Breaking 100 Transactions Per Year Using
Unique Seller Propositions
Lee Garland
Garland Group-Epique Realty | Brandon, MS
My Track Record
National Recognition
- Top 500 Marketer
- #1 Team Mississippi
- America's Top 100
- Top 100 U.S. Team
- Top 50 Worldwide Team
1B+
Dollars
In Sales
10K+
Transactions Closed
554+
Best Year Ever
Only Mississippi team to ever achieve this milestone
My Two Favorite Seller Propositions
Buy It Now
Cash Offer
(i-Buyer Program)
Guaranteed Sale
(If I don't sell it, I will buy it)
These revolutionary programs set you apart from every other agent in your market and create unstoppable competitive advantages that drive listings and close deals.
Why Offer These Programs?
Convenience Over Cash
Some sellers value convenience more than maximizing every dollar. These programs capture that market segment that traditional agents completely miss.
More Leads
The more listings you have, the more potential buyers you have.
First Place Advantage
As Ricky Bobby says, "If you're not first, you're last!" These programs put you in pole position against every competitor in your market.
Beat the i-Buyers
Investors already dominate this space with OfferPad, OpenDoor, and Simple Sale. Why let them capture all the convenience-seeking sellers?
Wealth Building Engine
Generate more listing opportunities, build long-term wealth, and become the go-to agent who offers multiple solutions instead of the same old approach.
Ask yourself: If you were a seller, who would you call? The agent offering multiple options, or someone pushing the same old traditional sale?
Benefits To The Seller
Fastest Route to Closing
This is the most convenient path to a successful closing in the entire industry. Sellers get speed, certainty, and peace of mind all in one package.
Skip the Hassles
No marketing headaches, countless showings, multiple inspections, appraisal anxiety, repair negotiations, financing contingencies, or the dozens of other obstacles found in traditional home sales.
Your sellers save time, reduce stress, and eliminate the uncertainty that keeps them awake at night. They get to move on with their lives while you handle everything behind the scenes.
Most Common Seller Objections
1
What's the catch?
Sellers are naturally skeptical when something sounds too good to be true. They expect hidden fees or gotcha moments.
2
Are you going to pay me pennies for my home?
Fear of getting lowballed is the biggest concern. They've heard horror stories about investor offers.
3
Just give me your offer because I don't want to list
Sellers want instant gratification and often try to skip the listing process entirely to get a quick number.
These objections are predictable and manageable when you have the right scripts and positioning. Preparation is everything.
Most Common Agent Objections
I am scared!
Fear paralyzes more agents than any other factor. The unknown feels risky, but staying the same is riskier.
What if I buy it and can't get it sold?
The fear of being stuck with inventory keeps agents from taking action. But this fear is often overblown.
I can't afford to buy a property
Cash flow concerns are legitimate, but there are multiple financing solutions available to qualified agents.
Remember: Every successful agent felt scared before they took their first big step. Growth requires getting uncomfortable.
Agent Solutions
Line of Credit
Establish relationships with banks that understand real estate investment and can provide flexible credit lines for quick closings.
Hard Money Lenders
Build connections with private lenders who specialize in short-term real estate financing at competitive rates.
Investor Partnerships
Partner with local and out-of-state investors who can fund deals in exchange for profit sharing or referral fees.
Risk Assessment
Know your market inside and out. Understand what's really at risk – it's not the full $300K purchase price.
The key is building a network of financial resources before you need them. Preparation prevents panic when opportunities arise.
Things to Consider
Know Your Numbers
Master the math behind every deal before you make your first offer.
Disclose Retail Value
Never mislead sellers. Transparency builds trust and prevents legal issues.
Don't Box Yourself In
Leave room for negotiations and unexpected situations in every deal.
Use Proper Forms
Legal protection is non-negotiable. Work with qualified attorneys.
Buy One ASAP
Nothing beats real experience. Your first deal teaches you more than theory ever will.
Smooth Closings
Your reputation depends on flawless execution. No surprises, no delays.
Get Testimonials
Happy sellers become your best marketing tools for future deals.
Understanding The Instant Offer Numbers
Assuming Flip Scenario
Start with As-Is Comps
Determine what the property would sell for in its current condition based on comparable sales.
Deduct Fixed Costs
Remove listing and buyer commissions, closing costs, and holding expenses including taxes, insurance, utilities, lawn care, maid service, and cost of money.
Factor Holding Time
Account for minimum 4-month holding period for flipping restrictions. Know your local market timing and renovation schedules.
Secure Your Profit
Build in your minimum desired profit - I recommend the greater of $20,000 or 20% to make the risk worthwhile.
This conservative approach ensures you're protected against market fluctuations and unexpected costs while maintaining profitable margins.
Understanding The Instant Offer Numbers
Prime Retail Condition Analysis
1
Prime Retail Value
Calculate what the property will sell for after complete renovations in perfect condition.
