The fastest way to kill a deal?

Give the seller a single, take-it-or-leave-it number.

Even if your offer is fair, sellers often stall or say no because:

• They feel boxed in

• They’re not sure what’s normal

• They want to “shop around”

• They’re not emotionally ready to let go

But when you give options, especially ones tailored to their situation, you instantly shift the energy.

Instead of trying to convince them to accept your offer, you invite them to choose what feels best.

That’s the core of the “three-option offer”, and it consistently wins more deals, even with semi-motivated sellers.

What Is a Three-Option Offer?

It’s a simple framework you can use on nearly every appointment or call:

• Option 1: Fast cash, lower price, close quickly
  Option 2: Higher price, but terms involved (novation, subto, etc.)

• Option 3: Referral to a listing agent (retail route)

You’re no longer “just an investor with a lowball offer.”

You’re now a trusted guide helping them choose a path that fits.

Why This Works So Well

Here’s why the three-option approach gets results:

It disarms resistance

When sellers hear multiple options, they stop bracing for a pitch and start asking real questions.

It builds credibility

You’re clearly not desperate to force a deal. That makes you more trustworthy, and more likely to get a yes.

It helps you find the real motivation

Sellers often reveal what they care about most once they compare paths:

“I like the cash, but I wish it were higher.”
“That timeline sounds better.”
“I don’t want showings.”

Those statements help you zero in on the win.

When to Use the Three-Option Offer

You don’t need to use it for every seller. But it works best when:

• They’re on the fence about price

• You sense some motivation, but it’s not urgent

• They’ve had bad experiences with agents or investors

• You want to build long-term trust, even if they don’t accept today
  
  
  

Goliath’s motivation filters can help you spot these leads in real time:
Tags like “semi-motivated,” “agent burned,” or “needs options” let you know this script will land.

How to Pre-Qualify Sellers for Each Offer Option Before You Pitch

Not every seller is a good fit for all three offer types, and presenting the wrong option too early can backfire.

That’s why your pre-qualification questions matter just as much as your pitch.

Here’s how to get key insights before delivering the offer menu:

1. Gauge their urgency

Ask:

“Is there a timeline you're hoping to stick to?”

If they say “whenever,” they might lean retail. If they say “as soon as possible,” the fast cash option becomes the anchor.

2. Ask what matters most: speed, simplicity, or price

This gets them to define success.

Say:

“Some folks just want to be done. Others want the most money possible. What’s most important for you?”

The answer tells you how to position your options and which one to emphasize.

3. Find out if they’ve already talked to agents or buyers

Ask:

“Have you looked into listing it or had anyone else make an offer yet?”

This reveals:

• If they’ve already heard pitches

• What number they are anchoring to

• How flexible they might be
  
  
  

4. Test for openness to terms

Ask:

“Would you be open to something that’s not just a straight cash sale, but still gets you the outcome you want?”

If they say yes, option two (terms-based) becomes viable.

Tag and sort based on your answers

Inside Goliath, use lead notes to track:

• Timeline

• Primary goal

• Terms openness

• Offer menu readiness

That way, you don’t just send blanket pitches. You deliver the right options to the right seller.

How to Present the Three Options (Script Included)

Let’s say you’re talking to a seller who’s unsure.

After a few questions, say:

“Sounds like you’re open to selling, but just want to find the right fit. I totally get that, which is why I usually give sellers three ways to go about it. Would it help if I walked you through those?”

They’ll say yes.

Now break it down like this:

Option 1: Fast Cash Offer

“This is the quick and simple route. I’d take it as-is, no repairs, and we’d close in as little as 10 days. The tradeoff is I’m offering a bit less, around $165,000. But you skip inspections, fees, cleanout, and all the back-and-forth.”

Great for: Sellers who want speed, simplicity, or certainty.

Option 2: Higher Offer with Terms

“If you’re looking for a higher number, we can structure it where my team covers the repairs, markets it retail, and we split the proceeds once it sells. That gets you closer to $190,000, but it takes more time, and you’d need to be flexible.”

Great for: Sellers with light motivation but more pride in the home.

This option is often a novation or a subto, depending on the situation.

