Cash offers are fast. 

They’re clean. And most of the time, they work.

But not every seller fits the cash mold, and not every deal makes sense as a low offer with a quick close.

Sometimes, the seller wants more money.

Or the property doesn’t qualify for traditional funding.

Or there’s too much equity, and too much emotion, for a cash offer to land.

That’s when creative options like novations, subject-to, and listings can save the deal.

This article breaks down exactly when to switch tactics and how to position each option without sounding confusing, risky, or desperate.

Let’s get into it.

Multiple Offer Structures Wins More Deals

Here’s what separates top closers from average ones:

They don’t force one type of deal on every seller.

Instead, they assess the situation and present the best path forward, even if that means they’re not the buyer.

The result?

• Higher conversion

• More referrals

• Long-term trust

• And way fewer burned leads

If all you offer is cash, you’ll win maybe 1 in 10 conversations.

If you know how and when to use novations, subject-to, and listings? You start closing 3–4 out of 10.

Let’s break down the use cases.

Use a Cash Offer When the Seller Wants Speed and Simplicity

You already know this move.
Here’s a quick reminder of when it does make sense:

Best for:

• Motivated sellers who need speed

• Properties in distress (condition or financial)

• Sellers with little emotional attachment

• Inherited or vacant properties

• Landlords burned out from tenants

What to listen for:

“I just want this gone.”
“I don’t want to fix anything.”
“What’s the fastest you can close?”

Positioning language:

“If simplicity and speed are your biggest priorities, this is the cleanest path. I cover all the costs, there’s no cleanup, and you’re done in a week or two.”

Cash offers are still the workhorse of acquisitions. But when the numbers don’t align, or the seller wants more, you need options.

Use a Novation Agreement When the Seller Wants More Money, and Time Allows

A novation means you get the right to market and sell the property at a retail price, even though you’re not the owner, and you profit from the spread.

It’s ideal when:

• The seller wants too much for a cash offer

• The property is in decent shape

• You can bring in retail buyers (usually FHA or conventional)

• The timeline isn’t urgent

• The seller is okay with waiting for a traditional sale

Best for:

• Sellers who want “closer to market”

• Homes in solid, livable condition

• Situations where price matters more than speed

What to listen for:

“I want $200K and won’t take less.”

“We’re not in a rush.”

“I’d list it, I just don’t want to deal with agents.”

Positioning language:

“There’s a way I can potentially get you that higher number, without you having to list it or fix it. It involves me marketing the property on your behalf while you stay in control. You only move forward if you like the offer.”

It’s not for every seller, but it’s a game-changer when the math works and trust is high.

Use a Subject-To Deal When the Seller Has a Low Mortgage and Can’t Afford to Sell

A subject-to means you take over the seller’s mortgage payments, but the loan stays in their name.

Why would they agree to this?

Because sometimes:

• They’re behind on payments

• There’s no equity

• They need to move fast

• They can’t afford the house anymore

• They’d otherwise have to bring money to the closing table

You’re offering them relief, not a payday.

Best for:

• Sellers with little/no equity

• Homeowners behind on payments

• Low-interest mortgages

• Properties in decent condition

What to listen for:

“I still owe $180K, and I can’t afford the payments.”

“The mortgage is fine, I just need to get out.”

“I’m not expecting to make money, I just can’t keep the house.”

Positioning language:

“I might have a way to take over the payments and relieve you of the burden, without you needing to pay anything out of pocket or take a loss. Would that help?”

This strategy works best when your backend plan is airtight, whether it’s renting, reselling, or assigning to a subto-savvy buyer.

Use a Listing Referral When They Want Top Dollar, and You Know It’s Not Your Deal

Sometimes, it’s not your deal, and that’s okay.

A listing referral (to your agent or team) helps:

• Build trust

• Create revenue through referrals

• Keep the relationship alive

• Show you care about the seller, not just the assignment fee

Best for:

• Sellers with retail expectations and clean homes

• Properties you can’t monetize directly

• People who’d benefit from full MLS exposure

What to listen for:

“I want to get the most I can.”

“I’m already talking to a Realtor.”

“The house is in great shape, I just need to move.”

Positioning language:

“To be honest, you’d probably do better listing it, and I have a partner who can make that process super smooth, if you’d like an intro.”

This isn’t a loss. It’s a long game play.

If you play it right, the seller remembers you as the one who told them the truth, and they send you friends, neighbors, or come back in 6 months when it doesn’t sell.

Use Seller Motivation Data to Suggest the Right Structure

Inside Goliath Data, you can instantly see:

• How much equity the seller likely has

• Whether the property is distressed

• If they're behind on taxes or payments

• The condition (based on AI-driven signals)

• Whether they’re an absentee owner, a tired landlord, or a family seller

Pair that data with motivation type, and you’ll know:

• Who qualifies for subto

• Who has room for novations

• Who needs a quick cash close

• Who would be better off listing

Better targeting = better conversations = more contracts.

How to Present Multiple Options Without Confusing the Seller

If you’re going to present more than one path, keep it simple.

Use the 3-option framework:

“So based on what you’ve shared, here are three paths you could take:

1. A quick cash offer, fast close, no cleanup, lower price

2. A higher price route, where I help find a retail buyer for you, might take longer

3. A referral to an agent who can list it for top dollar, with fees and showings involved

Which of those sounds most interesting?”

You’re not pushing.

You’re guiding.

You’re helping them make a decision that actually fits.

That earns trust and makes your offer feel like help, not pressure.

Cash vs Novation vs Listing [Script Example]

“Look, based on your situation, I see a few options.

First, I can make a cash offer. It’d be fast and simple, but honestly, it’s going to be below what you’re hoping for.

Second, there’s something called a novation. Basically, I’d market the property on your behalf and try to bring you a retail buyer, that way you get closer to your number, without doing the listing work.

Or third, if you want to list it the traditional way, I have a solid agent I can refer you to.

Totally up to you, but I want to make sure you know all the options.”

That script alone has saved dozens of deals and built hundreds of relationships that pay off over time.

What to Watch Out For

While creative financing can save deals, it also comes with risks.

Here’s what to avoid:

• Presenting too many options too early (confuses the seller)

• Overpromising on novation outcomes

• Pushing subto without clear disclosures

• Offering listings when the seller clearly wants a wholesale deal

• Sounding like you’re guessing or winging it

Know your tools. Present them clearly. And only use them when the seller’s situation calls for it.

The Pros Use the Whole Toolbox

You don’t need to be a creative finance wizard to win more deals.

You just need to:

• Know your options

• Match them to the right seller

• Explain them clearly

• And follow through professionally

Cash closes fast, but flexibility closes more.

So next time your cash offer doesn’t stick?

Don’t bail. Don’t ghost. Pivot.

Your next deal might be hiding inside the very “no” you almost gave up on.