The Close Appointment

Run the sit-down the same way every time so the seller gets clarity before they get a pitch. The order matters more than the words: options before house, house before offer. Skipping ahead is the single biggest reason a good lead walks away confused or scared instead of signed.

• An appointment has been set (in person or online) with a homeowner in pre-foreclosure who is ready to sit down and talk through their situation
• A second or third appointment with the same seller because the first one didn't get to a signed agreement (slow-roll is fine, don't force a close on appointment one if the trust isn't there yet)
• Any time you're physically at the kitchen table or on a video call representing KOD to a seller

• A pre-filled Purchase & Sale Agreement (PSA) is in hand or on screen before you walk in or log on. Leaving without a signature drops your odds of ever getting one by roughly half, so the paperwork is ready before the conversation starts, not after.
• You already know the basics of their file: what stage of foreclosure, roughly how much equity, whether an auction date is set
• For the actual offer numbers (as-is vs ARV pricing, repair tiers, the range to walk in with), that math lives in sop-kod-offer-valuation. Don't improvise pricing at the table, know your numbers before you sit down.
• You know who else needs to be in the room. If a spouse, co-borrower, or other decision-maker isn't present, the appointment can still happen but nothing gets signed until they are.

• The options conversation happened, in the fixed order, before the house was ever looked at
• Every option that was ruled out was ruled out in the seller's own words, not assumed or skipped
• If loan mod was skipped, the auction was confirmed to be inside the 40-day window
• A pre-filled PSA was physically present at the appointment, whether or not it got signed
• Every appointment ends with either a signed agreement or a specific, dated next appointment, never a vague "we'll talk soon"

• Problem: You caught yourself talking numbers or walking the property before finishing the options conversation. Fix: Stop, sit back down, and finish the options review before continuing. Don't try to make up the sequence later in the same visit; go back to wherever you skipped.
• Problem: The seller seems confused after the options review instead of clear. Fix: Slow down and re-tie-down whichever option they hesitated on. A confused seller delays the deal; don't move to the house walk until they can restate in their own words why the earlier options don't fit.
• Problem: You're at 35 days to auction and about to explain loan mod. Fix: Don't. State plainly that loan mod isn't available on this timeline and move to bankruptcy, then cash, then subject-to.
• Problem: You left without a signature and now can't reach them. Fix: This is the expected risk of leaving without a PSA signed, which is why the pre-filled agreement should always be in hand. Follow the specific next-appointment time you set in step 9; if none was set, that's the fix for next time, not this time.
• Problem: A spouse or co-borrower wasn't at the table and the seller wants to sign anyway. Fix: Don't finalize. Set the specific next appointment with all decision-makers present instead of signing a document that will need to be redone.