How to Make an Offer on a Wholesale Real Estate Deal in 2026

How to Make an Offer on a Wholesale Real Estate Deal in 2026

Making an offer is where most new wholesalers freeze up. They’ve found a motivated seller, they’ve run the numbers, and then — nothing. They don’t know what to say, how to structure it, or what happens next.

This guide walks you through the entire offer process: how to structure your numbers, what to say to the seller, how to handle pushback, and what to do after the contract is signed.

Before You Make an Offer: The Numbers

Never walk into an offer conversation without running your numbers first. You need:

1. ARV (After Repair Value)

Pull 3-5 sold comps from the last 90 days within 0.5 miles. This is the ceiling — the property’s value when fully renovated.

2. Repair Estimate

Walk the property and estimate what it would cost to bring it to retail condition. If you’re new, use $25-$40/sqft for light rehab, $50-$75 for heavy. Add a 10% contingency.

3. Your MAO (Maximum Allowable Offer)

Use the formula: MAO = (ARV × 70%) − Repairs − Your Fee

This is the most you can offer and still make money. Know this number cold before you talk to the seller.

4. Your Starting Offer

Start 10-15% below your MAO. This gives you room to negotiate up while staying profitable. If a seller accepts your first offer immediately, you probably offered too much.

Example:

  • ARV: $200,000
  • Repairs: $25,000
  • Wholesale fee: $10,000
  • MAO: ($200,000 × 70%) − $25,000 − $10,000 = $105,000
  • Starting offer: $90,000–$95,000

The Offer Conversation: What to Say

The goal isn’t to trick the seller — it’s to make a fair offer that solves their problem while creating a profitable deal. Most motivated sellers care more about speed, certainty, and convenience than price.

Opening the Conversation

After your property walkthrough, move into the offer naturally:

“Based on what I’m seeing with the property and what repairs are needed, I want to make you an offer today. Before I do, can I ask — what’s most important to you in this sale: getting the highest possible price, or closing quickly with no hassle?”

Most motivated sellers will say speed or certainty. This sets up your offer framing.

Presenting the Offer

Be direct and confident. Don’t apologize for your number.

“Given the repairs needed and what similar properties are selling for in this area, I can offer you $[X]. I can close in [10–21] days, pay all closing costs, and buy it as-is — no repairs, no agents, no contingencies.”

Then stop talking. The next person to speak loses negotiating power. Let the seller respond.

What Sellers Usually Say

There are only a few responses you’ll get:

  1. “That’s too low.” — Expected. See the negotiation section below.
  2. “Can you do $[higher number]?” — Counter. See how to respond.
  3. “Let me think about it.” — Ask what specifically they need to think about.
  4. “Yes.” — Rare on first offer. Move immediately to paperwork.

Handling the Most Common Objections

”That’s way too low — my neighbor got $[X] for their house.”

“I understand. The difference is your neighbor’s house was move-in ready. With the repairs this property needs — the roof, the HVAC, the kitchen — a retail buyer would either walk away or ask for a big price reduction. I’m buying it as-is so you don’t have to deal with any of that. My offer reflects the work that needs to happen."

"I owe $[X] and can’t take less than that.”

“I hear you. Unfortunately I can’t pay more than the property is worth after repairs — that’s what protects both of us. Let me ask — is there any flexibility on the payoff, or is that a hard number? Sometimes we can structure deals differently depending on the situation.”

If there’s no equity, this deal probably doesn’t work. Don’t chase it.

”I need to talk to [family member/partner].”

“Absolutely — that makes sense. When can we all get on a call together? I can walk them through exactly how this works and answer any questions they have. Would tomorrow work?”

Get the decision-makers in the room or on the phone. Deals that go to “I’ll ask my spouse” often die there.

”I’m getting other offers.”

“That’s great — you should. Here’s the difference with my offer: I can close in 14 days, I don’t need financing approved, I don’t require inspections, and I pay closing costs. A lot of offers look good on paper but fall apart before closing. Mine won’t.”

The Negotiation: How to Move Up Without Killing the Deal

Start at $90K, MAO is $105K. Seller counters at $130K. Now what?

Don’t move $30,000 in one jump. Negotiate in small, decreasing increments:

  1. Move from $90K to $97K — a $7,000 jump. “I can stretch to $97,000.”
  2. If they counter again: Move to $102K — a $5,000 jump. “This is putting me at my limit — $102,000.”
  3. If they push further: $104,500 — a $2,500 jump. “I’m going to lose money here, but I can do $104,500 and that’s my absolute ceiling.”

