My friend got a substantial discount to entice him to buy the property.

You then need to ask yourself whether the risks of investing in that place are higher than investing at home and, if yes, is the additional return you'd make enticing enough to justify these risks.

What percentage would be enough to entice a good closer?

That's the enticing part of the RIGHT to buy the property at such and such a price.

Adding AC might be one, but with mini-splits, it’s less enticing to add duct work.

I have found some enticing property in the Panama City area.

With this funnel you are enticing the most interested sellers in your market to take action and contact you. 

Keep in mind that presales may appear enticing, but they often come with delays and other potential issues.Have a buyer's agent, who possesses in-depth knowledge of the market and the area, working on your side.I hope this information proves helpful to you.Best regards,Bruno

I would think you'd need to go to at least 5% to get something like that done and make it enticing enough for him.And I would also think you'd need to keep the balloon in there.

That first time buyer may be looking in your location of entry level homes and a refrigerator may be just the thing that entices them.