Contract Timing · The Cowboy Sales Process

1. PRE-MISSION BRIEFING: Your Self-Audit

Before we proceed, you need to confront the flaws in your current system. Answer these questions honestly. No one is watching.

Question 1: On a scale of 1-10, how much control do you truly feel you have after you email a contract to a seller?

(1 = "I just pray they sign it" / 10 = "I know exactly when it will be signed")

Question 2: Think of the last deal that went cold after a verbal "yes". How many days passed between sending the contract and realizing the deal was dead?

___ Days

Question 3: What is your current standard operating procedure for contract follow-up?

[ ] I wait for them to contact me.

[ ] I follow up once a day.

[ ] I don't have a system; it's random.

If you answered below an 8 on question 1, more than 2 days on question 2, or don't have a concrete system for question 3, your process is broken. Let's fix it.

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2. FIELD SCENARIO: The Seller Stall

It's 4 PM on a Tuesday. You've just gotten a verbal "yes" from a seller named John. You're ready to send the contract.

John says: "This sounds great. Send it over, and I'll try to get to it this week. I just need to run it by my sister first."

What do you do? Choose your path.

PATH A: The Amateur

You say, "No problem, John! Take your time. I'll get it right over to you. Looking forward to hearing from you!"

ANALYSIS: You just handed John all the power. "This week" is a black hole. His sister is now an unknown variable you have no control over. Your deal is already on life support. Probability of closing just dropped 50%.

PATH B: The Professional

You say, "I understand completely. I'm glad you're doing your due diligence. My time is valuable and so is yours, so we need a firm timeline. Our offers are time-sensitive and this one is valid for 24 hours to ensure we can move quickly for you. Does having it reviewed and signed by tomorrow at 5 PM work for you and your sister?"

ANALYSIS: You acknowledged his request but immediately re-established control. You defined the timeline, created urgency, and gave him a clear, professional deadline to meet. You are now in command. Probability of closing remains high.

Your mission is to always operate on Path B. Here's the ammunition you need to do it.

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3. YOUR BATTLE PLAN: The 24-Hour Rule Checklist

This is not theory. This is your new, actionable standard operating procedure.

✅ STEP 1: ARM YOUR CONTRACT

Your purchase agreement is your primary weapon. Before your next call, embed the Acceptance Clause.

Action Item: Add the following (or similar) language to your contract template.

Sample Clause: "This offer to purchase the property at [Property Address] shall remain valid for acceptance until [Date] at 11:59 PM. If this agreement is not fully executed by all parties by the aforementioned deadline, this offer is automatically rendered null and void without further notice."

✅ STEP 2: SCRIPT YOUR LOCK-IN

Never leave the verbal commitment to chance. Customize the script below. Practice it. Make it your own.

Action Item: Fill in the blanks to create your go-to script.

"Excellent, we have a deal. I'm preparing the contract now. As I mentioned, our offers are valid for [24 Hours] to ensure we can move quickly. That means I'll need the signed copy back by [Time] tomorrow. Can you commit to that timeframe for me?"

🚩 RED FLAG ALERTS 🚩

When a seller gives an excuse, you must have a counter.

If they say: "I need my lawyer/brother/cousin to review it."

You say: "That's smart. That's why our 24-hour window gives them a professional deadline to work against. I'll need their contact info to ensure they have what they need to review it today."

If they say: "I'm too busy for the next few days."

You say: "I understand. Unfortunately, market conditions mean this offer is only available for the next 24 hours. If now is a bad time, I can withdraw the offer and we can perhaps reconnect next week, but I can't guarantee this price will be available then."

✅ STEP 3: EXECUTE THE FOLLOW-UP

Action Item: Log the committed time. Set an alarm. When the time comes, you are not "bothering them"—you are following up on a commitment they made. It is a professional act.

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4. MISSION DEBRIEF: Why You Are Now In Control

By executing this plan, you have fundamentally shifted the power dynamic.

You created URGENCY: The deal has a ticking clock. Procrastination is no longer an option for the seller.

You project PROFESSIONALISM: You operate on clear timelines, not vague hopes. This builds respect.

You filter out FLAKES: A truly motivated seller will have no problem with a 24-hour deadline. An unmotivated or difficult seller will resist. This system exposes them early, saving you time and energy.

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5. FINAL COMMITMENT PLEDGE

Read these and commit to them. This is how you win.

[ ] I will NEVER end a call on a verbal "yes" without getting a specific signing timeframe.

[ ] I will ensure EVERY contract I send has a hard 24-hour Acceptance Clause.

[ ] I will ALWAYS follow up based on the timeline the seller committed to.

[ ] I will view seller stalls not as roadblocks, but as opportunities to re-establish control and professionalism.

You now have the strategy and the tools. Go execute.

Need more prospects for your sales team? Prexium gives your reps the fuel to hit their targets. See how it works 👉

The Cowboy Marketer⁠

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