Deal Presentation Call to Buyers

The idea behind this call

Investor buyers hear many pitches. Most are long, exciting and vague. The buyers with real money respond to the opposite: short, specific and checkable. Your job is to give them the facts they need to make a decision, in the order they think about them:

1. Does it fit me? (area, type, rehab level, price range)
2. Do the numbers work? (price, ARV, repairs, their profit)
3. What are the terms? (assignment, deposit, closing date, costs)
4. Can I see it, and by when must I decide? (access, deadlines)

Present in that order. Every time.

Before you dial

• Client approval to market this property, and the Market Compliance Card checked for its state
• Deal sheet open: address, beds, baths, square feet, year built, lot, occupancy, rehab tier, photos link
• Your numbers: assignment price, ARV with three comparable sales (address, date, price, square feet), repair estimate
• Terms from your client: EMD amount, deadline and refund terms, who pays closing costs, closing date, title company, inspection or walkthrough rules
• Access plan: walkthrough dates and times, how entry works (see the Showing and Access Coordination script)
• Best-and-final offer date for this deal, and the VIP release date (48 hours before the full list)
• Buyer profile open: buy box, rating, proof of funds status, how they like deals presented
• Recording disclosure ready

Worked example deal (use for practice)

Item	Detail
Property	(PROPERTY ADDRESS), 3 beds, 2 baths, 1,450 square feet, built 1978
Occupancy	Vacant
Rehab tier	Full Cosmetic: kitchen, both baths, floors, paint, light fixtures. Roof 6 years old. Heating and cooling 12 years old, working.
Repair estimate	About 50K (Full Cosmetic, 1,000 to 1,500 square feet row of the Repair Estimating table)
Comparable sales	280K, 286K and 292K, all updated 3-bed homes within half a mile, sold in the last 5 months
ARV	About 285K
Assignment price	165K
EMD	(EMD AMOUNT), due within (EMD DEADLINE) of signing, held by (TITLE COMPANY)
Closing	On or before (CLOSING DATE)

The buyer's flip math (show it, don't hide it):

Line	Amount
Purchase price	165K
Closing costs (example, if buyer pays both sides)	4K
Repairs	50K
Holding costs for 5 months (taxes, insurance, utilities, loan interest at about 1.5K a month)	7.5K
Selling costs (about 8 percent of ARV)	22.8K
Total cost	249.3K
Estimated profit at 285K resale	About 35.7K

For a rental buyer: all-in cost about 219K (price, closing costs and repairs). Expected rent about 1,850 a month, or 22,200 a year before expenses. That is about 10.1 percent gross yield on cost.

These are example numbers. Always use your client's real figures, and never present an estimate as a guarantee.

The flow

Stage 1: Open and connect to their buy box (30 seconds)

You: Hi (BUYER NAME), it's (YOUR NAME) with (COMPANY NAME). This call may be recorded for quality. You: I have a deal that matches what you told me you buy: (ZIP CODE), three bedrooms, Full Cosmetic. Do you have three minutes?

Why it works: the buyer hears in ten seconds that this call is about their buy box, not a random blast.

If they say "Not now"

You: No problem. I'll text and email the details now and call you back at (TIME). Just so you know, VIP buyers have this one for 48 hours before it goes to our full list, and best and final offers are due (OFFER DEADLINE).

Stage 2: The snapshot (1 minute)

You: It's at (PROPERTY ADDRESS). Three beds, two baths, about 1,450 square feet, built in 1978. It's vacant. You: It needs a Full Cosmetic rehab: kitchen, both baths, floors, paint, fixtures. The roof is about six years old, and the heating and cooling is about twelve and working. You: I just sent you the photos and deal sheet by (CHANNEL). Can you see them?

Why it works: condition first, plainly, so the buyer trusts the numbers that follow.

Stage 3: The numbers (2 minutes)

You: The price is one hundred sixty-five thousand. 165K. You: For ARV, we used three updated three-bed sales within half a mile in the last five months: 280K, 286K and 292K. So we're estimating about 285K. You: Repairs at Full Cosmetic, about 50K. You: If you flip it, after holding and selling costs, the estimated profit is about 35K. The full breakdown is on the deal sheet. Please check it against your own numbers.

Why it works: you give the source of every number and invite the buyer to verify. Confident buyers buy from confident, transparent sellers.

Stage 4: Is it a fit? Then the process (1 to 2 minutes)

First, ask for the decision on interest.

You: So, (BUYER NAME), based on all the details and the photos, is this one you'd be interested in?

