How to Present Offers to Sellers · The Cowboy Sales Process

A Step-by-Step Guide to Owning the Conversation and Closing the Deal

Welcome to your interactive training. Complete the exercises in each module to build the muscle memory you need to dominate your seller calls.

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Module 1: The Initial Frame – Seizing Control

Your first 30 seconds determine the entire power dynamic. Let's re-wire your approach from "pleading" to "qualifying."

1. The Qualification Frame

Flip the script. You are the prize, not them.

The Core Script: "Mr. Seller, my goal on this call is to see if your property qualifies for us to purchase it."

📝 Your Turn: Customize Your Opener

Fill in the blanks to make the Niche Specialist frame your own.

"Hi, my name is __________ with __________ (company name). We're a local investment group that purchases around _____ (number) properties a month right here in the __________ (your city/market) area. We stick to our niche, so my goal today is just to see if your property qualifies for our program."

2. The Niche Specialist Frame

You're not a faceless corporation; you're a focused expert. This builds instant credibility.

🧠 Mindset Check: Think about your last difficult seller call. Did you feel like you were chasing them, or were they trying to win your approval? This framework is designed to ensure it's always the latter.

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Module 2: Anchoring the Conversation in Reality

Before you talk numbers, you set the rules. These scripts anchor the negotiation to the unarguable logic of the market.

1. The Trademark Line

This is your shield against "lowball" accusations.

The Script: "Mr. Seller, I want to be upfront. I can only be as fair with you as the market is with me."

2. The "2024 Standard"

This is your engine for justifying renovation costs. You're not buying their house as-is; you're buying its potential after a professional upgrade.

The Script: "Our specialty is buying properties and renovating them to 2024 standards. The offer I can make will reflect the cost to do that."

🧪 Test Your Knowledge!

A seller says, "That's a ridiculous offer!" What's your first response?

A) "I'm sorry you feel that way, let me see if I can go higher."

B) "Well, that's the best I can do, take it or leave it."

C) "I understand. As I said, I can only be as fair with you as the market is with me. My offer has to account for getting the home to 2024 standards."

(Answer: C is the strongest response, as it reinforces your frame without being defensive or aggressive.)

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Module 3: The Zillow Takedown

This is the most common objection you'll face. Don't just counter it—destroy its credibility entirely.

🗣️ Field Practice: Role-Play Scenario

A seller hits you with the classic line: "This is all very interesting, but Zillow says my house is worth $250,000, and you're way below that."

Write your exact response in the box below using the 4-part takedown method (Financial Failure, Business Model, Flawed Methodology, Direct Challenge).

Your Response:

_________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________________

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Module 4: The Polite Teardown (The "Car Dealer" Method)

Now you transition from the "why" to the "what." This is how you systematically itemize the property's flaws without offending the seller.

The Analogy: You're like a car dealer inspecting a trade-in. You're not insulting their car; you're professionally assessing the cost to make it front-lot ready.

✅ Your Turn: Build Your Inspection Checklist

Here are the basics for your teardown questions. Add three more that are specific to your market (e.g., termite damage, foundation issues, galvanized plumbing).

[ ] Age of Roof?

[ ] Age of HVAC?

[ ] Kitchen Condition (Cabinets, Counters)?

[ ] Flooring Condition?

[ ] Bathroom Condition?

[ ] _____________________?

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Module 5: The Psychology of the Close

Great closers aren't born; they are made. They understand that closing a deal is about building a ladder of "yes" agreements.

The Tactic: Secure micro-commitments throughout the call. The more they say "yes" to small things, the easier it is to get a "yes" on the final price.

The Checkpoint Question: After every key explanation, you must ask: "Does that make sense?"

📝 Your Turn: Reframe the Statement

Re-write the following sentence to include a checkpoint question.

Original: "So after we buy the house, we have to spend about $40,000 on a new kitchen and roof."

Your Reframed Version: _________________________________________________________

(Example Answer: "So our team is projecting about $40,000 in costs for the new kitchen and roof just to get it to market standard. Does that make sense?")

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The Golden Rule of Workflow ❌

This isn't a suggestion; it's a command. Violating it is the #1 way amateurs waste time and lose money.

THE RULE: NEVER, EVER COMP A PROPERTY BEFORE YOU SPEAK TO THE SELLER.

✍️ Your Commitment Pledge

This is non-negotiable. Type the phrase below to lock it in.

"I will not comp before contact."

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The Cowboy Marketer⁠

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