Recap

⁠

ATTENTION: This is not a sales script. This is a weaponized system for controlling a negotiation from the first word to the signed contract. Amateurs beg for deals; professionals manufacture them. Your mission is to internalize this system, guide the seller on a journey where your offer is the only logical destination, and close the deal. Stop letting sellers dictate terms. Seize control, deploy your anchors, and win.

⁠

Module 1: The Setup - Seize Control of the Frame

Your first move dictates the entire game. Amateurs stumble in, ask about the house, and blurt out an offer. This is a surrender. It places the seller in control and forces you to negotiate against their fantasy number. We don't play that game. We control the frame from sentence one.

Rule #1: No Address, No Price. (Non-Negotiable)

Do not start the conversation by confirming the seller's address or asking what price they want. This immediately cedes control. You are the expert, and the expert leads.

The Begining

The Begining

Step 1: Establish Unquestionable Credibility

Column 2

Step 2: Deploy Information Strategically

Column 2

⁠

Module 2: The Anchor - Deploying Low Comps to Define Reality

This is where the psychological battle is won. You will introduce the lowest, most relevant comparable sales (comps) first to set a powerful, low psychological anchor. This anchor becomes the foundation of the entire negotiation.

Anchor

Anchor

Step 1: Lead with Similarities ONLY

Column 2

Step 2: Introduce Your First Anchor Comp

Column 2

Step 3: Reinforce with a Second, Lower Anchor

Column 2

⁠

Module 3: Handling the Inevitable Pushback

The seller will react. "I would never take $143,000!" This is not a problem; it is a predictable part of the system. Your job is to absorb the frustration and maintain frame control.

The Core Tactic: Agree and Deflect

Do not argue. Do not defend the number. Validate their feeling and immediately deflect responsibility to a higher authority: the market and your company's process.

The "Above My Pay Grade" Script: "Hey, that's perfectly okay, Mr. Seller. And honestly, I want to make sure I'm not speaking above my pay grade, because I'm not the one who makes the final decision on the numbers. My role is to gather the facts of the neighborhood—this is data that isn't publicly available, showing what other investors have actually paid recently—and present it to the team."

This script is your shield. You are no longer the adversary; you are a helpful insider providing them with exclusive data. The market is the bad guy, not you.

⁠

Module 4: The Logic Offensive - Justifying the Math

After setting the emotional anchors, you appeal to cold, hard logic. You must reverse-engineer an investor's profit-and-loss statement, so the seller understands the brutal reality of the business.

The Reality of All-In Costs

Assume a property has an After Repair Value (ARV) of $350,000. Break down why an investor can't pay anywhere near that number.

"Let's just say for a moment your house, fixed up like new, is worth $350,000. An investor has to work backward from there.

Renovation: It's not hard to spend $60, $70, even $80 thousand to get a house to top-of-market condition.

Profit: Then, they have to build in a profit margin for their risk and effort.et a house to top-of-market condition.

Double Closing Costs: They pay closing costs when they buy it from you, and again when they sell it.

Double Realtor Fees: They pay commissions for both agents when they sell.

Financing & Risk: They have hard money loan costs and are carrying all the risk if the market shifts.

When you factor in all those costs, for a house that sells for $350k, the purchase price has to be somewhere below $200,000. It's not an insult; it's just the business math."

You have now made your offer range the only possible outcome of an undeniable mathematical equation.

⁠

Delivery Phase

Module 5: Advanced Warfare - Scorching the Earth on Fantasy Offers

Your biggest competitor isn't another professional; it's a fantasy offer from a novice wholesaler or an unethical operator. Your mission is to destroy the seller's belief in this fake offer before it destroys your deal. This is not "dirty." This is an ethical obligation to protect the seller from being financially and emotionally devastated when that fantasy offer inevitably collapses.

Delivery Phase

Delivery Phase

Step 1: Acknowledge and Validate

Column 2

Step 2: Introduce Skepticism Through Probing Questions

Column 2

Step 3: Educate and Empower

Column 2

Step 4: Present Your Certainty

Column 2

⁠

Module 6: The Endgame - Creating the Two-Path Dilemma

Once the fake offers are scorched from the earth, you collapse the seller's world into two distinct and undesirable choices. This tension is intentional. It creates the vacuum your ultimate solution will fill.

Path A: The Lowball Cash Offer

This is your traditional, fast-cash offer. It provides speed and certainty but at a significant cost to their equity.

Path B: The Full Retail Nightmare

This is the agonizing process of listing with an agent. You must paint a vivid picture of the pain.

The Pain Points: The hassle of hiring an agent, paying for your own renovations, the endless parade of strangers during showings, months of market uncertainty, and the risk of buyer financing falling through at the last minute.

The Golden Rule: Hold the tension. Let them sit with the discomfort of their two bad options. NEVER lead with your final numbers or solution. You are an expert consultant guiding them to the best outcome. This build-up is non-negotiable for successfully closing high-margin deals like novations.

If you’re looking for novations, Prexium is where you’ll find the right leads to close more deals.Start today👉

The Cowboy Marketer⁠

⁠

Want to print your doc?
This is not the way.

Try clicking the ⋯ next to your doc name or using a keyboard shortcut (

CtrlP

) instead.