Option 3: Agent Referral

“If you’re not in a rush and want to get top dollar, I’ve got a great agent who can list it for you. You’d likely get around $210,000 after fees and commissions, assuming it shows well and passes inspection.”

Great for: Sellers who aren’t ready to discount, and gives you a referral option.

What to Say Next

After giving the options, stop talking.

Let them process.

They’ll usually ask:

• “What do you think I should do?”
  “Which one makes the most sense?”

• “What would you do if it were yours?”

That’s your cue to reframe motivation, not just price.

Say:

“It depends on what’s more important: time, simplicity, or squeezing out the max. Based on what you said about [X], I’d lean toward option 1 or 2.”

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

What to Do After the Seller Picks One (Or Says They Need to Think)

So, the seller heard your three options. Now what?

Depending on how they respond, your next step is key to securing the deal or setting up a strong follow-up.

If they choose an option on the spot:

Great, now lock it in fast.

Say:

“Awesome. I’ll draft this up and send it your way to review. If you have any questions, I’m here.”

Then, confirm:

• Their email or preferred doc method

• When they can review

• When you’ll follow up
  
  
  

The faster you get commitment in writing, the less chance they will second-guess.

If they’re leaning one way but need time:

Acknowledge the hesitation and create a non-threatening follow-up timeline.

Say:

“Totally understand, I know it’s a big decision. Why don’t I check back in two days, unless you reach out first?”

This:

• Keeps you in control

• Avoids pressure

• Gives them a clear next touchpoint
  
  
  

If they shut down all three:

Don’t panic. This is where the “bonus option” (stay in touch) comes in.

Say:

“No problem. I’ll stay in your corner, and if anything shifts or timing changes, I’m a call away.”

Then set a light-touch follow-up reminder in Goliath, 2 weeks, 30 days, etc.

Many deals close on the second contact, not the first.

Case Example: When This Closed a Tough Seller

Seller: Aging landlord, property had minor foundation issues
Motivation: Didn’t want to deal with repairs, but also didn’t want to “lose money”
Initial reaction: Laughed at the first offer

Rep used the three-option script and focused on empathy:

“I get it. You’ve put years into this place, and it deserves a good exit. That’s why I’ll give you three ways to go.”

Result?

• Seller initially picked Option 

• Two weeks later, called back and said, “Let’s just do the cash one”

• Deal closed in 9 days
  
  
  

The magic? He felt in control.

What to Watch Out For

The three-option offer works, but only if you:

Avoid making the terms confusing

Don’t overwhelm the seller with contracts or technical language.
Use plain, BBQ-level talk:

“This option’s faster, this one gets you more, this one’s the traditional route.”

Don’t show bias (at first)

Let the seller lean in first. If you push one too early, you’ll lose the trust you just built.

Avoid offering all three if they’re clearly hot

If someone says, “I need to sell this week,” just go straight to the cash option. Don’t delay.

Tag Leads Based on Option Chosen

When you use Goliath, tag every lead with:

• Option presented

• Option chosen

• Why they leaned that way

• Objection(s) shared
  
  
  

This builds a pipeline of insights:

• Which sellers need multiple touches?

• Which filter types lean toward option 2?

• How does the pain level affect decision?

Over time, your conversion rate improves, and your pitches get sharper.

Add a “Bonus Option” for the Hesitant Seller

Sometimes a seller doesn’t pick any of the three.

Here’s what to do:

“No pressure, I can also just stay in touch and follow up down the line. Sometimes timing changes, and I’d love to stay a resource for you.”

You’ve now offered a no-offer option, which keeps rapport alive.

This often leads to a deal in 2–6 weeks when life changes.

Why This Helps You Close More Without More Leads

Most acquisition reps think they need more leads.
In reality, they need more ways to convert the leads they already have.

The three-option offer does that by:

• Matching more seller types

• Creating buy-in without pressure

• Turning semi-motivated leads into closable ones

In a competitive market, this is your edge.

Stop Pitching, Start Offering Paths

Think about this the next time you’re on the phone with a seller.

Instead of asking:

“How do I get them to accept this offer?”

Ask:

“How do I guide them to the best option for them, and still get paid?”

That’s the shift that wins.

Try the three-option offer on your next 3 qualified leads, and track what happens.

You’ll be surprised how many deals open up when you stop pushing one door… and show them three instead.