Having First Ever Meeting Off a Letter - Advice Please!

[JR T.]

I am a buy and hold real estate investor. Part of my portfolio is concentrated in a development of condos that I understand and would like more of. They are C rentals but without CapEx issues HOA takes care of most everything. Absorbing all the info here on Bigger Pockets I created my own mailing list by reviewing all the eviction records at the court (they are not online) and had my Realtor send mail to investor owners who had evicted a tenant in the last 90 days.

This is an out of state investor, bought the property late 90s. He mentioned during the call it was he who wanted to sell, wife doesn't. Obviously he's tired of the trouble which is why he called and wife would still like to have the money. He is only one on the deed. 

I'd like to see him net around 10% more than he paid. The upgrades he made were not appropriate to the building and so he has for example granite counters with mismatched appliances in the kitchen and it's still all carpet. I am the end buyer, should I offer to pay him his net on the spot if he signs contract with notary public? How do I sell this deal to him? What are techniques for explaining why the upgrades do not help without offending him? I figure contract on the spot and a cashier check, never have to come back is my strongest hand with him.. all other suggestions are much appreciated.