If they say no

You: Is it because of the price? The location? The condition? You: Okay, I totally understand. Hopefully we can work on a deal together in the future.

Note the reason in the CRM. Use it to match the next deal.

If yes, explain the process. Say it the same way on every call, so every buyer hears the same deal.

You: Great. Let me go over our process with you really quick. You: We are direct to seller on every one of these deals, and we file a memorandum to protect our interest and our buyer's interest, to make sure it gets to the closing table. You: These are all assignment contracts. That means we assign our purchase agreement with the seller over to a cash buyer. The price you pay is 165K, which includes our assignment fee. You: These are all cash, as-is deals. You: We like to get all the interested parties out to the property, and then we accept the best and final offer. We don't get into bidding wars. You: Once we accept an offer, we send the assignment contract, and the earnest money is due within 24 hours of signing. If the earnest money isn't deposited, we simply go to our next best offer and move forward with them. The earnest money on this deal is (EMD AMOUNT), held by (TITLE COMPANY). You: The earnest money is only refundable if we can't deliver the property vacant or with a clear title. And on assignment contracts, the buyer pays both sides of the closing costs. You: Closing is on or before (CLOSING DATE).

Why it works: the buyer hears exactly how the deal runs, and that slow money loses the deal to the next buyer. Serious buyers like clear rules.

Stage 5: Access (30 seconds)

You: We're holding walkthroughs on (WALKTHROUGH DATE AND TIME 1) and (WALKTHROUGH DATE AND TIME 2). Which works for you? You: You're welcome to bring a contractor. Please don't contact the owner or neighbors directly. All questions come through me.

Stage 6: Best and final (30 seconds)

You: We're getting everyone out to the property on (WALKTHROUGH DATE), and best and final offers are due by (OFFER DEADLINE). You're seeing this as a VIP, 48 hours before it goes to our full buyers list.

Why it works: a clear date and a head start create urgency without a bidding war.

Stage 7: The close (30 seconds)

You: Would you like to set up a time to walk the property and put an offer in? Them: Yes. You: Awesome. Let me set that up for you and get you out to the property.

If they want to walk it

You: Great. I'll book you for (WALKTHROUGH DATE AND TIME) and text you the access details the day before. If you like it, I'll need your offer and proof of funds by (OFFER DEADLINE).

Book it in the calendar and follow the Showing and Access Coordination script.

If they want to offer now

You: Great. What price and closing date are you offering? You: I'll take that to (DISPO MANAGER NAME). If it's accepted, I'll send the assignment agreement through our e-signature tool. Do we have current proof of funds on file for you?

Never accept an offer yourself unless your client gave you that authority in writing.

If they pass

You: Thanks for being direct. So I send better deals next time, was it the price, the location, or the condition?

Log the reason. A pattern of "price too high" from A buyers is important feedback for your client.

Stage 8: Locking in an accepted offer

When your client accepts the buyer's offer:

You: Good news, (BUYER NAME). Your offer is accepted at (ACCEPTED PRICE). You: I'm sending the assignment agreement now from (COMPANY NAME). The title company will send you the deposit instructions. Please call them on their published number to confirm the wiring details before you send anything. You: The earnest money is due within 24 hours of signing. If it isn't in, we go to the next best offer. Can you confirm you'll have it in by (EMD DEADLINE)?

Then:

• Assignment agreement sent and signed
• Title company has the buyer's contact details and the signed assignment
• EMD receipt confirmed by the title company (not by the buyer's word)
• Transaction Coordinator updated the same hour
• Other interested buyers told politely that the property is under contract (see the Dispositions Messaging Pack)
• Backup buyer noted, in case the first buyer does not deposit on time

Buyer objections

Use the STEP Method from the Objection Handbook: Settle, Test, Explain, Propose. Each toggle gives a short, confident answer and the question that moves forward.

"The price is too high."

What it really means: Their numbers show a smaller profit than they want, or they are negotiating.

You: Fair. What price would work for you, and how did you get there? You: If you share your numbers, I'll take them to (DISPO MANAGER NAME). Which part of our math do you see differently: ARV, repairs, or costs?

Move it forward:

You: If we could meet at (COUNTER PRICE), would you sign the assignment today, with proof of funds?

Only mention a counter price your client approved.

"Your ARV is too high."

What it really means: They found different comparable sales, or they think the comps are better homes.

You: Thanks for checking. Which sales are you using? Send them over, and I'll compare them with ours. You: Our three comps are all updated three-beds within half a mile, sold in the last five months. If yours are closer or more recent, I want to know.

