The messenger—and the method—can raise or sink your odds of acceptance. Below is a complete, repeatable system that shows who should deliver, when to deliver, and how to package your offer so it’s easy to say “yes” to.
Quick Answer
- Residential real estate: The buyer’s agent typically delivers the offer to the listing agent, who presents it to the seller.
- FSBO / no agent: The buyer (ideally with attorney support) delivers directly to the seller.
- B2B & services: The person with the strongest credibility and relationship—often an account exec plus an executive sponsor—delivers live, then confirms in writing.
But success hinges on how the delivery is executed. That’s where the DELIVER framework comes in.
Why the Messenger Matters
The delivery person or channel is your first impression in action. Skilled messengers set the tone, handle clarifying questions, and keep momentum.
Poor delivery—wrong tone, wrong timing, or weak proof—can make even a strong offer feel risky.
The DELIVER Framework
Seven steps to decide who delivers, when to deliver, and how to maximize acceptance:
- D — Define the desired outcome: Acceptance, counter, or next meeting? Write a one-line success metric and two acceptable alternatives.
- E — Establish the stakeholder map: Decision maker, influencers, blockers, finance/legal, and any trusted third parties.
- L — Leverage the right messenger: Choose the person or channel with the most trust and domain credibility (see matrix).
- I — Instrument the message: Pair a crisp cover note with proof (financing, case study, references), and a one-page summary.
- V — Vet timing & venue: Schedule high-attention windows; deliver live for complex offers; confirm via email.
- E — Equip & rehearse: 90-second talk track, top objections with answers, and a clean leave-behind.
- R — Review & refine: Track response speed, engagement quality, and the next step booked. Debrief each deal.
Messenger Selection Matrix
| Scenario | Best Messenger | Why It Works | When to Avoid |
|---|---|---|---|
| Residential purchase (standard) | Buyer’s agent → Listing agent | Trusted, established workflow; reduces friction and errors | Conflict of interest or restricted dual agency |
| FSBO / buyer unrepresented | Buyer with attorney | Maintains formality and legal clarity | When emotions run high or you lack preparedness |
| B2B new logo | Account exec + executive sponsor | Signals commitment; blends relationship and authority | Minor deals where exec presence slows cycles |
| Enterprise renewal/upsell | CSM + AE | Customer-intimate; anticipates practical objections | Major escalations requiring leadership |
| Complex legal/regulated | Principal + counsel | Accuracy and risk mitigation | Simple offers where legalese adds friction |
Copy Kits: Real Estate & B2B
Real Estate Cover Note (≤150 words)
Subject: Offer for [Property Address] — Clean Terms + Proof Attached
Hi [Listing Agent Name],
Attached is our signed offer for [Property] with:
• Clean contingencies and a [X]-day close
• Proof of funds + lender pre-approval
• Flexible move-out timing to match the seller’s needs
Happy to walk through details today and answer any questions.
Best,
[Your Name], [Brokerage] — [Phone]B2B Proposal Email (Outcome-first)
Subject: Proposal to reduce [Metric] by [X%] in [Timeframe]
Hi [Decision Maker],
Based on our discovery, this proposal focuses on [Outcome] within [Timeline]:
• Scope: [Modules/Services]
• Proof: [Short case] — [Metric] improved by [X%] in [Time]
• Commitment: Executive sponsorship from [Name/Title]
Can we hold a 20-minute Q&A this [Day, Time]?
Best,
[Your Name] — [Title], [Company]Timing & Follow-Up Playbook
- Send window: Mid-week, business hours. Avoid late Friday drops.
- Live beats async: Deliver complex offers in a meeting; same-day email as record.
- Follow-up cadence: T+24h (light nudge) → T+72h (substance/FAQ) → T+7d (recap + alternate next step).
- Silence ladder: Switch channels (email → phone → text). Add value each touch—no pressure without substance.
Handling Objections in Real Time: The PACE Loop
- Pause: Don’t interrupt; take notes.
- Acknowledge: Reflect their concern to confirm understanding.
- Clarify: Ask a focusing question (“Which term worries you most?”).
- Evidence: Answer with a proof point or a trade-based concession.
Compliance & Good Practice
- Present promptly: Offers and counters should be submitted objectively and without delay.
- Dual agency: Rules vary by jurisdiction; get written disclosures/consents or avoid when unclear.
- Record-keeping: Log delivery time, acknowledgment, and all material terms.
- Disclaimer: This article is general guidance, not legal advice. Consult a qualified professional for your locality.
Deal KPIs That Predict Acceptance
- Response time: Time-to-acknowledge & time-to-first-question.
- Engagement depth: Quality of questions within 72 hours.
- Next step booked: Meeting scheduled within three business days.
- Offer quality index: Proof attached, clarity of terms, risk-reduction measures.
How It Differs by Industry
Residential Real Estate
Buyer’s agent → listing agent → seller. Include proof of funds, pre-approval, and flexible timing to reduce friction.
B2B / SaaS
AE plus executive sponsor deliver live; send a one-page summary and signed PDF as confirmation.
Freelance & Consulting
Lead with outcomes. Offer two clear packages and deliver on a short call; follow with a proposal doc and acceptance link.
FAQs: Who Delivers Your Offer to the Seller Framework
Who usually delivers an offer in real estate?
The buyer’s agent typically sends it to the listing agent, who presents it to the seller.
Can I deliver an offer myself?
Yes—common in FSBO or unrepresented scenarios. Consider attorney support for clarity.
Is timing really that important?
Yes. High-attention windows and fast, value-adding follow-ups improve acceptance rates.
What should be in the cover note?
Problem → value → proof → clear next step, in 150 words or less.
What if the seller goes silent?
Switch channels and add value at each touch; set a friendly decision date if appropriate.
