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7 Actionable Ways to Achieve a Comfortable Retirement

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Reframe the Seller Conversation With Two Offers

Always present two options to sellers — it changes the negotiation psychology.

If you’ve been in this business for a little while, you’ve noticed something: sellers don’t always pick the best offer — they pick the one that feels like the right choice. And feelings are surprisingly easy to steer.

One of the simplest ways to do that is what I call The Two-Offer Technique.

No Jedi mind tricks, no manipulation, nothing shady — just presenting the seller with two different solutions instead of one.

Why?

Because when you offer one choice, the seller evaluates you.

When you offer two choices, the seller evaluates the choices — and that keeps you in the conversation.

Here’s how it works.

1. Always Give a “Fast & Simple” Option

This is your clean, as-is, no-repairs cash offer.

• No inspections

• No contingencies

• No appraisals

• No drama

• No calling their cousin who once watched three seasons of HGTV

This option should prioritize speed and convenience, not top dollar. You’re buying certainty, and certainty costs money.

2. And Give a “More Money, More Time” Option

This is the offer where they can get closer to retail, but only if they’re willing to:

• Be flexible on terms

• Do minor repairs

• Accept a slightly longer closing timeline

• Let your contractor measure things without stepping over six laundry baskets

You’re not pressuring them — you’re giving them agency. Sellers love agency.

3. What Happens Psychologically

Here’s the magic:

With one offer:

They ask, “Do I like this investor?”

(And let’s be honest, sometimes the answer is “no” before you open your mouth.)

With two offers:

They ask, “Which one of these works best for me?”

See the difference?

You shift the seller’s brain out of “accept/reject” mode and into “compare/choose” mode.

Your odds of landing the deal jump dramatically — often without adjusting the numbers.

4. Why It Works So Well

Because sellers fall into one of three categories:

1. They want speed → they choose the Fast & Simple option.

2. They want more money → they choose the More Money, More Time option.

3. They can’t decide → and indecision is your best friend, because you’re the only buyer giving them options.

Two offers make you the problem-solver — and when you solve problems, people give you houses.

5. When Not to Use It

Rare situations:

• “We already have twelve offers” — skip the dance and go straight to your best workable number.

• “We want full price as-is” — leave the paperwork and run.

Most of the time, present at least two offers. It shows professionalism, it lowers tension, and it reframes the negotiation.

Bottom Line

If you show up with only one option, you’re putting all your chips on a single bet.

If you show up with two, you’re inviting the seller to participate in the solution — and that’s what changes everything.

Want to win more deals? Present two offers. Every time.

You don’t need to be an expert negotiator. Four easy-to-understand and remember principles will help you be better in business - and in life. Take the Negotiation Course designed for busy people like you. Negotiate better by Friday. Just $19.

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