Stop Freezing Up: Fear’s Bleeding Your Wallet Dry
Listen, the second you start sweating bullets about making an offer, you’ve already lost the deal. This business doesn’t pay crybabies. Every time you let fear talk you out of putting a number on the table, you’re basically handing your payday to someone else. Nobody remembers the wholesaler who “almost” made an offer. The winners? They’re the ones who show up, spit out their number, and deal with the pushback like a pro. Fear isn’t just a feeling — it’s a profit killer.
You’re the Product — The Paper’s Just the Receipt
Yeah, we talk about contracts and numbers, but here’s the truth: they’re buying YOU. Your confidence, your trust factor, the way you carry yourself. If they think you’re sketchy or they don’t trust you, your offer could be gold and they still won’t touch it. This isn’t just wholesale real estate — it’s personal real estate business. Sellers need to believe you’re the one who can actually solve their problem.
“John the Beach Bum” — How to Blow a Deal Before You Even Open Your Mouth
Let me paint you a picture. I had this intern, we’ll call him John, who thought Friday-night shots were more important than a Saturday-morning probate meeting. Shows up smelling like a keg, rocking flip-flops and board shorts, for a meeting with multiple heirs and the personal rep. Guess what happened? She was furious — like, vein-in-the-forehead mad — and shut him down before he even got to the pitch. That deal could’ve been DOA if I didn’t step in.
The $13K Smack in the Face
I picked up the phone, smoothed it over, and got the deal signed in under 48 hours without even stepping foot in the house. That one saved wholesale real estate deal was worth over $13,000. John almost lit it on fire because he thought “casual” meant looking like he wandered in from a beach bonfire. If people think you’re not serious, they won’t be serious about signing your contract.
It Ain’t Just About the Price Tag — It’s About the Pain You Fix
Newbies think this whole game is just throwing out the right number. Wrong. Price is just one piece of the puzzle. Sellers are people with problems, and sometimes solving those problems means more than squeezing every dollar out of the market value. Someone in foreclosure might just want the cash to breathe again. Someone in a nasty divorce? They just want it over yesterday. This is about listening, spotting the real pain point, and using your offer to make it disappear.
What a Real “Motivated Seller” Looks Like in the Wild
Forget the dreamers who toss their house on the market just to see what bites. A motivated seller is someone staring down a real problem and needs out fast. They’re not just looking for attention; they’re looking for cash buyers who can make a quick sale happen. They might be facing foreclosure, an inherited home they don’t want, or major cost issues from sitting on a vacant property. These are the property owners who’ll trade some market value for speed and certainty — and that’s where your wholesale real estate seller script needs to hit right.
Spotting Motivation Before You Burn Gas Driving Across Town
You can generate motivated seller leads without chasing every bad address in the real estate market. Look for the clues:
- Vacant property that’s bleeding taxes and insurance — owners want those costs gone.
- “As-Is” listings on the multiple listing service — they’re telling you straight up they won’t do repairs.
- Sellers mentioning life problems — job transfer, overdue bills, or divorce — all classic signs you’ve got a motivated seller who’s open to a real conversation about purchase price.
Reading the Hidden Signals in the Numbers
Sometimes the listing is screaming desperation without the seller even realizing it. Priced way under market value? Multiple price drops in a few weeks? High days on market count? That’s your cue that they’re tired of waiting and more open to closing deals quickly. A smart real estate investor spots these patterns, jumps in, and makes an offer that solves the problem while still protecting profit.
When the Seller Hands You Their Motivation on a Silver Platter
Every now and then, a motivated seller will flat-out spill the story — a sick family member, a pile of debt, a house they can’t keep up with. That’s when your real estate business instincts kick in. You’re not there to judge — you’re there to follow up, structure the deal, and get it into a contract that works for both sides. And the faster you can act quickly in these moments, the more deals you’ll close and the more money you’ll stack.
Dress Like You’re Here to Close, Not Like You’re Here to Party
First impressions in the real estate market are like the purchase price — they set the tone. You don’t need a tux, but showing up sloppy tells a motivated seller you’re not serious about closing deals. That vacant property owner you’re meeting? They’re sizing you up before you even shake hands. Cover the tattoos, clean the shoes, and look like a seasoned real estate investor who’s worth doing real estate business with.
