Wholesale Offer Price - Getting a House Under Contract/Price

[John Franczyk]

I'm looking at a single-family house in Wisconsin that's a potential wholesale deal.   It's being sold by an elderly gentleman who will be moving in with his son.   The property is clean and free and clear of liens.  It needs cosmetic work to the tune of about $20,000 (interior paint, new appliances, redoing the kitchen floor) but (pending inspection report) it's structurally sound and the major systems are in good operating condition. 

The seller is asking about 30% over market, based on comparables.   To make a profit on wholesaling I need to get him to accept a lowball offer.   There's no mortgage on the property, he's been trying to sell it privately for more than 90 days, and properties in the neighborhood are on the market an average of 150 days.  How do I avoid insulting him if I come in more than $100,000 below his asking price?