First off market deal - opportunities and pitfalls

[Jaron Walling]

Being a friendly neighbor lead me to an off market deal. The property has good potential for a BRRRR strategy. The owners are cleaning it out because apparently it's a disaster inside (smells like money). The location, sqft, condition, and rental rate fits my investing criteria. I'm looking to make a cash offer. They are motivated and got excited about my interest in the property. The owner has my number just waiting for the call.

If they call what questions should I ask? 

Any pitfalls to avoid? I don't want to scare them away and ruin the deal. 

[Jaron Walling]

@Scott Jensen Thank you for the response! It's a 2 or 3 bed, 1 bath, SFH, with a 2 car garage. It's the same size as my current property and would rent for the same amount. The landscaping is terrible and a brick wall needs fixed. Most of the windows are bad and something is wrong with the HVAC because there using window AC units..?? The outside coil looks new so that's an unknown. My SOW is already at $3000k, just for the exterior.

I will definitely ask them if "there's a number they have in mind". The number one rule of negotiation is never give the first number.