Why would a seller agree to this

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The Art of the Novation: Why Sellers Say 'Yes' to the Deal You're Ignoring

Objective: This document deconstructs a high-level sales strategy for getting sellers to agree to Novation deals. This is for the deals you’re currently throwing away—the ones with motivated sellers who won't accept a lowball wholesale offer but still need a solution. We will dissect the seller's psychology and provide a battle-hardened framework to pitch the Novation not as an option, but as a premium, "white-glove" service they'll be thrilled to qualify for.

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Part 1: The Core Problem & The Seller's Mindset

Why would a seller agree to a Novation deal instead of just listing their property with a realtor for top dollar? The answer lies in their unique personal situation. You are not dealing with a typical seller.

The Traditional Seller vs. The Novation Candidate:

Traditional Seller: Wants to maximize profit. They will endure the hassles of cleaning, staging, interviewing multiple realtors, and vacating for showings. This is the path to the most money, but also the most effort.

The Novation Candidate: Prioritizes convenience, speed, and certainty over squeezing every last penny out of the sale. They are actively looking for an alternative to the traditional process due to a personal situation.

Decoding the Novation Seller's Psychology:

These sellers are trapped in a frustrating middle ground.

They Have Unrealistic Expectations:

They want the convenience of a cash sale (no repairs, no showings, no fees) but the price of a full retail sale. They believe the "right" buyer will meet their high price.

They've Been Burned by Amateurs:

Before they get to you, they've likely been bombarded by inexperienced wholesalers. The presenter describes them perfectly:

"They're on their grandma's couch eating Fritos... they watched a couple of YouTube videos and bam... they're a professional wholesaler."

These amateurs make insulting 50-cents-on-the-dollar offers, wasting the seller's time and reinforcing the idea that "investors" are just sharks.

They Are Frustrated and Ready to Give Up:

After being bounced around, they're on the verge of throwing in the towel. They are seeking a real solution, but their experience has taught them that one doesn't exist.

There are no rows in this table

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⚠️This is where you enter. Not as another wholesaler, but as a high-level problem solver.⚠️

Part 2: The "White Glove" Pitch: A Masterclass in Framing

Your success hinges on one thing: framing. You are not simply presenting an offer; you are providing an exclusive, curated experience.

Cards

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Step 1: Establish the Foundation - Qualification & Scarcity

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Step 2: Deploy the "White Glove" Narrative

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Step 3: The Reality Check (The "Moral Obligation" Frame)

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Step 4: Assume the Close

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Part 3: Summary & Key Takeaways

The sellers who agree to Novation deals do so because you solve their specific problem in a way no one else can. They will accept a price that is less than full retail because you are offering a level of convenience, certainty, and professionalism that is invaluable to them.

Actionable Playbook:

Identify the Candidate: Look for motivated sellers who won't accept a deep wholesale discount but are fed up with the traditional process.

Shift the Frame: You're not an investor; you're a solutions provider. This isn't an offer; it's an exclusive program they have the good fortune to qualify for.

Use "White Glove" Language: Constantly reinforce the idea of a premium, hands-off, concierge-level service.

Educate with Data: Use real cash comps to manage expectations and build trust. Frame it as your "moral obligation" to protect them.

Assume the Close: Lead them confidently to the finish line. Don't ask for permission; tell them how excited you are that they were approved.

By mastering this approach, you will close the deals everyone else is leaving on the table. You are not just getting a contract signed; you are creating the perfect outcome for a seller in a tough situation. That is a service worth paying for.

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

The Cowboy Marketer⁠

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