The decreasing increments signal that you’re approaching your limit. Sellers feel this psychologically and are more likely to accept.

Never exceed your MAO. The moment you do, you either lose your buyer or eat the loss yourself.

Creative Offer Structures

When a seller is stuck on price but you can’t go higher, try alternative structures:

Seller Financing

“What if we structured this where you get your price, but paid out over time? I’d pay you $[MAO] now and $[difference] over 12-24 months at [X]% interest.”

This works when sellers have equity and don’t need all cash immediately.

Subject-To

You take over the seller’s existing mortgage payments. Works when they’re behind on payments or the mortgage rate is favorable.

Delayed Closing

Offer a higher price in exchange for a longer closing timeline (60-90 days). Gives you more time to find buyers or secure financing.

Cash + Terms Hybrid

Part cash at closing, part paid out over time. Bridges the gap between your MAO and their ask.

Getting the Contract Signed

Once you have verbal agreement, move to paperwork immediately. Every day you wait gives the seller time to change their mind or take another call.

Your purchase contract needs:

  1. Property address and legal description
  2. Purchase price (your agreed-upon number)
  3. Earnest money ($500–$2,000 is standard for wholesale)
  4. Closing date (10–21 days is typical)
  5. Inspection/due diligence period (5–10 days minimum)
  6. Assignment clause — “Buyer may assign this contract without seller’s consent”
  7. As-is clause — seller makes no repairs
  8. Closing cost allocation — specify who pays what
  9. Seller disclosures — required in most states

Use a real estate attorney-reviewed contract template for your state. Not a generic form from the internet.

After the Contract: What Happens Next

Day 1-2: Send to Your Buyer List

Blast your cash buyer list immediately with:

  • Property address and photos
  • ARV and your repair estimate
  • Your asking price (purchase price + your fee)
  • Closing date
  • Key selling points (location, ARV potential, motivated seller)

Day 3-7: Show the Property

Serious buyers will want to walk through. Coordinate showings and collect offers.

Day 7-10: Select Your Buyer

Choose based on: ability to close fast, proof of funds, track record. Don’t just take the highest offer — take the most reliable buyer.

Day 10-14: Assignment or Double Close

Sign the assignment agreement (transferring your contract rights to the buyer for your fee) or set up the double close with your title company.

Day 14-21: Close

Attend or monitor closing. Your fee is disbursed by the title company at closing.

How Dealify Makes the Offer Process Faster

Running MAO manually and tracking deals in spreadsheets works — until you’re making 20+ offers a month. At that point, you need a system.

Dealify gives you:

  • Deal Analyzer — input address, ARV, repairs → instant MAO calculation
  • Offer tracking — see every deal’s status from offer to close
  • Buyer management — match deals to the right buyers automatically
  • Contract templates — state-specific, attorney-reviewed, ready to send
  • One-click deal summaries — professional buyer packets in under 60 seconds

The wholesalers doing volume aren’t working harder — they have better tools.

Start Your Free 14-Day Trial →

Frequently Asked Questions

How much earnest money should I put down? $500–$2,000 is standard in most markets. Don’t put more than you’re willing to lose if the deal falls through. Some markets expect $1,000 minimum — know your local norms.

What if I can’t find a buyer before closing? Use your inspection/due diligence contingency to exit the deal. This is why you always include one. You lose your earnest money if you’re past the contingency period.

Can I make offers without seeing the property? Yes — virtual wholesalers do this regularly. Use Google Street View, request seller photos/video, and use conservative repair estimates. Always price in a bigger contingency for unseen properties.

How many offers should I make per month? Experienced wholesalers make 10-30+ offers per deal closed. You need volume. Set a goal of 5-10 offers per week minimum when you’re building momentum.

What if the seller calls back after I walk away? Reactivate the deal. Use it as leverage: “I’ve been looking at other properties since we spoke — I can still move forward if we can get to $[MAO] and close by [date].”

Summary

Making offers on wholesale deals isn’t complicated — but it requires preparation and confidence. Every time you make an offer:

  1. Run your numbers (ARV → Repairs → MAO) before the conversation
  2. Start 10-15% below your MAO
  3. Lead with the seller’s motivation, not your price
  4. Handle objections with logic and empathy, not pressure
  5. Move to paperwork the moment you have verbal agreement
  6. Never exceed your MAO

The more offers you make, the better you get. The wholesalers doing 5-10 deals a month made 500-1,000 offers to get there.

Ready to systemize your offer process?

Try Dealify Free for 14 Days →