Sales question about apartments

[Jason Malabute]

What’s a better sales tactic for properties that you have not talked to the decision maker and you are submitting an offer (ie direct mail/ call)… is it better to assume all the units needs rehab and offer a lower dollar amount off the bat OR not include the rehab cost in your higher offer just to get intrigue from the seller then negotiate the rehab cost and lower the offer later? Thank you