The “Soft Pass” Offer Script That Keeps Sellers Engaged
This article walks you through the soft pass framework, a conversational offer approach that keeps the seller engaged, curious, and open, even if your number is lower than they hoped.
Austin Beverigde
Tennessee
, Goliath Teammate
You’ve had a great call. The seller sounds interested.
You’ve qualified them, asked the right questions, and even gotten some rapport going.
But the moment you drop your number, even respectfully, the energy shifts.
They pause. Say they need to think about it. Or worse: they vanish.
What happened?
It wasn’t the number. It was the finality.
The way you framed your offer made it sound like take-it-or-leave-it, and they chose “leave it.”
That’s where the soft pass comes in.
This article walks you through the soft pass framework, a conversational offer approach that keeps the seller engaged, curious, and open, even if your number is lower than they hoped.
What Is a Soft Pass?
A soft pass is a non-confrontational offer approach that sounds like:
“Look, I might not be your buyer today, and that’s okay. But based on what you’ve shared, here’s where I’d likely land…”
It’s designed to:
Protect seller relationships
Avoid sounding pushy
Invite response instead of resistance
Keep the door open for follow-up
It’s not a hard close. It’s a low-friction next step.
And it works, especially when the seller isn’t quite ready but needs a nudge.
Why Soft Offers Work When Hard Closes Don’t
Let’s look at what happens psychologically during a hard offer:
The seller feels backed into a corner
Their ego gets triggered (“That’s too low, are you serious?”)
They feel like they need to “defend” the value of their home
They start seeing you as an adversary, not an ally
Now flip that.
When you use a soft pass:
The seller feels in control
They respect your honesty
They stay open to future conversations
They don’t feel “burned” or insulted
The goal of a soft pass isn’t to close today, it’s to stay in the conversation.
The Soft Pass Script (Core Version)
Here’s a plug-and-play version of the soft pass you can tailor to any seller conversation:
“Hey [Name], I’ll be real with you, I might not be your buyer today, and that’s totally okay. But based on what you’ve told me and what I’m seeing, I’d probably be somewhere around [$X]. That’s factoring in the condition, the comps, and the holding costs we’d be taking on.
If that’s way off from what you had in mind, I completely understand. No pressure at all. But I’d rather be upfront with you than waste your time, and I’m always happy to revisit it down the line if things change on your end.”
This script does three powerful things:
Lowers the seller’s guard
Positions you as honest and low-pressure
Keeps you top of mind if/when their situation shifts
Where It Fits in the Conversation
Use the soft pass after you’ve done the following:
Built rapport
Learned their story and motivation
Confirmed timeline and ownership
Walked through the property details (or at least discussed it)
It’s not an opener. It’s a strategic pivot once you’ve earned enough trust.
The Psychology Behind the Soft Pass
Why does this work so well?
Because it shifts the conversation from:
“Here’s what I’ll pay. Yes or no?”
To: “Here’s where I’d be, but only if it makes sense for you.”
That language lets the seller:
Save face
Stay curious
Come back later without shame
And in real estate deals, keeping the door open is often worth more than trying to kick it down.
Variations Based on Seller Personality
1. The Skeptical Seller
They’ve had bad experiences or think investors are all sharks.
Soft pass version:
“I know this probably isn’t the highest offer you’ve heard, and I respect whatever decision you make. I just try to be honest and fast, no games.”
2. The Friendly-but-Noncommittal Seller
They like you, but they’re hesitant.
Soft pass version:
“You’re awesome to talk to, and I’d love to help if I can. My number might not be perfect, but I’d rather shoot straight with you and stay in touch.”
3. The Defensive Seller
They’re emotionally tied to the house.
Soft pass version:
“Totally get it, it’s a great property, and I know it means a lot to you. I just want to give you a fair number based on what we do, and let you run with it however you want.”
The key: Adjust tone and language, but always keep it disarming.
What to Say After the Soft Pass
Here’s how to keep the conversation alive post-offer:
“If the number doesn’t work today, no worries, I’m still here if anything changes. Sometimes sellers call me back in two weeks or two months, and I’m happy to revisit it.”
You can also say:
“I’ll shoot you a quick text next week just in case your plans shift. Sound good?”
This plants the seed for a future follow-up that feels welcome, not spammy.
Use Motivation Data to Time Your Soft Pass
Soft passes work best when paired with smart data.
With Goliath Data, you can:
See which sellers are showing early distress signs
Track lead scoring to identify timing windows
Set automated reminders for follow-up when conditions change
Pair call activity with seller behavior patterns
So instead of guessing when to re-engage a lead, you’ll know when it’s warming back up, and when to re-pitch your offer.
Data-backed timing + soft pass framing = more second chances turned into deals.
Why Soft Passes Help With Referrals (Yes, Really)
Here’s something most investors overlook:
Even if the seller doesn’t take your offer, a respectful experience can lead to a referral.
Example:
“Hey, I didn’t sell to them, but they were honest, professional, and didn’t pressure me. You should talk to them.”
This happens more often than you think, especially with landlords, aging homeowners, and inherited properties.
Your soft pass approach becomes your brand.
Mistakes to Avoid When Using Soft Passes
While the soft pass is powerful, it can backfire if done wrong.
Avoid these common mistakes:
Sounding apologetic about your number
Giving the impression that you’re not serious
Being too vague (“somewhere in the low 100s” doesn’t count)
Using it as an excuse not to follow up
Soft passes only work if they’re:
Clear
Respectful
And followed up properly
Combine Soft Passes With a Nurture Campaign
The biggest payoff from soft passes comes weeks or months later.
So plug those leads into an automated nurture flow:
Text reminders
Seller education emails
Market updates
Personal check-ins every 7–10 days
The tone should match the soft pass:
Low pressure
Helpful
Focused on their timeline, not yours
This is exactly where Goliath’s automation tools shine, letting you scale follow-up without losing that personal feel.
Respect Buys You Second Chances
The soft pass script works because it respects the seller’s position.
It doesn’t insult.
Doesn’t assume.
Doesn’t burn the bridge.
It just offers a number and leaves the door open.
That’s all most sellers need, especially when:
Their timeline is unclear
They’re still testing the market
Or they’re emotionally attached to the property
And guess what?
When the pain gets real. When no other offers pan out. When they’re ready to move.
You’ll be the one they call back.
Because you treated them like a person, not a paycheck.