Your Entrance Sets the Hook
Roll up early — five, ten minutes before the property address meeting time. Late arrivals kill trust faster than a bad sale agreement. Ring the bell, step back, and greet them with a genuine smile. Whether it’s a distressed property or a move-in-ready home, that doorway moment is where the seller decides if you’re getting inside… or getting sent packing.
The First Five Minutes Can Make or Break the Deal
Don’t start barking numbers. Ease into it. Ask about their day, the house, maybe even compliment something in the home. This shows you see them as more than just leads on a spreadsheet. If you’ve been working motivated seller leads through direct mail or google ads, this is your chance to turn a cold contact into a warm conversation.
Find the Thread and Pull It
Look for conversation hooks — photos of kids, trophies, maybe even an old award. These little things open doors with property owners faster than talking market value. You’re showing genuine interest, not just chasing more deals. That’s how you turn potential sellers into contracts.
The “Mirror” Move That Works Without Words
People trust people like themselves. If the seller is relaxed, match their energy. If they’re amped, keep pace. Adjust your tone, your body language, even a few of their favorite phrases. Done right, this helps you close deals without having to push price first.
How to Copy Without Looking Like a Rookie
If they lean in, you lean in. If they stand with arms crossed, mirror it a beat later. This isn’t about being creepy — it’s about making the motivated seller feel like you’re on the same page. It works just as well in real estate investments as it does anywhere else, and it’s one of those quiet success moves most real estate investors never learn.
Your Secret Weapon: The Credibility Kit That Silences Doubt
If you’re chasing motivated seller leads and you want those meetings to turn into closing deals, you can’t just roll up empty-handed. Bring a Credibility Kit — a professional folder that screams, “I’m not just here to talk, I’m here to buy.” Whether you’re sitting with a motivated seller in front of a distressed property or a real estate agent repping homeowners, this kit builds instant trust. It’s also your backup when the purchase price you’re throwing out is way under their emotional number.
Stack It With Proof That You’re the Real Deal
Your kit isn’t about fluff — it’s about ammo. Fill it with testimonials from past property owners you’ve helped sell fast, before-and-after shots from houses you’ve closed on, and business docs that make you look like a seasoned real estate investor. If you’re newer, borrow credibility — a letter from a lender, screenshots of cash buyers lined up for quick sales, or even local pros vouching for your services. This stuff keeps real estate investors from looking like rookies.
Show Up With Offer Paperwork Ready to Roll
If you’ve been working motivated seller leads through direct mail or google ads, you already know: when you finally get a face-to-face, time kills deals. Walk in ready with your sale agreement templates, contract forms, and proof of funds. When a motivated seller sees you’ve got every step covered — from purchase price to signatures — they feel like they can act quickly without risking the deal blowing up.
The Big Three Docs That Lock You In
- Proof of Funds — This tells the seller and real estate agent you’ve got the money to make it happen.
- Business Entity Paperwork — Shows you’re legit and not just a fly-by-night hustler trying to sell without a license.
- Operating Agreement — Covers you if you’re working with partners or other investors. Makes everyone clear on who can sign the contract.
Flip Your Thinking: Aim for “No” First
Most rookies walk into a meeting with a motivated seller desperate to hear “yes” on the first offer. That’s why they get smoked. The pros — the ones actually closing deals and stacking money — start low and expect the seller to say “no.” That’s where the real game starts. When you lead with your lowest purchase price, you create space to negotiate and still sell the deal for a profit. It’s the difference between scraping by on a few hundred bucks and pulling in thousands.
Why a Fast “Yes” Should Make You Sweat
If a motivated seller jumps at your first number without a blink, guess what? You just left money on the table. That quick nod means your purchase price was probably way above what they were willing to take. A smart wholesaler — whether you’ve got 10 deals or you’re still working your first motivated seller leads — knows the goal is to find the floor, not just shake hands and hope for the best.
The Good Cop, Bad Cop Play That Gets Sellers Talking
Here’s a negotiation move that works whether you’re across from homeowners in a distressed property or sitting with a real estate agent trying to sell for their client: pin the low purchase price on your “partner.” You stay the reasonable good cop, while the invisible bad cop is “the numbers guy” who won’t budge. This makes the motivated seller feel like you’re on their side — and when they push back, they’ll usually toss out their real number. That’s when the deals get real.
