Role Guide: Acquisitions Manager

What this role is

The acquisitions manager turns a qualified seller into a signed purchase agreement at a price that works for everyone: the seller gets a fair, certain, simple sale, and the client keeps enough margin to resell or assign the contract.

On many Narqix campaigns, the client or a US-based closer makes the final offer call, and the Narqix team member works as an acquisitions assistant: pulling comps, estimating repairs, preparing offers and contracts, and following up. On others, the Narqix specialist runs the full call. This page covers both. Your campaign will tell you which parts you own.

What you own

• Preparation: comps and ARV (After Repair Value), the repair tier, the MAO (Maximum Allowable Offer) and an offer range, before every appointment.
• The offer conversation: confirming the facts, running the approval holds, presenting the approved number, and negotiating within the client's approved range.
• The agreement: sending the purchase agreement through the e-signature tool, walking the seller through it in plain English, and answering every question.
• State compliance before signing: completing the client's Market Compliance Card for that state (license or registration, required disclosures and their timing, cancellation rights, recording rules).
• Handoff to TC and Dispositions on the same day the contract is signed.
• Post-offer follow-up on sellers who said "not now", or handing them back to the Lead Manager.

You do not own: going above the client's approved number, changing contract terms without approval, giving legal or tax advice, or promising things the client has not approved (for example a closing date the title company cannot meet).

Your tools (generic)

• CRM with the lead record, notes and appointment history.
• Property data and comps source used by your client (an MLS feed, a property data platform, or public records).
• Repair estimating table (see Repair Estimating) and the offer calculator (see Making Offers).
• E-signature tool for sending the purchase agreement.
• Phone, video call link and email.
• Scripts: the Offer Call, Contract Walkthrough and Retail Partnership Option scripts in the Script Library.

Your daily rhythm

Block	What you do
Start of shift	Check in with your campaign's method, start your tracker. Review today's appointments and every brief from the Lead Manager.
Underwriting block	For each appointment: pull comps, set ARV, choose the repair tier, calculate MAO and the offer range. Get approval from the client if your campaign requires it.
Appointment blocks	Run offer calls or prepare the client for theirs.
Contract block	Send agreements, walk sellers through them, collect signatures, complete the Market Compliance Card.
Handoff block	Hand every signed deal to the TC and Dispositions the same day.
Follow-up block	Call sellers who are "thinking about it" at the agreed time. Return "not now" leads to the Lead Manager with a note.
End of shift	CRM updated, end-of-shift report sent, check out.

The offer conversation in seven steps

The words are in the Offer Call script in the Script Library. This is the structure and the reasoning.

1. Reconnect. Thank them for their time, remind them who you are and who you represent. Confirm everyone who must decide is present.
2. Confirm the story. Repeat their motivation and timeline in your own words. "So if I understood right, the main thing is..." This shows you listened.
3. Confirm the condition. Go through roof, HVAC, plumbing, electrical, foundation, kitchen, baths, floors. Ask, "Is there anything about the house I have not asked that you would want a buyer to know?"
4. Explain how the number is built. Use three simple numbers: what similar fixed-up homes sell for (ARV), what the repairs will likely cost, and the costs and margin an investor needs. Use real comps.
5. Present the offer, then stop talking. Give the number or a narrow range. Silence is respectful; it gives the seller time to think.
6. Listen to the counter and move in small, staged steps. Get their number and their commitment, put them on hold, and come back with a small step up from the approver. Never negotiate live. Move only within the client's approved range.
7. Agree, then guide. When you agree on a price, send the agreement, walk through it together, and explain what happens next: title, timeline, the TC's first call.

Explaining the numbers: an example

You: "Let me show you how we got here, so it makes sense. Homes like yours that are fully updated have been selling for about 250,000 in your neighborhood. I can send you the three sales we used. Based on what you told me, the kitchen, both bathrooms and the furnace need replacing, and that kind of work usually runs about 50,000 for a house this size. Then an investor has costs to hold it, insure it, and sell it, and needs some profit for the risk. That is how we arrive at an offer of 103,000, as-is, and we cover the normal closing costs."

Why it works: the seller sees the logic, not just a low number. Facts build trust.

Negotiating

Narqix negotiators are calm, curious and in control of the process. These are the tools, used together, in the order of the Offer Call script.

Skill	What it sounds like
Mirroring (repeat their last few words, as a gentle question)	"You need 180?" then pause
Labeling (name the feeling you hear)	"It sounds like you're worried about leaving money on the table."
Open "what" and "how" questions	"How did you arrive at that number?" "What would make this feel fair to you?"
Show the logic	ARV, repairs, costs, with the comps
Small steps	Move in small increments, each tied to a reason or a give (for example a faster close, or the seller leaving unwanted furniture)
Conditional agreement	"If they can come up to 108,000, are you ready to move forward right now?"
Approval or denial frame	"By the end of this call, you'll have an approval with an offer, or a denial with the reason why."
Approval holds	"Everything goes back to the team now. I'm putting you on a quick hold to see if the property is approved." Two holds before the number
The approval moment	"Congratulations, your property was just approved for purchase. Let me walk you through what they approved."
Authorized number	"This is what they've authorized me to spend. I'm on your side. The hard part is over."
Staged moves through the approver	"Where do you need to be to walk away happy? Is that the best you can do so I can let them know?" Then hold, and come back a small step up
Address the pain, then solve it	Remind them what waiting costs them, in their own words, then show how the sale ends it
Timed agreement send	Seller opens the inbox first; send when they say "I don't see it yet"
Respecting time	"Take the time you need. Can we talk again Thursday at 6?"