Move it forward:

You: If the ARV were (BUYER ARV), what price would work for you?

If the buyer's comps are genuinely better, tell your client. A wrong ARV hurts every buyer you send it to.

"Your repair estimate is too low."

What it really means: They see more work in the photos, or they price labor differently.

You: That's possible. Which items do you think we missed or underpriced? You: The best way to know is to walk it with your contractor. Can you come on (WALKTHROUGH DATE)?

Move it forward:

You: After the walkthrough, could you send me your repair number? If it's very different, I'll take it to (DISPO MANAGER NAME).

"Will the seller take less?"

What it really means: They want to know if there is room in the price.

You: Our contract price with the owner is fixed. What can sometimes move is our assignment price. Put in your best and final offer, and I'll present it.

Never share the seller's private situation (debts, divorce, health) with buyers. It is not yours to share.

"Can you give me the seller's contact? I'd like to talk to them."

What it really means: They want to go around you, or they want more information about the property.

You: I can't share that. The owner is under contract with us, and all questions come through me. What would you like to know? I'll get the answer for you.

"I can't make the walkthrough. Can I just buy it based on photos?"

You: You can, if you're comfortable. Most buyers prefer to see it. If you buy without walking it, you're buying as-is based on the photos and our description. Would you like a second walkthrough time instead?

Never pressure a buyer to skip the walkthrough. A buyer who feels surprised after closing becomes a former buyer.

"Can I bring an inspector?"

You: You're welcome to bring a contractor or inspector during the walkthrough window. The deal is sold as-is, so the inspection is for your own planning, not a condition of the sale, unless the agreement says otherwise.

Check your client's terms. Some assignments allow an inspection period; most do not.

"The deposit is too high" or "Why is it non-refundable?"

You: The deposit protects the seller and us while we hold the property for you. It's only refundable if we can't deliver the property vacant or with a clear title. Is the amount the issue, or the timing?

Never change the deposit terms without your client's approval.

"Can I use a lender or hard money?"

You: You can, as long as you can close by (CLOSING DATE). Does your lender need an appraisal, and how many days do they need to fund?

If the lender's timeline does not fit the closing date, say so now. A missed closing hurts the seller.

"Can you hold it for me for a few days?"

You: I can't hold it without a signed assignment and deposit. Other buyers are looking at it, and it goes to our full list in 48 hours. If you're serious, the fastest way to secure it is to sign and send the deposit.

"Is the title clear?"

You: The title company, (TITLE COMPANY), is running the title search. I'll share what they report. The agreement explains what happens if a title problem can't be fixed.

Never say "title is clear" unless the title company has confirmed it in writing.

"If it's such a good deal, why don't you fix it yourself?"

You: Fair question. Our business is finding and contracting deals, not renovating them. We make our fee, and you make the rehab profit. That's the model.

After the call

Log the call in the CRM the same day:

• Deal: property address and deal ID
• Buyer: name, rating
• Result: Walkthrough booked, Offer received, Thinking (callback set), Passed
• If offer: price, closing date, funding type, proof of funds status
• If passed: reason (price, ARV, repairs, location, condition, timing) in their words
• Next step: what, who owns it, date and time

Update the deal's buyer activity summary so your client sees interest at a glance: calls made, walkthroughs booked, offers received, highest offer.

The KPIs for this call

KPI	What it tells you
Matching buyers called per deal	Whether your buy box data is good
Walkthroughs booked per deal	Whether the presentation is clear and the price is realistic
Offers per deal	Overall market response
Days from contract to accepted buyer	Speed of dispositions
EMD received on time	Quality of buyers you choose
Assignments that close	The only number that pays everyone

Common mistakes

1. Leading with excitement ("this one's a home run") instead of facts.
2. Hiding the assignment or the fee until the paperwork.
3. Skipping the process explanation, so the buyer is surprised by the 24-hour earnest money rule or the closing costs.
4. Defending an ARV you cannot support with comps.
5. Sharing the seller's personal situation with buyers.
6. Letting buyers contact the seller or tenants directly.
7. Not confirming the deposit with the title company.

Check yourself

1. In what order do you present a deal, and why?
2. Explain the process in your own words: who files the memorandum, when the earnest money is due, what happens if it is late, and when it is refundable.
3. What must you check before presenting a property in South Carolina?
4. Who gives the buyer wiring instructions, and how should the buyer confirm them?
5. A buyer asks for the seller's phone number. What do you say?

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© Narqix Academy