Making the offer: the money conversation

Get the seller's number first, restate their situation, then present the cash, novation and listing options in descending order so they pick one.

• Get THEIR number instead : "What is a ballpark figure that you would like to sell the property for?" is asked of the seller, and re-asked after the condition deep dive to confirm alignment. The check
• Presentation build before the number : restate their situation in their own words (tenants, foreclosure, the spouse pressure), set the closing expectation as a worst case ("21 days, and then it gets d
• The multi-option descending offer, verbatim : "We have a few ways we can help. I want to show you all of them. 1. The Cash Offer: [$X], speed and convenience, as-is, we pay closing costs, close in 21
• Anchoring psychology: presenting the listing number last anchors the cash offer as the speed-and-certainty choice; play confident, never desperate .
• Offer tracking automation : status Offer Sent triggers a "Follow up on offer" task at day 2 plus the offer_pending tag; status Counter triggers "Analyze counter-offer, run updated comps" plus counter_
• The post-inspection renegotiation script : empathy first ("I've been dreading this call"), name the specific findings, present the new number immediately, and remind them of the original motivation; n
• Cash offer close window quoted to sellers: 21 days worst case, often 7-10 .
• Novation frame quoted to sellers: 60-90 days for a higher number .
• Offer follow-up task at +2 days .
• The Bowden record in Sift: the pillar-structured note, the comp numbers, the offer status chain.
• The multi-option script delivered live (roleplay or a real recorded segment).
• Seq 07-08 firing on an Offer Sent status change.
• The downsell ladder: cash -> novation -> listing, with speed decreasing and price increasing up the rungs.
• The ballpark trap: a chart of "160 said on the phone" vs "92 real offer" with the trust line collapsing between them.