When cash does not work: the Retail Partnership Option

Sometimes the seller's house is in good condition and in a good area, and the cash offer is far below what they need. If your client offers it, the Retail Partnership Option (often called a novation-style agreement in the industry) may help:

• The client partners with a licensed real estate agent to sell the home on the open market to a retail buyer.
• The client may handle repairs and preparation at its own cost, under a written agreement.
• The seller agrees to a longer timeline (often 60 to 120 days) and to give access for photos, inspections and showings.
• The seller nets an agreed amount at closing, usually higher than the cash offer.

Use the pivot: "That isn't the news you were hoping for, but I have an idea." Put the seller on a short hold, come back with the approval, then explain what the seller gets, what they give (time and access), and what happens if the home does not sell. The written agreement must be clear and reviewed with the client's counsel and title company. Use the Retail Partnership Option script in the Script Library.

Before the seller signs: the Market Compliance Card

Several US states now regulate wholesaling (see Calling Compliance for Real Estate). Before any contract is countersigned, you or your TC must tick off these five items for the property's state, using your client's instructions and title company guidance:

• License or registration: does this state require one for this deal? Does the client have it?
• Disclosure: is a written wholesale disclosure required? Has it been delivered at the right time (some states require it before signing, one requires it 14 days before)?
• Cancellation right: how many days does the seller have to cancel? Is it written in the agreement?
• Marketing: may Dispositions market this property, and how?
• Recording: may a memorandum of contract be recorded in this state?

Walking through the agreement

• Send it while you are on the phone, so the seller is not alone with a legal document.
• Read each section in plain English. Pause. Ask, "Any questions on that part?"
• Confirm names, property address, price, closing timeline, who pays which costs, the inspection or due diligence period, and the cancellation right.
• If the agreement allows assignment, explain clearly that the client may assign the contract to another buyer. Many states now require this disclosure in writing.
• Tell the seller what happens next: the TC will call within 24 hours, the title company will check the title, and how they will receive their money.

KPIs that matter

Narqix starter targets. Your client's market, price point and lead source will change these. Recalibrate after 4 to 6 weeks.

Metric	Starter target
Appointments with full underwriting prepared beforehand	100%
Qualified appointments that receive an offer within 24 hours	90% or higher
Offer to signed contract	8% to 15%
Signed contracts that close (fallout under 20%)	80% or higher
ARV accuracy (your ARV vs. what buyers and the market confirm)	Within 5% to 10%
Signed deals handed to TC and Dispositions the same day	100%
Market Compliance Card completed before countersigning	100%
Seller complaints about pressure or misleading statements	Zero

Handoffs

You receive from	What
Lead Manager	Booked appointments with a full brief
Cold Callers	Direct-booked appointments (on some campaigns)
Dispositions	Buyer feedback on price and repairs, which sharpens your next offers

You pass to	What	When
TC	Signed agreement, disclosures, seller contact details, key dates, notes on any title issues the seller mentioned	Same day as signing
Dispositions	Deal summary: address, ARV with comps, repair tier, contract price, access details, closing timeline, photos if available	Same day as signing
Lead Manager	Sellers who said "not now" with notes on their objection	Same day

Quality checklist

• Comps, ARV, repair tier, MAO and offer range ready before every appointment.
• All decision makers were present for the offer.
• I explained the numbers with real comps.
• I stayed within the client's approved range.
• Every price move came through a hold with the approver, in small steps.
• Market Compliance Card completed before countersigning.
• I walked the seller through every section of the agreement.
• Same-day handoff to TC and Dispositions.

Common mistakes (and the fix)

Mistake	Fix
Going into a call without numbers	Never take an offer call without comps, tier and MAO ready
Overestimating ARV to win the contract	Dispositions cannot sell it, and the deal dies. Use the Narqix Golden Standard comps method.
Talking too much after the offer	State the number, then wait
Arguing with the seller's number	Ask how they reached it. Show your facts.
Skipping decision makers	The other owner will cancel later. Confirm everyone before the offer.
Bringing up every cost early	Explain the full picture once, clearly, when you present the offer
Forgetting state disclosures	The contract may be void. Complete the Market Compliance Card every time.

Escalation rules

• Before the offer: if the ARV confidence is low, the repair picture is unclear, or the property has unusual features (land, mobile home, multi-family, commercial use), get the client's review first.
• During negotiation: any price above your approved range needs the client's approval. Put the seller on a short hold and get the answer live. If the client cannot be reached, book a call back the same day.
• Immediately: a seller who seems confused, pressured by a relative, or unable to understand the agreement. Stop and escalate. Also: legal threats, title disputes, possible fraud (someone selling a house they may not own).

Check yourself

1. What four numbers should you have ready before every offer call?
2. Name five negotiation tools from this page, and say what you get from the seller before every hold.
3. What are the five items on the Market Compliance Card?
4. When would you suggest the Retail Partnership Option?
5. Which two roles receive a signed deal, and when?

Answers

1. ARV (with comps), repair estimate (tier), MAO, and the offer range.
2. Any five of: mirroring, labeling, open questions, showing the logic, small steps, conditional agreement, the approval or denial frame, approval holds, the approval moment, the authorized number, staged moves, addressing the pain, the timed agreement send. Before every hold: their number, "is that the best you can do," and "if they come up to it, are you ready now?"
3. License or registration, disclosure and timing, cancellation right, marketing rules, recording rules.
4. When the home is in good condition in a good area, the seller needs more than the cash offer, the seller can accept a longer timeline and give access, and the client offers this option.
5. The TC and Dispositions, on the same day the agreement is signed.

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