How to Run the Bad Cop Without Burning the Bridge
The line is simple: “I’d love to offer more, but my partner ran the numbers and says we can’t go above X.” That “X” should be well under your target purchase price. When they react — maybe argue, maybe stall — that’s a win. They’re engaged. And if you’ve got a motivated seller with true urgency, that pushback often turns into a counter you can live with, lock into a contract, and later sell to one of your cash buyers for serious money.
Forget MAO — Start with LAO and Make It Hurt
Every seasoned real estate investor knows your Maximum Allowable Offer is the guardrail — but your Least Allowable Offer is the weapon. When you’re sitting with a motivated seller from your motivated seller leads list, the first purchase price you spit out needs to anchor low. That’s how you close deals and still sell the contract to cash buyers for real money.
How to Calculate Your LAO Without Guessing
If your MAO is $100K, your LAO might be $65K–$70K. This gives you space to work the seller up while keeping the spread big enough to sell the deal fast to your potential buyers. When you pull in good leads — I’m talking highest quality leads from direct mail or pay per lead providers — you can get these properties quickly under contract and receive notifications from other investors wanting in. That’s when this industry pays off in resources and real returns.
Set the Stage: Where You Sit Can Seal the Deal
When you’re meeting a motivated seller to sell them on your offer, don’t just plop down anywhere. Ask where you can sit so you can “show” them what you’ve got — that word plants the idea you’ve come with value. Sitting side-by-side instead of across creates a “we’re in this together” vibe. It’s the kind of small move that turns cold leads into warm owners who want to sell you the property.
Silence Is a Weapon
Once you drop your purchase price, shut your mouth. Let the homeowners think. Let them stew. The first one to talk usually loses in a negotiation. This is one of those free resources you already have — the ability to wait them out. And if they’re a motivated seller on a clock, silence pushes them toward selling fast.
The Napkin Offer: Disarming and Deadly
Forget sliding a 12-page sale agreement across the table. Start with a blank sheet. Write the benefits first: all-cash, as-is, no repairs, we pay all costs, quick close. You frame it so homeowners see the resources you bring before they ever see the purchase price. It’s a subtle play that gets owners thinking about speed and certainty instead of nickel-and-diming you.
Structure That Offer to Lead With Solutions
Big letters for the good stuff — fast close, no fees, no headaches. Then you write the purchase price at the bottom. By the time homeowners see it, they’re already sold on the terms. That’s how you sell without selling, and it’s why strong leads from motivated seller leads lists turn into signed contracts.
The Close Call Script for When an Agent’s in the Mix
If a real estate agent is the gatekeeper, you’ve got to keep it clean, tight, and easy. Agents have a stack of leads on their desk, and if yours isn’t simple to sell, it gets buried. That’s where the “Close Call” script keeps you top of the pile: “After my team reviewed the steps involved and the numbers, we’re ready to make a cash offer at $215K, close in 14 days, inspection in 7.” Clear, quick, professional.
The Follow-Up Question That Turns a ‘No’ into a Maybe
Sometimes the seller isn’t biting. That’s fine. Your follow-up is simple: “Where do we need to be to get this done today?” If you’ve been receiving leads from direct mail, cold calls, or even pay per lead providers, you know a bad lead will ghost you — but a real motivated seller will give you a number or terms. Even if it’s not perfect, it’s still movement toward closing deals.
Lock It Down in Writing Every Time
Once the real estate agent is onboard, send an email with all the terms — purchase price, deposit, closing timeline — to avoid confusion. This is standard in the industry, but you’d be shocked how many real estate investors skip it. It’s also a great way to show your services are professional and worth the seller’s trust. Always use the right mailing address for contracts and proof-of-funds docs — lose that detail and you can lose the deal.
Key Details That Keep the Train on the Tracks
In your follow-up email, spell it out like you’re talking to a brand-new assistant: entity name, purchase price, earnest deposit, closing date, and contingencies. This is how you turn future leads and one-off calls into real, bankable leads directly into your pipeline. It’s not sexy, but it’s how the industry really works behind the scenes — the part nobody brags about but everyone profits from.
Handling Pushback Without Losing Your Cool
In this industry, you’re going to hear “no” more times than you can count — from homeowners, property owners, and motivated sellers alike. When it happens, don’t get rattled. Listen, take in their motivations, and treat objections like part of the steps involved in closing deals. If the seller doesn’t like your purchase price, work the terms — faster close, rent-back option, covering costs. The more solutions you bring, the more likely they are to sell and move forward.