2
Double Transaction Costs
Deduct both listing and buyer commissions plus closing costs for both your purchase and eventual sale.
3
Tax Implications
Account for loss of homestead exemptions and other tax credits that impact your bottom line.
4
Renovation Investment
Include renovation costs plus the cost of renovation financing during the improvement period.
5
Acquisition Expenses
Factor in all costs associated with acquiring the property initially.
= TRUE PROFIT before capital gainsThis comprehensive analysis reveals your actual profit potential and helps you make informed investment decisions.
Recap of the Numbers
Figure Prime Retail Sale Price and then Deduct the Following:
Commissions x2
Both purchase and sale transactions
Closing Costs x2
Acquisition and disposition expenses
Tax Credit Loss
Homestead and other exemptions
Holding Costs
Minimum 4 months of carrying expenses
Minimum Profit
Greater of $20K or 20%
Renovation Costs
Materials, labor, and financing
What's left is the amount you can afford to pay for the property.
Pro Tip: In my experience, all expenses except renovations typically total around 35% of the retail value.
Guaranteed Sale Program
Guaranteed Sale Program
Seller Benefits
Maximum value with minimum risk
Scripting Your Guaranteed Sale
Proven conversation frameworks
Understanding The Numbers
Mathematical foundation for success
Qualified Properties
Criteria for program eligibility
Safeguards
Protection mechanisms for agents
Marketing Techniques
Promotion and positioning strategies
Seller Benefit
The seller has the opportunity to make more on the sale of their property through marketing while still having the ASSURANCE that if it does not sell, you will buy it at a predetermined price.
This program gives sellers the best of both worlds - they can test the market for maximum value while having a safety net that guarantees they won't be left empty-handed. It removes all the uncertainty and stress from the selling process while maintaining upside potential.
Sellers sleep better at night knowing they have a concrete backup plan, and you differentiate yourself as the only agent in town offering this level of security and service.
Guaranteed Sale Pricing
Market-Based List Price
List price must reflect the average sold price per square foot of at least 4 comparable properties within the immediate neighborhood.
Built-in Price Reduction
Build in a 5% price reduction for the 14th day of the listing period to maintain market momentum.
Guaranteed Net Basis
The guaranteed net amount is based on the reduced price, giving you built-in protection.
Standard Seller Costs
Seller still pays commissions, normal closing costs, non-cosmetic repairs, and other customary expenses.
This pricing strategy ensures market acceptance while protecting your investment and maintaining seller satisfaction.
Comparable Property Guidelines
1
Recent Sales
Properties must have sold within the last 6 months to reflect current market conditions and buyer preferences.
2
Bedroom/Bath Match
Equal number of bedrooms and bathrooms ensures you're comparing functionally equivalent properties.
3
Similar Amenities
Matching features like pools, garages, and upgrades provide accurate value comparisons.
4
Size Parameters
Properties within 500 square feet of the subject property maintain accuracy in price-per-square-foot calculations.
5
Age Considerations
Properties within 5 years of subject age, excluding never-lived-in new construction, ensure comparable condition and features.
These strict guidelines ensure your guaranteed price is based on solid market data, protecting both you and your seller from unrealistic expectations.
Terms
Underwriting Fee
Charge an underwriting fee or premium commission to compensate for the additional risk and service you're providing.
Pricing Control
After 14 days, you control pricing strategies. Seller receives their guaranteed net regardless of final list or sale price.
Offer Response Requirements
If any offer meets the seller's guaranteed net (even with your contribution) and seller rejects it, the guarantee becomes VOID - not the listing, just the guarantee.
Inspection Contingency
Your purchase should be contingent upon satisfactory inspections conducted within 14 days of listing agreement execution for full protection.
Qualified Properties
1
Property Type
Must be a site-built single family home with a minimum of 3 bedrooms and 2 bathrooms to ensure broad market appeal.
2
Clean History
No current or past environmental or structural issues, including flood damage or drug-related problems that could impact resale value.
3
Lot Requirements
Property must sit on less than 1 acre with public sewer access for maximum marketability and financing options.
4
Location Standards
No busy streets or high-traffic areas that could limit buyer pool or create safety concerns for families.
These qualification criteria ensure you're only guaranteeing properties with strong resale potential and broad market appeal.
Caution
Safeguard 1
All listing documents and disclosures should be fully completed before an offer or guaranteed sale amount is given and confirmed
This is absolutely critical to your success and protection. If you provide offers or guarantees before having complete information, you will most likely either lose the listing to a competitor or offer too much money and eat into your profits.
Take the time to gather every detail, complete all documentation, and understand the full scope of the property condition before making any commitments. This extra step separates professional investors from amateurs.
Remember: Measure twice, cut once. Complete information prevents costly mistakes.
