Failed offer analysis, aka how do you help seller understand the real value of their house?

[Rafael Floresta]

This is a "help me"/ post-mortem of a offer I presented to a homeowner today.

I toured her House, and they are living there, but the house is not even rent ready. They started many projects and didn't finish. (Trims missing, flooring is mess, needs paint all arround, mismatched cabinets in the kitchen, missing gutter, etc). All surface, all the mechanicals look good.

I called her to present the offer, and I told her the house would sell for 135k-145k after rehabbed. My next line would be to explain the cost of commissions, closing costs and repairs, but she interrupted me saying she expected to sell for 135-145k "as is". She was nice, no hurt feelings.

I should have figure it out on the phone, before I even went there. I asked her how much she was willing to sell, and she preferred to talk numbers in person. On the phone she kept saying she wanted a "fair price", and my response was that it would be a fair price for both of us, but yes, I am expecting a discount because the house needs repairs.

I know homeowners are delusional sometimes, but I believe it is my job to help them understand the real value of their home.

She just now started to look into selling the house, and my letter arrived before she called the realtor. She is motivated, and has equity. I have a feeling I am letting a good deal slip thru the cracks of my inexperience...

Should I even bother keep mailing her letters? And what do your letters say for those houses the price was a completely miss?

How do you usually present your offer?