Turning a ‘No’ into a Number You Can Work With
Ask straight-up: “What would make this work for you?” That one question has saved me more deals than any direct mail campaign. Sometimes the owners just need a couple extra days to move, or they’re holding out for a number that still leaves you profit. Keep your resources ready — whether it’s a moving crew, a cash advance from a partner, or even paying certain services up front. The goal isn’t just the sale, it’s keeping the conversation alive until the contract is signed.
The Takeaway Technique: Make Walking Away Work for You
If you’ve been in this industry long enough, you know some sellers just won’t budge — not on purchase price, not on terms. When that happens, you’ve got to be willing to walk. But there’s a finesse to it. Don’t leave your “napkin offer” on the table unless you think it’s strategic. This move works especially well if you’ve already closed a few deals and know how many deals it really takes to hit your money goals in this market.
Make the Walk-Out Count
Crumple that paper in front of the owners, then slip it into your folder. It sends the message that this sale isn’t just about the properties — it’s about the cost of missing out. I’ve had investors call me back within a week after swearing they’d never sell. They saw other offers, got a reality check on market value, and realized my services were the fastest, cleanest path to success.
Leave the Door Wide Open
On the way out, drop a simple line: “If things change, here’s my card — my phone number is on there.” That way, when their costs keep piling up or the market turns colder, you’re the first call. This is one of those resources that doesn’t cost a dime but can lead to serious deals down the line.
The Contract Is In — Now the Real Work Starts
Getting a signed sale agreement in your inbox is exciting, but this is where you have to slow down and do the boring, industry stuff that keeps deals from blowing up. Check every line — purchase price, names, property address — before you even think about signing. The cost of missing a mistake here can be massive. I’ve seen investors lose properties and even entire sales because they didn’t catch a bad clause.
Run Your Pre-Signature Checklist Like a Pro
Before you sign:
- Verify every term matches what you negotiated with the seller and owners.
- Confirm your back-out clause is rock solid.
- If you’re new, lean on your resources — an attorney who knows this market can save you from rookie mistakes.
The cost of legal help is nothing compared to losing a property worth six figures.
The Final Step — Make Sure the Seller Signs Too
Your signature means nothing until the seller signs and the contract is executed. Until then, the properties aren’t yours to sell, the leads are still in play, and the market can shift under your feet. Once you’ve got it signed, you control the asset — and you’re one step closer to turning your motivated seller leads into a closed sale and adding another win to your list of success stories in this industry.
When Sellers Start Throwing Shade (And How to Throw It Back)
Look, not every seller is gonna throw rose petals when you drop an offer. Some will come at you sideways, thinking their market value is gospel, or that they can get more if they “wait for the right buyer.” That’s when you gotta stand tall and remind them: waiting costs money. Taxes, maintenance, and headaches don’t take a break.
When they push back, flip the script. Ask them straight up, “So, are you in this to sell or to keep bleeding cash every month?” Most motivated folks will crack once you shine a light on the truth. If they’ve got properties just sitting, those are dead weight — turn that weight into cash now.
Hitting Them with the Investor’s Perspective
Sometimes I’ll say, “I work with investors who buy properties fast. They’re not gonna nitpick a broken window or an outdated kitchen. But they will walk if you drag your feet.” That makes the urgency real. They picture losing the only real shot they’ve got at a quick close.
And I’m not shy about pointing out that the owners who win in this game are the ones who act quickly. The rest? They’re stuck with the same “For Sale” sign and no calls coming in.
Turning Objections into Commitments
If they still waffle, I pivot: “Okay, let’s lock this in so you don’t lose momentum. Sign the contract today, and you’ll be done with this by next week.” Keep the pen ready. The faster they sign, the less chance they’ve got to overthink it.
Your job isn’t just to talk numbers — it’s to pull them out of their own hesitation. Investors move fast, and the market doesn’t wait. You can either ride the wave or get buried under it.
The “Market Reality Check” Close
Here’s the truth: the market doesn’t care about your dream number, and neither do the investors ready to pull the trigger. What they care about is whether the properties they buy will turn a profit and move fast.
When I’m on the phone, I don’t sugarcoat it. I tell owners straight — “If your house has been sitting for months, the cost of doing nothing is already eating your profit alive.” Taxes, repairs, utilities… it’s a slow bleed. And if they think waiting for a retail buyer is going to magically bump the sale price, they’re betting against reality.
