From Expectations to Agreements · The Cowboy Sales Process

To dissect the critical components of a successful novation deal, focusing on mastering seller expectations and deploying the correct legal documentation to maintain control and secure your profit.

This document breaks down their conversation into a battle-tested playbook. Master this, and you'll close deals others can't even get off the ground.

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Part 1: The Expectation Gauntlet - Your First Line of Defense

Your novation deal is won or lost in the first conversation. Setting expectations is a "top three most important thing" for a reason. Failure here is failure everywhere.

Key Insight: Unmanaged expectations are the number one killer of novation deals. A seller who feels surprised or misled will become an adversary. You must front-load all the "bad news"—the walk-throughs, the marketing, the timeline—before they ever see a contract.

War Story: The "No Walkthroughs" Deal-Breaker

Chris mentions a seller who was adamant about "no walkthroughs" but wouldn't budge on price.

The Amateur's Move: Agree to the seller's terms, hoping to figure it out later. This is a guaranteed path to a dead deal, wasted time, and a torched reputation.

The New Move: Hold the line and walk away. The deal was killed because the seller’s demand made the process impossible. He chose to lose a potential deal rather than a guaranteed future headache. Your willingness to walk away is your greatest source of leverage.

Actionable Tactic: The Non-Negotiable Framework

You must separate what is flexible from what is mission-critical. This isn't a negotiation with a car salesman; it's a partnership with defined rules.

HOLD THE LINE (Non-Negotiable):

Access:

You MUST have the ability to get your end-buyer and their inspectors/appraisers through the property. No exceptions.

Pre-Marketing Clause:

You MUST have explicit, written permission to list and market the property across all channels (MLS, Zillow, etc.).

There are no rows in this table

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FLEXIBLE ZONE (Negotiable):

Timeline:

This is where you can give and take. An FHA buyer needs 45-60 days. A cash buyer might close in 14. Your timeline can be adaptable, which is a key selling point for the seller. Use this flexibility as a tool to get what you want on your non-negotiables.

There are no rows in this table

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Part 2: The Paperwork Arsenal - Your Legal Shield

Talk is cheap. The only thing that protects you and controls the deal is the ink on the page. The speakers outline a specific stack of documents designed for maximum control and legal protection (Cover Your Ass).

The Document Stack:

The Document Stack:

Purchase & Sale Agreement:

Column 2

The Marketing Clause:

Column 2

The Authorization Document (AIF/POA/OPOA):

Column 2

The Mission Objective of Your Paperwork:

Column 2

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Part 3: The Two-Offer Takedown - A Masterclass in Framing

This is an advanced technique for presenting your offer that forces a decision and justifies your process. Stop thinking about giving one offer. Start framing it as a choice between two distinct paths.

The Strategy: Present the seller with two cash offers.

Offer A: The "As-Is" Cash Offer:

Terms: Close in 10-14 days, no repairs, no financing, no hassle.

Price: This is your standard lowball wholesale offer. It's significantly lower.

Offer B: The "Market Value" Offer (Your Novation):

Terms: This requires your full process—access for showings, time on the market to find a premium buyer, etc.

Price: This is the much higher price the seller wants.

The Psychological Judo:

You are no longer asking for permission to run your process. You are explaining that the process is the vehicle that delivers their higher price.

When the seller objects ("I don't want people walking through my house"), your response is built-in:

"I completely understand. That's why we have Offer A. It's a lower price, but it comes with zero hassle and a quick close. To achieve the higher price in Offer B, we need to follow the process that attracts top-dollar retail buyers. The choice is completely yours."

You've reframed their objections as the very reason the lower price exists. You've given them control by offering a choice, but you've engineered the choices to lead to your desired outcome. This is how you turn ammunition against you into firepower for you.

Struggling to find consistent deals? Prexium connects you with the opportunities you’ve been missing. Get started now 👉

The Cowboy Marketer⁠

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