a paycheck.