In this instructional video, Dr. Toby Potter (The Unshakeable Investor) presents a three‑offer negotiation framework designed to close deals with distressed, off‑market sellers. He argues that presenting a single offer often offends sellers and stalls the deal, whereas offering three distinct structures lets the seller choose the one that best solves their personal “why.” The first offer is an all‑cash, low‑price, rapid‑close deal for sellers who need immediate cash due to timing pressures (e.g., divorce, relocation). The second offer is a higher‑price, financed purchase that takes longer (30‑40 days) but allows the investor to pay off mortgages, liens, and provide the seller with more cash. The third offer is a seller‑financing or partnership arrangement for sellers who are not cash‑strapped, often retired landlords seeking passive income and tax‑gain mitigation. Potter emphasizes the importance of uncovering the seller’s motivations—whether timing, cash need, or tax concerns—to tailor the appropriate offer. He outlines practical closing timelines (5‑14 days depending on the offer), notes that no appraisals or inspections are required, and stresses that this approach dramatically raises close rates. The video concludes with a call to action to subscribe, download a free guide on submitting three offers, and engage with the channel for further real‑estate growth advice.
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Hey everybody, Dr. Toby Potter here, The Unshakeable Investor. Man, today I got the 3 offers that'll close every seller, every seller, every time. If you structure this properly, you can walk into any off-market deal that's a distressed seller, come up with a right strategy, and close these deals. So let me share that with you, what that looks like. Traditionally, people walk in with one offer, one number, and the seller says, oh, that's just way too low, or it's offensive. And you try to recover from it and the deal dies. You've wasted time, you wasted a lead, and you kind of lost the rapport. So there's no going back. Once you get past that point of no return with a seller, they're offended. There's no going back. Here's the fix. Walk in with 3 offers. The seller picks the right structure that solves his problem. You're controlling the conversation. And now your close rate jumps drastically. That's just, that is where you want to be. This is what you want to know. So before we make an offer, know their why. I talk about this all the time. Know their why. What is your why? Why are you making this offer? That's fine and dandy, but more importantly, you need them to share with you their why. Is it timing? Is it money? Or is it just their situation that they're in? Now, I'm gonna stop right here before we go any further. Hey, do me a favor. If you like what you've been seeing, what you've been hearing, I need you to number one, subscribe. But number 2, we're going to put a link in the chat below and in the description. You can download a free how to submit 3 offers to every seller and know that you're going to close the deal. So click that link below, subscribe, and comment so we can continue to grow and build this. Now let's get to the secret right here. All right, number 1 offer, cash. We all know cash is king. And the reason why, if the seller says, I have to be out of here now, I'm getting divorced, or I'm moving, or there's a, there's a timing issue and they need a quick close, go in with the lowest offer, but the quickest close. So you're solving their emotional problem. I need the cash. I need it now. Well, if you're going to pay one way or the other, So I'm going to go in at 180, but I can close you inside 14 days. That solves that problem. Maybe time is not the issue. Maybe it's that, you know, they just need more money or they owe a balance and you have to pay more for it. You can get it financed. Now that's going to take 30 to 40 days, but you're also paying off the mortgage, paying off the lien, paying off any debt and putting some cash in their pocket. So I'm willing to pay an extra $30,000, but it's going to take a little bit longer. Right? And number 3, hey, if you don't need the cash, and there's a lot of sellers out there that are retiring, they're retired landlords, and they don't need the capital gains. They don't need that tax. Then renegotiate. Hey, it's not that I need the cash. It's not that I'm in a hurry. I just don't want to deal with the property anymore. 'And I'm also a little worried about the capital gains on that.' Structure seller financing. See, when you know the why, you're able to structure it that meets their needs, not yours. And you'll even pay a little bit more. It's a win-win. They get cash flow every month. So now they're kind of a landlord without any kind of stress or obligations. They're a passive landlord. You're now the landlord. You get the property. You get to fix it up, flip it, rent it, whatever. It's a win-win situation. And when you stop and talk to the sellers and build in that why, you firmly understand what their needs are and able to present accordingly. And your closing rate is going to jump through the roof. So listen to me, guys. This is how you grow your real estate. 3 offers, 3 structures, minimizing cost, on an all-cash deal. Hey, no appraisals, no inspections, closing 5 to 7 days, 10 days, 14 at the most. Just got to wait for title. We're good to go. Well, no, I can't take that offer. Well, if I got to go get a mortgage, I got to pay another $30,000, we come up to terms, then it's going to take a little longer, but you get the money that you're wanting. Or Third option was, I don't want to do with the property anymore. I don't need the cash, and I definitely don't want the tax liability of the capital gains. So then we partner with it, do a seller finance, give the terms that he wants, because all you're wanting is control of a valuable property. So understand the three options. Be able to understand the seller's why. He's a distressed seller for a reason, or he wouldn't be talking to you. Don't just assume all sellers are the same. Figure out what the pain is and the problem is. Okay, your next deal starts with 3 options. You close, you fund, you rock and roll, you grow. Dr. Toby Potter, The Unshakeable Investor. See you next time.
