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The Cowboy Sales Process
The Cowboy Sales Process

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Using Buyer Offers to Negotiate,Build Seller Trust

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To master an advanced negotiation technique for closing deals when your offer is significantly lower than the seller's expectation. This module teaches you how to leverage real-time, third-party buyer feedback to bridge the price gap, justify your number, and build profound trust with the seller, turning a potential "no" into a signed contract.

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1. The Battlefield Scenario

You're on a call with a motivated seller. They need to sell, but they're anchored to a price that's $20,000, $30,000, or even more than your numbers justify. You know that if you just throw out your Maximum Allowable Offer (MAO), they'll feel insulted, the trust will be shattered, and you'll get a dial tone. The lead will be dead.
This is a common kill-or-be-killed moment in wholesaling. Most amateurs lose these deals. This technique ensures you don't. Instead of fighting the seller on price, you will partner with them to discover the true cash-buyer market price for their property, in its current condition.
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2. The Strategy: The "Live Market Test" Close

The "Live Market Test" is a strategic pivot from a direct price confrontation to a collaborative discovery process. You position yourself not as a lowballer, but as a market expert with the ability to get them a real, concrete cash offer backed by your network of buyers.
The Core Concept: You agree to lock the property under contract at or near the seller's desired price, with the explicit understanding that your role is to find a cash buyer. You then present the actual, verifiable offers from your buyers to the seller, using that data to renegotiate to a price that works for everyone.
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3. Execution: Step-by-Step Breakdown

This is a precise operation. Follow these steps without deviation.
Step-by-Step Breakdown
Step 1: Acknowledge Their Price & Frame the Problem
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Step 2: Propose the Partnership & The Solution
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Step 3: Secure the Contract (The Non-Negotiable Step)
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Step 4: Gather Real-World Evidence
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Because you've been transparent throughout the entire process, this conversation is based on facts, not opinions. The seller has seen the proof. You've built trust by showing them, not just telling them.
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4. In-Depth Q&A Analysis

Here are the key operational questions answered in the training session.
Q: "How do I physically show the seller these offers? Do I wait days and risk them signing with another wholesaler?"
Answer: You close them on the very first call. The key is to get the property under contract during that initial conversation, using the strategy outlined in Step 3. You are not waiting days to get a signature. The 72-hour period is for gathering the buyer offers after you already have a signed agreement. You then present the proof by forwarding the actual emails or showing them screenshots of the offers you received from your buyers.
Q: "What price do I put on the initial contract? My lowball offer or their high asking price?"
Answer: You put the seller's desired price (or a price you agree to) on the contract. This is a tactical move. It shows good faith and removes the friction of a lowball offer, allowing you to secure the deal. The negotiation on the final price happens after you present the hard data from your buyers. The initial contract is your key to starting the process.
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5. The Bottom Line: Profit vs. Perfection

This strategy is often used to salvage a deal that would otherwise be lost. Will you make your ideal $20,000 wholesale fee? Probably not. The speaker in the video mentions that on these types of deals, they might only make $5,000.
The Mindset: Making $5,000 is infinitely better than making $0.
This technique is for situations where the seller is inflexible on price without third-party proof. You are trading a larger potential profit for a smaller, highly probable one. It's a strategic choice to turn a dead lead into a closed deal.
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6. Actionable Summary & Key Rules

Rule #1: The Contract is King. Never market a property or begin this process without a signed purchase agreement. This is your leverage and your protection.
Rule #2: Transparency is Your Weapon. The entire strategy hinges on being honest and showing the seller the real-world data. Don't hide your fee; be upfront that you'll make a small spread for your work.
Rule #3: A Small Win Beats a Big Loss. Don't let your ego about profit margins kill a perfectly good deal. Use this technique to add revenue you would have otherwise lost.
Want to boost sales? Start with better leads—start with
The Cowboy Marketer
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