Great negotiating off-market deals is mostly preparation: you earn the right to ask for a discount by creating certainty, speed, and simplicity for the seller.
Negotiation principles that work
- Ask questions before offering (“Why now?” “What would a perfect closing look like?”).
- Separate price from terms (often you can win with terms).
- Use two-option offers (fast/lower vs flexible/higher).
- Follow up consistently—motivation changes over time.
Simple phone script
“Hi [Name], I’m buying a couple rentals in [area] and I wanted to see if you’d consider an offer on [address].”
“If you ever sold, what would you want to happen with the tenants and timeline?”
“If I could close on [date] and make it easy, what price would you need?”
Two-option offer template
- Option A (fast, lower): close in 14–21 days, buyer covers most costs, minimal repairs.
- Option B (higher, flexible): close in 45–60 days, seller can leave items, rent-back if needed.
When they ask “What’s your best offer?”
“I can give you my best offer after a quick walk-through and understanding what’s most important to you—price, speed, or convenience. Which matters most?”
Next
You’re on the last topic.