Caution
Safeguard 2
If the condition of property changes or a non-disclosed material defect is discovered that was not disclosed prior to contract, the guaranteed sale provision or instant offer can be voided within 72 hours and written notice of discovery.
This safeguard protects you from sellers who hide significant problems or situations where conditions deteriorate after your initial assessment. Material defects that weren't disclosed can completely change your investment calculations.
Always document everything and maintain your right to reassess if new information comes to light. This 72-hour window gives you time to evaluate the impact and make informed decisions about proceeding.
Caution
Safeguard 3
Comprehensive Listing and Contract Language
Use specialized language for ALL listings and check with your legal counsel to ensure compliance
Opt-In for Instant Offer
Require seller initials to confirm they understand and accept the instant offer program
Opt-In for Guaranteed Sale
Separate initials required for guaranteed sale acknowledgment and acceptance
Buyer Disclosure
Seller must initial acknowledging that buyer is a broker who intends to profit from the transaction
Purchase Price Confirmation
Seller initials confirming understanding and acceptance of the specific purchase price
Close Date Agreement
Seller initials acknowledging the closing timeline and their obligations
NO BLANKS
Every field must be completed - blank spaces create legal vulnerabilities and confusion
Scripts For Setting The Most Appointments and Overcoming Objections
(When Tying Both Programs Together)
The following scripts have been tested and refined through thousands of real conversations. They work because they address seller psychology, create urgency, and position you as the expert with multiple solutions.
Practice these scripts until they become natural. Your confidence and delivery matter as much as the words themselves.
Caller: "I am calling to get a cash offer on my home."
Fantastic! We would love to help you with that.
Gather Property Details
"Can I get some details about your property such as the age, bedrooms, baths?"
Discover Motivation
"BTW, where are you moving to? Congratulations! Is that due to a job transfer, family, or something else?"
Establish Timeline
"How soon do you need this to happen?"
Permission to Present
"Okay, I understand. Do you mind if I tell you how our program works?"
This sequence builds rapport, gathers essential information, and creates permission for your presentation. Each question serves a specific purpose in qualifying and positioning the opportunity.
You see, we pride ourselves in giving sellers Options!
TOP DOLLAR
Using our Aggressive Marketing Systems exposing your property to more buyers than other agents
CONVENIENCE
Skip the hassles of inspections, contingencies, appraisals, repairs and strangers walking through your property where Lee Buys your home outright
ASSURANCE
Where Lee Guarantees the sale of your home for 95% of the list price
So, what's more important to you? Convenience, Assurance, or Top Dollar?
This positioning immediately differentiates you from every other agent by offering three distinct value propositions instead of just one traditional approach.
Scripts For "I Don't Want To List, I Just Want Your Offer"
Clarification Question
"So, let me understand… you don't want to list… but you do want to sell?"
Create Consequences
"What happens if an investor offer does not meet your minimum need?"
Establish Value Exchange
"My premium offers are reserved for those who agree to list with us because it gives us more opportunity and we are willing to pay more for that opportunity."
Assume Understanding
"Surely you understand."
This script reframes the conversation from a one-sided request to a business relationship with mutual benefits. It creates urgency while maintaining your position of strength.
Scripting Your Guaranteed Sale Program
Most Common Objection:
"What's the catch? What exactly are you going to offer me for my property?"
Script:
"You know, most people think we are going to offer them pennies on the dollar, where in fact our offer is 95% of the list price determined by the comps in the neighborhood. It's because of our strong marketing campaigns that we are willing to put our money where our mouth is.
Our guaranteed sale gives you the assurance your property will close. BTW, We also have a plan to help you achieve TOP Dollar using our aggressive marketing campaigns and an option for ultimate convenience buying your property outright.
To determine if your property qualifies for one of our premium programs, would X or Y time be better for us to meet and talk in detail?"
This script addresses their fear, provides specific numbers, reinforces your multiple options, and closes for the appointment.
Marketing
Billboards
Dominate the skyline with your guaranteed sale message
Radio
Reach commuters with your unique value propositions
Television
Demonstrate your programs with compelling video content
Direct Mail
Target homeowners with postcards and personalized letters
Yard Signs
Turn every listing into a marketing opportunity
Digital Presence
Websites, PPC, and Facebook campaigns that convert
EVERYWHERE
Your message needs to be omnipresent. Sellers should see your guaranteed sale and cash offer programs everywhere they look. Consistent, repeated exposure builds trust and positions you as the market leader.
Questions?
Lee Garland
Serving the Jackson Metro and the Gulf Coast Areas of Mississippi
Ready to transform your real estate business with these game-changing programs? Contact Lee Garland and the Garland Group team to learn how you can implement these strategies in your market.
Don't let another day pass watching competitors take listings you could have won. These programs work, and the results speak for themselves.