How to Be Helpful (Not Pushy) After a Seller’s Life Event
Managing life events with kindness can position yourself as a trusted resource, building long-term goodwill and repeat business.
Zach Fitch
Tennessee
, Goliath Teammate
Life events, like the loss of a loved one, divorce, serious illness, retirement, or sudden relocation, are some of the biggest triggers for property sales.
They create motivated sellers. But if you approach someone in these circumstances the wrong way, you risk not only losing the deal, but also damaging your reputation.
Done well, however, you can position yourself as a trusted resource, building long-term goodwill and repeat business.
This guide goes beyond principles to provide scripts, case studies, mistakes to avoid, and a framework for tailoring outreach to specific scenarios.
Why Life Events Matter in Real Estate
Life events drive decisions that reshape financial and housing needs:
They create urgency: People often need to sell quickly after big changes.
They bring stress: Property management becomes another burden.
They reshape priorities: Downsizing, relocating, or liquidating assets suddenly becomes urgent.
Handled right, you help people solve a painful problem, not just close a deal.
Principles of Sensitive Outreach
1. Lead With Empathy, Not Business
Don’t start by talking about contracts, prices, or “buying houses fast.” Start by acknowledging what they’re going through.
Example: “I know this is a difficult time. If you ever need support with the property side of things, I’m here as a resource.”
2. Respect Timing
Not everyone is ready immediately. Give space and avoid pushy follow-ups.
Tip: A handwritten card or gentle letter often works better than an immediate call.
3. Position Yourself as a Helper, Not a Buyer
Offer resources, estate sale contacts, movers, cleaners, probate attorneys, before pitching yourself as the buyer.
4. Avoid Clichés and High-Pressure Language
Phrases like “must sell fast” or “cash offer today” feel transactional and disrespectful.
5. Focus on Their Goals, Not Your Gain
Ask: “Would it help if you didn’t have to deal with repairs or cleanouts?” This shows you’re thinking about their relief.
Outreach Scripts Tailored to Each Life Event
Bereavement / Probate
Direct Mail Example:
“Dear [Name], I want to extend my condolences for your recent loss. I understand that managing a property during this time can feel overwhelming. If you ever need help simplifying the real estate side of things, I’d be honored to provide options that make it easier.”
Phone Script:
“Hi [Name], I know you may be handling a lot right now. I just wanted to offer support if managing the property has become too much. No pressure at all, just know I’m here when you’re ready.”
Divorce
Direct Mail Example:
“Hi [Name], I know transitions like divorce can be tough. I work with homeowners who need fast, fair solutions without dragging things out. If you’d like to discuss ways to resolve the property quickly, I’m here to help.”
Phone Script:
“Hi [Name], I understand you may be in a sensitive situation. I specialize in helping couples move forward with property matters fairly and quickly, so you can focus on the next chapter.”
Retirement / Downsizing
Direct Mail Example:
“Hi [Name], many longtime homeowners like you are choosing to simplify life by downsizing. If you’re considering a change, I’d love to show you options for a simple, stress-free transition without repairs or long listings.”
Phone Script:
“Hi [Name], I work with homeowners who are thinking about downsizing. If you’d like to move into a simpler space without the hassle of fixing up or showing your home, I can help make that smooth.”
Health Decline / Relocation to Care
Direct Mail Example:
“Hi [Name], I understand that health changes sometimes make managing a property difficult. I help families by making transitions easier, offering flexible timelines and assistance with moving. If you’d like to explore options, I’m available.”
Phone Script:
“Hi [Name], I know that health transitions are never easy. My goal is to help ease the property side of things, whether that means buying as-is or providing resources to help you move smoothly.”
Job Relocation
Direct Mail Example:
“Hi [Name], job relocations happen fast, and selling quickly can be stressful. I buy properties directly, giving you certainty and speed so you can focus on your move.”
Phone Script:
“Hi [Name], I work with families who need to relocate quickly for work. If a fast and guaranteed closing would help you, I’d be happy to share options.”
Case Studies
Case 1: Probate Home
Investor sent a handwritten note to a family handling probate. Six months later, the family reached out when ready. Deal closed at 80% ARV because the investor waited respectfully.
Case 2: Divorce Property
Investor helped divorcing spouses sell without showings. Neutral communication style built trust, leading to a fair off-market deal.
Case 3: Retirement Downsizing
Investor offered leaseback option to an elderly couple downsizing. They moved at their pace, and the deal closed smoothly.
Mistakes to Avoid
Contacting too soon after a loss.
Sending generic “we buy houses” flyers.
Overpromising (“I’ll solve all your problems”).
Making the conversation about you instead of their relief.
Checklist for Sensitive Outreach
Research the situation before conta3cting.
Lead with empathy, not a pitch.
Use handwritten notes or personal letters.
Provide resources before making an offer.
Respect timing, follow up gently.
Tailor scripts to the life event scenario.
Document conversations to stay professional.
Conclusion
Life events create some of the most motivated sellers, but also the most delicate situations. If you come across as opportunistic, you’ll be shut out.
But if you show empathy, patience, and real solutions, you’ll not only win deals, you’ll build a reputation as the investor people recommend during life’s hardest moments.
By tailoring outreach to specific events, providing resources first, and avoiding high-pressure tactics, you position yourself as more than a buyer, you become a trusted guide.
