When working with motivated sellers, the offer stage is where everything either comes together or falls apart.

You’ve built rapport, gathered the details, and maybe even walked the property. But now you need to present your number. Do you deliver it on the phone, or do you put it in writing?

It’s not just a tactical decision. It’s psychological.

Your method of presenting the offer has a direct impact on how it's received.

In this article, we’ll break down when to use verbal vs. written offers, how to structure them for maximum impact, and how to use Goliath Data to track seller behavior so you know what’s working.

Why Motivated Sellers Are Different

Motivated sellers aren’t like retail homeowners.

They’re not chasing top dollar. They’re chasing certainty. Speed. Relief. Simplicity.

That’s why your offer style matters more than you think.

What they want:

• Someone who sounds confident, clear, and like they’ve done this before

• A path forward that doesn’t feel overwhelming

• To avoid feeling like they’re getting trapped in fine print or legalese

What they fear:

• Being taken advantage of

• Locking into something they don’t understand

• Wasting more time with tire kickers

So if you present your offer the wrong way, you lose the deal, not because the price is wrong, but because the presentation didn’t match their needs.

Verbal Offers: When They Work (and When They Don’t)

A verbal offer is fast, simple, and personal. That’s why it works especially well with motivated sellers who value speed and clarity over process.

When verbal offers are most effective:

• You're on the phone with a warm lead who’s opened up about their situation

• The seller has expressed urgency, pain, or a clear timeline

• You’ve already built rapport, and they trust you

• You’re still gathering information and want to test reactions to price ranges

• You’re using a soft-close strategy ("Does that sound like something that could work for you?")

Benefits of verbal offers:

• Immediate feedback: You can hear hesitation or enthusiasm in real time.

• Flexible: You can present multiple options quickly without overwhelming the seller.

• Low resistance: The seller doesn’t feel “locked in.”

• Great for anchoring: You can set the mental benchmark before showing anything formal.

Downsides of verbal offers:

• No written record: Can lead to confusion or misunderstanding later.

• Easy to forget: Sellers often forget exact numbers or terms.

• No commitment: It doesn’t feel “real” to some sellers.

• Harder to follow up on: If you don’t document it right after, you’re flying blind.
  
  

Written Offers: When They’re Better

Written offers provide clarity, commitment, and professionalism. They’re the logical next step once the seller shows interest or agreement verbally.

When written offers are most effective:

• The seller has already heard and accepted your verbal offer

• You’re ready to lock in terms and move to contract

• The seller is skeptical or needs “proof” of seriousness

• There are multiple decision-makers involved

• You’re working virtually and want a paper trail

Benefits of written offers:

• Concrete and real: Makes the deal feel official.

• Easier for sellers to review with family or advisors

• Shows you’re organized and serious

• Helps move to contract faster if already aligned

• Can be reused or re-sent for follow-up

Downsides of written offers:

• Higher resistance: Feels more “final,” which can scare off unsure sellers.

• No real-time feedback: You won’t hear objections immediately.

• Can trigger comparisons: Written numbers may prompt sellers to get second opinions.

The Winning Sequence: Verbal First, Written Second

For most motivated seller deals, the most effective combo is:

1. Start with a verbal offer to test reactions and build buy-in
2. Follow up with a written offer only after verbal alignment

This lets you:

• Anchor expectations

• Spot and handle objections immediately

• Avoid wasting time preparing offers for cold or unqualified sellers

• Keep things human, then back it up with documentation

Sample Call Flow: Verbal to Written Offer

“So here’s what I think we can do based on the numbers, your timeline, and what we’ve talked about. We’d be looking at around [$XX,XXX] as-is, no fees, fast close. Does that sound like something that could work for you?”

[Pause. Listen.]

If they say yes:

“Awesome, I’ll go ahead and send that over in writing so we have something on paper to review together. You’ll see the same number we just talked about, with all the terms spelled out. We’ll make it super simple.”

If they say maybe:

“Totally fine. What feels off? Is it the price, the process, the timing? I want to make sure we’re aligned before I send anything.”

If they say no:

“Thanks for being honest. Sounds like we’re a bit off right now. If anything changes or you’re open to revisiting, I’ll still be around. No pressure.”

Goliath Strategy: Automate the Follow-Up Based on Offer Type

You can use Goliath Data to manage both verbal and written offer flows:

• Tag leads based on status:
  
  

  • “Verbal Offer Given”

  • “Written Offer Sent”

  • “Waiting on Reply”
    
    

• Trigger specific SMS/email cadences based on tag:
  
  

  • “Hey [Name], just wanted to see if you had any questions about the numbers we discussed.”

  • “I sent over the offer in writing. Let me know if you had a chance to review it.”
    
    

• Auto-drop voicemails after 48 hours with no response

• Score leads higher when they respond to offers, even if they say no

This way, every offer becomes a data point, and every seller stays in your pipeline without slipping through the cracks.

The 3-Offer Method: Best Used in Writing

While verbal offers work well for a single price anchor, the 3-offer strategy shines in writing. This is where you can show options clearly and let the seller choose their path.

Example:

1. All-cash offer: $85,000, close in 7 days

2. Novation offer: $110,000 with listing support and shared upside

3. Terms offer: $100,000 with seller financing, $10,000 down, monthly payments

This format is confusing to explain on a call, but powerful when seen in writing.

What If the Seller Ghosts After a Verbal Offer?

It happens. The seller hears your number, says they’ll “think about it,” and disappears.

Here’s what to do:

• Wait 24 hours, then send a “Did I get something wrong?” text

• On Day 3, drop a “soft pass” message
  
  “Hey [Name], not sure if the timing is right or maybe we missed the mark. No hard feelings at all. If anything changes, we’re still here to help.”
  
  

• On Day 5, reframe the offer as a safety net
  
  “Just a reminder,  that offer’s still good if you need a fast solution. Totally okay if not. Hope things are going well either way.”

These low-pressure nudges often bring sellers back without being pushy.

Use Both, But Know When

It’s not verbal vs. written. It’s verbal, then written,  based on trust, timing, and seller motivation.

Here’s the formula:

• Start verbally to gauge tone and buy-in

• Follow up with written only if the seller’s warm

• Track every interaction inside Goliath

• Let the seller lead the pacing, but you control the structure

Because in real estate, how you make the offer is just as important as what you offer.