Making an offer to a direct seller - a bit awkward situation

[Ludmila M.]

Calling on all negotiation experts, including Michael Quarles (couldn't tag him). 

Tomorrow (Friday) I need to present an offer to a direct seller solicited via my direct mail. The seller is the sweetest older lady, and I want to handle this communication gently.  The situation is a bit awkward, however.

As a disclosure, I am not a wholesaler, not an agent, and I am interested in this property as a rental for my portfolio. 

Background:

Yesterday I visited her property, a brick ranch. It is very dated, but in an excellent location. However, it has notable disadvantages relative to all other homes in the area. While I tried to explain all these points to the seller, she agreed, but insisted on her asking price.  I didn't go as far as to naming mine. The lady, however, loves my "all cash, no inspection, in any condition" proposal.

Now, an interesting point in all this is when I came to see the house, there was an agent sitting at her kitchen table. Supposedly the agent is representing this lady on a purchase of a house in an active living community, where the lady is moving to. Clearly, the agent was there as a watchdog. This made it a bit awkward for me. The same agent supposedly brought a buyer to the lady before (sale fell through), so obviously she is helping selling the lady's house. At the end of our meeting, the agent suggested to the seller to get an offer from me for comparison, but the seller wasn't interested. 

Today, I get a call from the lady asking for my offer. I have a strong feeling that this was an instruction from the agent to get the comparison number. The lady refused to give me her lowest acceptable number, and firmly said "I want you to make me an offer". Well, I failed the negotiations basics, and promised to call her tomorrow with my offer. 

My questions:

1. What is the best way to navigate this situation when there is a "buyer's" agent actively involved?

2. How should I approach my communication with this lady if I know my offer is going to upset her? I don't want her to feel insulted or that I am trying to take advantage of her. I honestly wish her the best and don't want to be pushy.

3. What's the best way to present the offer - number first and then justification, or vice versa?

4. If it matters at all, is it better to give her a call in the morning, afternoon, or evening?

As a disclosure, I did listen to all the podcasts and researched BP topics on negotiations.  I just find this situation outside of a traditional negotiations script. I hope you guys can help me, as I do want this house.

Thank you!

[Rocky V.]

Give her options.  Why not make an all cash offer as well as an owner financed offer?  You have to find her motivation and move from there.  As far as the agent representing her, I don't see anything wrong with that.  Just be completely honest with her and the agent.