Working Cash Offer Leads with SOLD.com + Opendoor
Cash offer leads are a valuable opportunity to connect with sellers who are actively exploring their options. Many of these homeowners are not necessarily committed to selling directly for cash, they are trying to understand what their home is worth, how quickly they can move, and which selling path makes the most sense for them.
Your role is to become the seller's trusted advisor.
With the SOLD.com + Opendoor experience, you can help a seller compare a traditional market sale with an Opendoor cash-offer option while keeping yourself at the center of the conversation.
Understanding Cash Offer Leads
What is a cash offer lead?
These are generally sellers who have shown interest in receiving a cash offer or exploring an alternative to the traditional home-sale process.
Their priorities may include:
- Selling on a more predictable timeline
- Avoiding showings and open houses
- Reducing uncertainty
- Avoiding extensive pre-sale preparation
- Understanding how a cash offer compares with listing on the open market
- Coordinating the sale with their next move
Do not assume the seller has already decided which path they want. The best approach is to help them compare their options based on their actual priorities.
Step 1: Start With the Seller's Goals
Before discussing a particular offer, understand what the seller is trying to accomplish.
Ask questions such as:
- How quickly are you hoping to move?
- Is maximizing your net proceeds the highest priority?
- How important is certainty around your closing date?
- How much work are you willing to do before selling?
- Are you buying another home after this sale?
- Would avoiding showings or repairs be valuable to you?
The goal is not to convince the seller that cash is better or that listing is better.
The goal is to help them understand the tradeoffs.
A simple way to introduce the conversation:
“I can help you compare what your home may be worth on the market with an Opendoor cash-offer option. Once we understand the property and your goals, we can look at the choices together.”
The webinar specifically recommends using the cash-offer option as a useful reason to earn the appointment, then reviewing the choices with the seller after you understand the home.
Step 2: Request the Opendoor Offer
For SOLD.com referrals where an Opendoor option is available, the opportunity may appear directly within your SOLD.com workflow.
SOLD.com is building the experience so that agents can see the Opendoor opportunity within the referral journey rather than having to search for a cash-offer provider separately. The product handoff also tracks whether an offer is still pending, being evaluated, has been offered, or is not eligible.
Need an offer for a lead that did not come from SOLD.com?
You can also request an offer for:
- Your own seller leads
- Past clients
- Leads from your personal database
- Properties you want to evaluate or test
Use:
We recommend bookmarking this page or saving it to your phone so it is easy to access during seller conversations.
Step 3: Complete the Property Assessment
An initial or preliminary offer may not be the final number.
To move the property through the process, agents may need to complete the property assessment through the Opendoor Key app.
The webinar process is:
- Open the property in Opendoor Key.
- Take the requested photos.
- Answer the property-condition questions.
- Review the information.
- Complete and submit the assessment.
The webinar specifically recommends saving the photos to your camera roll as you complete the assessment.
The Opendoor Agent Guide says offer generation is typically around 48–72 hours, although property-specific circumstances may vary.
Step 4: Review the Offer With the Seller
Do not review only the headline purchase price.
Help the seller understand the full financial and practical picture, including:
- Offer price
- Estimated net proceeds
- Service fee
- Repair or condition adjustments
- Commissions
- Closing timeline
- Move-out timing
- Any other applicable transaction costs
The Opendoor service fee is variable and the actual property-specific offer and agreement should govern the conversation.
For comparison, also discuss what a traditional market sale could potentially look like.
This is where the agent creates value: helping the seller compare the choices instead of simply presenting a number.
Step 5: Help the Seller Choose the Right Path
Depending on eligibility and the property, the seller may have multiple paths.
Traditional Listing
The seller lists the home with you and markets it to traditional buyers.
This may make sense for sellers who are comfortable with the traditional selling process and want to test the open market.
Opendoor Cash Offer
The seller sells the home directly to Opendoor.
Potential seller benefits include:
- No traditional buyer financing contingency
- No open houses
- No repeated buyer showings
- Flexible closing timeline
- Less pre-sale preparation
- Greater certainty around the transaction
The Agent Guide shows a typical closing window of 14–60 days, based on available dates and the seller's selection.
Cash Now, More Later
Cash Now, More Later, or CNML, combines an upfront cash sale with the potential for additional proceeds after Opendoor prepares and resells the property.
The webinar explains the process as:
- Opendoor purchases the home.
- The seller receives their cash and can move forward.
- Opendoor prepares the property.
