From "motivated" to "offer" - what's your pitch?

[Joshua McGinnis]

So you've got a seller on the phone and they're motivated. What do you tell them next? 

My plan is to say something along the lines of, "OK - Great. Let me do some research and I will get back to you today or tomorrow with an offer. Does tomorrow at Xpm work for you?"

It would be when I call them back that I actually tell them, "OK - I did the research and what I'd like to offer you is $X, etc. I can email or overnight the contract for you to sign - which works best for you?"

I'm wondering if others can share both the handoff of gathering info (which requires time and a call back) and then also your closing pitch (presenting the offer and getting it accepted).

[Curt Davis]

When I make my offer I usually go something like:

Do you know how much you want for the home?  They say I want $X.  I say, how did you come up with that number.  They tell me.  

normally I would say if I paid all cash and closed quickly could you take a lower price but your not doing this.

You need to know what other homes in the area are selling for so you can make an offer and stand by it.  I simply tell them my offer is based on what other homes like it are selling for in the area.   Sometimes the deal wont be a deal now but I always tell them to keep my name and number and to call me if anything changes.