Presenting a lower-value offer to a seller

[John Franczyk]

We may be buying real estate, but as investors, we are really selling our services to property owners that may initially be reluctant "buyers" of a low-value offer that we make. I've often struggled with the process of presenting a low-value offer, but have distilled the process to explaining how I've arrived at the offer, from a starting point of looking at comps to determine an ARV, then moving on to the rehab and holding costs, and ending with an explanation that we need to make a conservative profit for our efforts and the risks we are assuming.

I'm looking for suggestions on how to streamline this process to something akin to an elevator pitch, i.e. how to get the whole message across in 30 to 60 seconds without losing the audience. I approach sellers respectfully, but I sometimes find that my explanation is at too high of a level for them to comprehend. They focus on the final number and lose the details. This is particularly true where, for example, they've had a friend or neighbor tell them that we are in a seller's market, or they do their own basic research on Zillow and Redfin that gives them unrealistic comps. They look beyond the problems that their own houses might present and instead focus on "location, location, location" or some similar mantra.

I've considered putting together a simple written analysis for each deal to give them something concrete to look at, and with starting with the final number and working backward to explain how I got there rather than putting the explanation first. Maybe it's just an element of presentation and negotiation skills. How do I engage the sellers quickly without losing them and without spending an inordinate amount of time on the presentation?

I realize that's a vague question, but it's as specific as I can get with this issue.  Thanks for any suggestions.