Narrative
The offer is not the price. is where the real price is set.
Take a songwriter client who gets the call: a wants to buy their rights, all of them. The offer is a significant number, more than the client earns in a decade.
The instinct is to focus on the number. The adviser's job is to redirect that. Before anyone evaluates the offer, understand what the buyer is about to do: spend the next six to eight weeks picking apart everything the client has ever written. That process (due diligence) is where the real price is set.
The headline offer is not the price. It is just the opening bid.