How To Make Wholesale Real Estate Offers & Negotiate With Agents!

Here's how to negotiate wholesale real estate​ deals with agents and Realtors.

 In this blog, you'll learn about: 

• The Close Call: Structuring the Offer Conversation
• Presenting the Offer and Handling Objections
• Negotiation Tactics and Agent Communication
• Writing and Sending the Offer Terms
• Key Elements to Include in Your Offer
• Required Documentation to Look Professional
• Final Steps and Securing the Contract
• Summary: Getting the Executed Agreement  

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The Close Call: Structuring the Offer Conversation

The first call was the discovery call. We extracted as much information as possible.

Now that we've analyzed the property and know exactly where we need to make an offer, I'm going to inform the agent of our offer price and attempt to close the deal.

The goal is to get a written contract.

This close call is important because it allows us to discuss our offer price and terms with the agent and address any objections that may arise.

From this conversation, we can be flexible with our offer terms—rather than the price—as much as possible to make our offer more desirable.

For example, if we say, "Hey, Mr. Agent, I can close in 14 days," and they need to close in 7, we’re willing to close in 7 days to make it happen. We're extracting this information and adjusting our terms to make the deal work.

The goal of the close call is to have the agent agree to write up the contract at your desired purchase price and offer terms.

If the agent is open to writing the contract, ask them when they’ll be able to send it over once you’ve emailed them the terms.

Also, ask when the seller plans to review offers. This helps you understand when the seller may accept, counter, or reject your offer.

If the agent agrees, you'll send them the offer terms and the necessary documents.

Presenting the Offer and Handling Objections

Once you've emailed the offer terms to the agent, follow up with a courtesy text or call to confirm receipt.

I usually say something like, "Hey Louis, this is Alex—how’s everything going? Great! I just wanted to follow up on Lori Street. We’re really looking forward to getting an offer in today and having you represent us."

Then, I’ll transition into the numbers: "So, I just finished meeting with my team. We thoroughly analyzed the property, including renovation costs. After accounting for all the work involved, we’re ready to submit an all-cash offer today with a 7-day inspection, a 14-day close, and we can offer at $445K."

Then I pause and wait to hear their response. They might accept, counter, or reject it.

Regardless, I aim to have them write the contract. An offer is better than no offer.

If they say yes, I’ll send over the offer terms and our proof of funds immediately. Once I receive the contract, I’ll sign and return it right away.

If they say "maybe" or "no," I ask, "Great—where would the offer need to be today to make this work?" At that point, we’re negotiating.

Sometimes you’ll reach a number that works; sometimes you won’t. Remember, this business is partly about relationships and partly about the numbers.

Even if we don’t get the offer accepted, we fight to get something in writing. But if it doesn't work out, that's okay. Let’s see if we can work together on another property.

Negotiation Tactics and Agent Communication

Let’s say the agent is open to working with us. We now need to send them the offer terms via email so they can create the contract and return it to us.

Be sure to include the property address, your business name (e.g., ABC Homes LLC), and your offer price (e.g., $445K).

You also need to provide your deposit amount. This varies by state, but in California, we typically include a refundable earnest money deposit—in this example, $5,000.

It’s usually refundable if you have an inspection contingency, which is very important. Always read your contract to understand the terms.

Writing and Sending the Offer Terms

We use a refundable deposit clause that states the deposit is refundable within 72 hours of receipt. That gives us time to cancel if needed and still get the deposit back.

For closing, we typically say "14 days or sooner." We want to show that we're flexible—if the seller needs 30 or 45 days, that’s fine. If they need 7, we can do that too.

I always put 14 days or sooner so the agent knows I’m willing to work with them, depending on the seller’s needs.

For contingencies, I typically use a 7-day inspection contingency. This can be adjusted if other offers have tighter timelines.

For example, if others have 5-day inspections, I might go with 4.

Flexibility here can make your offer more competitive.

Key Elements to Include in Your Offer

If you're new to the process, always include an inspection contingency. That means if the property doesn’t pass your inspection—or even if you just don’t like the color of the grass—you can walk away from the deal.

You’ll be putting a lot of deals under contract, and having a back-out clause is essential. This is your exit strategy.

Be sure to watch our other trainings to understand how and when to properly back out of a deal.

Also, I include that the seller must deliver a free and clear title. If a buyer's agent is representing me, I include their name so they’re reminded they’ll earn a double commission working with me.

Required Documentation to Look Professional

To look like a professional, always submit the following with your offer:

1. Proof of Funds: This can come from a cash buyer, hard money lender, private lender, or your own account. It shows you have the means to close.
   
2. Articles of Organization or Incorporation: This proves you’re authorized to sign on behalf of your business.
   
3. Operating Agreement or Shareholder Info: If your name isn’t on the articles, include this to show you’re an owner and signer.
   

These are the things that make you look like a pro.

Amateurs don’t do this. Early in my career, I’d get agents asking, “Where’s this? Where’s that?” If they have to ask, it makes you look inexperienced and harder to work with.

If you and I both offer $445K, but I send everything professionally and make it easy, who do you think the agent trusts more? Me.

Final Steps and Securing the Contract

Once you’ve sent the offer terms, the agent will write up the contract and send it back to you, usually for digital signing.

Always double-check your contract. Look for typos, confirm your contingencies are in place, and ensure you’re protected.

As with anything you learn on YouTube, talk to an attorney. Make sure everything you’re doing is legal and by the book. We work with various attorneys to ensure everything is in order.

Once the agent sends back the contract and you sign it, remember: you still don’t have a deal under contract yet.

The seller must also sign. Once the seller signs, that’s when you have a binding contract.

At that point, you can assign your equitable interest to a cash buyer and collect your wholesale fee.

Summary: Getting the Executed Agreement

Your goal is to get the executed agreement—that is, the signed contract from both parties.

And that’s how to negotiate wholesale real estate​ with agents when wholesaling on-market properties.

If you want to build a hyper-profitable wholesaling business, check out our full, in-depth training at realestateskills.com/watch.

We’ll show you how to start closing multiple deals per month predictably, without spending a single dollar on marketing. 

See you there, and happy wholesaling!

Ready to Take the Next Step in Real Estate Investing? Join our FREE live webinar and discover the proven strategies to build lasting wealth through real estate.

Whether you're just getting started or ready to scale, we'll show you how to take action today. Don't miss this opportunity to learn the insider tips and tools that have helped thousands of investors succeed! Seats are limited—Reserve Your Spot Now!

*Disclosure: Real Estate Skills is not a law firm, and the information contained here does not constitute legal advice. You should consult with an attorney before making any legal conclusions. The information presented here is educational in nature. All investments involve risks, and the past performance of an investment, industry, sector, and/or market does not guarantee future returns or results. Investors are responsible for any investment decision they make. Such decisions should be based on an evaluation of their financial situation, investment objectives, risk tolerance, and liquidity needs.