Flipping the Perspective
You have to frame the market as an opportunity, not a threat. I’ll say, “Right now, we’ve got investors actively looking for properties like yours. This window doesn’t stay open forever.” That urgency can push even the most stubborn owners to make a move.
And I’m not shy about breaking down numbers. “If you sell now, you avoid three more months of holding cost. That’s money you can put in your pocket instead of in your electric company’s hands.”
Driving the Decision Home
By the time I’m wrapping the call, I want the owner to picture two futures — one where the house is gone, money’s in hand, and stress is over… and one where the sale drags, the bills pile up, and the market moves on without them. Most people don’t need a crystal ball to know which path is better.
The Property Breakdown Play
When you’re talking to a motivated seller, the quickest way to get them off the fence is to walk them through the properties you’ve closed in their market. Real-life examples beat theory every time.
I’ll say, “Last month, we moved three similar properties right here in this market — all within two weeks. Each house had its quirks, but the investors saw the numbers and moved fast.” This gives them proof that the market is active, the properties are in demand, and the right buyers are already lined up.
Positioning the Offer
You’ve got to make the cost of waiting more painful than the cost of accepting a fair purchase price now. I don’t just throw out numbers — I connect them to their daily reality. “Every month this house sits, it’s costing you in taxes, utilities, and repairs. Meanwhile, other properties in your market are closing, and the investors who might have paid top dollar are moving on.”
Using the Market Window
Timing matters. If you’re in a seller’s market, use that urgency. If it’s shifting, position your offer as protection against losing value. I’ll tell them, “Right now, investors are still aggressive. They’ve got cash ready, and they’re hunting properties just like yours. But that window doesn’t stay open forever — when it shuts, the only thing that drops faster than your price is buyer interest.”
By the time they see the math, the risk, and the missed opportunity in holding, they’re ready to sign. That’s how you turn hesitation into a done deal — one house at a time.
Crushing Last-Minute Seller Doubts
Every seasoned real estate agent will tell you — deals die in the last mile. Sellers get cold feet. They start asking about other properties down the street or comparing your purchase price to a fantasy number they saw online. That’s where you double down on reality.
I hit them with the truth: “Those properties you’re comparing? Different condition, different market demand, and half of them never even close. The only thing that matters is what real investors are paying right now for houses just like yours.”
Turning the Cost Conversation Around
If they start harping on your offer being too low, I pivot: “You’re thinking about the wrong cost. The real hit is in holding this house another 3–6 months. You’re bleeding cash on taxes, insurance, and upkeep while the market shifts under your feet.”
Then I flip it: “If you take this deal today, you free yourself up to chase better real estate investments or stack that money somewhere it’s actually working for you.” That little forward-looking nudge gets them visualizing life after the sale — and that’s where the buy-in happens.
Locking It In Before They Drift
The last thing you want is a seller going back to “think about it” — that’s code for talking themselves out of it. I keep the paperwork ready, the pen uncapped, and the tone casual but firm: “Let’s get this locked before one of the other investors in this market grabs it. I’ve got three more properties lined up, but this one’s yours if we wrap it now.”
That’s how you keep control, kill doubt, and walk away with the signed contract in hand.
Closing Like You Own the Room
The final handshake ain’t about charm, it’s about control. You’ve already built trust, now you have to move them from “thinking” to closing deals. Sellers respect confidence, so I keep my voice steady and my points sharp.
“You told me you wanted a fast, clean sale with no drama. This is it. I’m putting the purchase price we agreed on in writing, and I’m ready to sign the contract today. We’re not playing email tag for a week.”
Using the Market to Your Advantage
Sometimes you’ve gotta pull in the real estate market card: “Inventory’s dropping, interest rates are wild, and motivated sellers like you get the best numbers when they move now.” When they hear urgency tied to the actual market, it changes their pace.
Don’t Leave Money on the Table
If they hesitate, I go for the pain point: “Every day you wait, holding costs chew up your money. Taxes, utilities, repairs — it’s like paying rent to yourself for a house you’re not even using.”
I keep it real, no sugar-coating. I’d rather lose a deal being straight than waste time with a seller who isn’t truly motivated.