- The agent lists the home for Opendoor.
- If the resale produces additional proceeds under the program terms, the original seller may receive more.
The seller receives the certainty of the initial transaction while still having potential exposure to resale upside.
Agent Compensation
One of the most important changes in how agents should think about Opendoor is that working with a cash-offer company does not automatically mean giving up the client or the opportunity to earn a commission.
For the current program:
Cash Offer:
Opendoor pays a tiered 1–2% commission at the first closing.
Cash Now, More Later:
Agents can also earn 1–2% at the first closing, with the opportunity to earn a commission when the home is resold. The revised webinar materials use a 3% resale listing commission as an example and note that the resale commission is negotiable.
Agents may also collect compensation agreed to with their seller under their own agreement, where applicable.
Because the exact Opendoor commission tier can depend on the specific transaction, do not promise a specific percentage before it has been confirmed.
SOLD.com internal guidance is to direct property- or commission-specific questions to Opendoor rather than speculate. View the Slack discussion
Timing and Move-Out Options
According to the current Opendoor materials:
- Typical offer turnaround: approximately 48–72 hours
- Offer validity shown in the guide: 5 days
- Typical closing window: 14–60 days
- Certain new-construction situations may allow closing up to 120 days
- Late checkout may be available for up to 17 days after closing
Actual availability, dates, and terms should always be confirmed in the live offer and agreement.
What Happens After the Inspection or Due-Diligence Period?
If the property assessment or due diligence results in a change to the repair credit or transaction terms, agents should review the revised numbers carefully with the seller.
The webinar materials note that a new replacement contract may be generated rather than an addendum when terms change.
When that happens:
- Review the new terms.
- Revisit the seller's available options.
- Confirm the current cash amount and program selection.
- Explain any material changes.
- Send the revised documents to the seller for signature.
Updated documents are not automatically sent to the seller; the agent controls that handoff.
E-Signing and Documents
The current training materials describe an electronic-signature workflow through the dashboard using a third-party signing experience.
Before sending documents:
- Confirm the seller's name.
- Confirm the correct email address.
- Make sure each signer has their own information.
- Confirm the selected offer.
- Confirm that you are sending the most current version of the contract.
If terms change, review the revised documents before sending them again.
Best Practices for Talking About Cash Offers
Do: Remain Neutral
Do not bad-mouth Opendoor or cash offers.
You create more trust when you can explain the advantages and disadvantages of each option objectively.
Do: Compare Net Proceeds
A seller should understand more than the headline offer price.
Compare:
Cash offer:
Price minus applicable fees, adjustments, commissions, and costs.
Traditional listing:
Estimated market value minus commissions, repairs, preparation, concessions, carrying costs, and other selling expenses.
Do: Stay at the Center of the Conversation
Your value is not simply requesting the offer.
Your value is helping the homeowner decide what to do with it.
Don't: Promise a Specific Offer or Commission
Pricing, eligibility, fees, adjustments, and commission tiers can vary by property.
Use the actual offer and Opendoor's transaction team for property-specific questions.
Don't: Position This as an SGD Sales Pitch
Internal SOLD.com guidance is that Opendoor should not be positioned as an advantage or disadvantage of joining the SOLD.com network.
It is an agent tool designed to simplify the seller experience and give agents another option to bring to clients. View the Slack guidance
Frequently Asked Questions
Will Opendoor take my client?
The SOLD.com experience is designed to keep the agent involved. The offer comes through the agent workflow, and the agent leads the conversation and helps the seller evaluate the available paths.
Can the seller change their mind?
The webinar materials state that the seller can cancel before closing without an Opendoor penalty. Always confirm the terms of the seller's actual agreement.
Can I request an offer for a non-SOLD.com lead?
Yes. Use:
You can use it for SOLD.com leads as well as seller opportunities from your own business.
Where do I find more information inside SOLD.com?
The agent portal includes information about working with Opendoor:
https://agent.sold.com/working-with-opendoor
That resource was also shared internally as the primary “how it works” reference for agents. Slack reference
Who Should I Contact With Questions?
Home Sales Advisor
Use your Home Sales Advisor for property-specific offer and transaction questions.
Contact details are available in the dashboard.
General email: [email protected]
Opendoor Partner Services
Use Partner Services for general partner questions, pre-offer assistance, and help with tools.
1-833-659-6597
[email protected]
Partner Success Manager
For partnership strategy and agent-support questions:
Melissa Giersz
Partner Success Manager
470-517-8005
[email protected]