Keep the Pipeline Loaded
Winning one deal is nice, but stacking contracts is how you build a real real estate business. You can’t depend on just a few property owners calling back — you’ve gotta keep your direct mail flowing, keep your name in the mix, and keep pushing for new conversations every week.
Balance Your Lead Sources
Don’t get lazy and rely on one method. I mix cold calls, direct mail, networking with other real estate investors, and even tapping into vacant property lists from the multiple listing service or county records. The wider your net, the more consistent your opportunities.
Protect Your Reputation
In this business, word spreads fast. Seasoned real estate investors and agents know who closes and who flakes. Every time you work with property owners, treat them right — even if they don’t sell to you. People remember how you made them feel, and those impressions can turn into future leads when you least expect it.
Don’t Let Your Hustle Cool Off
Pipeline’s thin? That’s a red flag you’re not doing enough outreach. Keep sending direct mail, keep walking properties, and keep pitching sellers. This game rewards consistency and punishes anyone who slows down.
Locking in the Best Deal Without Scaring the Seller Off
When you’re close to closing deals, it’s easy to get tunnel vision on the numbers. But remember—if you rush, you might scare off someone who was ready to sign. That’s why I always keep my tone calm and my questions open. I’ll review the purchase price again in a casual way, making sure they feel heard. If they’re on board, I’ll transition into talking about how fast my cash buyers can move once we have the agreement signed.
If the property happens to be a vacant property, I’ll highlight the benefit of no delays from tenants or occupants. That detail alone often pushes my cash buyers to prioritize the deal.
Sealing It With Clear Next Steps
Once the numbers are locked, I confirm the purchase price one last time—no surprises, no hidden fees. Then I explain how my process works: my cash buyers take care of everything so the seller doesn’t have to lift a finger. From there, I let them know they’ll receive the agreement via email or in person, depending on what’s fastest for them.
I’ll also mention that I sometimes use direct mail follow-up for past clients or referrals. It sounds old school, but those letters often lead to closing deals months later, especially if the seller wasn’t ready the first time we talked.
Keeping the Pipeline Alive
Not every seller signs on the spot, and that’s okay. I’ll note the details, including the purchase price we discussed, in my CRM. Then I’ll set a reminder to reach out later—sometimes with a short direct mail piece that reminds them I’m still interested. That’s how you build a reputation as the wholesaler who follows through without being pushy.
And here’s the kicker: while one conversation is wrapping up, my team is lining up the next. By the time a vacant property seller calls me back ready to move forward, I’ve already got three cash buyers lined up who want it yesterday.
The Follow-Up That Turns “Maybe” Into “Yes”
Most newbies forget that the money isn’t just in the first call—it’s in the follow up. If a seller’s not ready today, I don’t toss their info in a drawer and forget about them. I set reminders, send the occasional direct mail letter, or even drop a quick text. I make sure they remember I’m the one who offered them a fair purchase price and could line up cash buyers in a heartbeat.
Some of my biggest closing deals came from sellers who ghosted me for months before calling back ready to sign. That’s why you never kill a lead—especially if it’s a vacant property or a house with no headaches attached. Those can turn into quick sales the second the timing is right.
Negotiating Without Losing Your Cool
When a seller tries to push the purchase price higher, I don’t flinch. I calmly explain the market reality and why my cash buyers can’t go above a certain number. Sometimes I’ll use a recent closing deal as an example—“This other seller got this price, we closed in a week, and they walked away happy.” It plants the seed that my offer is solid and backed by real action, not empty promises.
The real trick is knowing when to stand firm and when to bump your number a hair to secure the deal. It’s a balance between protecting your spread and keeping that seller happy enough to sign.
Keep Your Name in Their Mouth
If you’ve played the game right, by the time you leave that property address or hang up the phone, that seller knows exactly who you are. You’re the hustler who came in, told the truth, and made an offer that made sense. Even if they don’t take it today, they’ll tell other property owners about you—and some of those calls will turn into more deals.
That’s the kind of reputation money can’t buy. It’s built one conversation, one purchase price negotiation, one vacant property at a time.
The M.O.B. Way
Bottom line? Stop treating your offers like a wish list and start treating them like a business move. Know your numbers, line up your cash buyers, and deliver your pitch like you already own the deal.
In this game, there’s no room for “hope it works out.” Either you control the deal, or the deal controls you. And around here, we don’t get controlled.