3 Questions Before You Talk to a Buyer
Nobel Prize-winning "nudge theory" shows that how a decision is structured matters as much as the options. Most sellers are given one choice: sell or don't. That's a trap, not a framework. Here are 3 questions that create clarity.
Why Choice Architecture Matters
Richard Thaler won the 2017 Nobel Prize for demonstrating that how choices are presentedprofoundly impacts decisions. When factoring companies call, they present a binary: "Would you like $85,000 in cash, or keep waiting for small monthly checks?" This framing exploits temporal discounting, anchoring, and simplification simultaneously.
A proper decision architecture adds dimensions they want you to ignore. Research (Mertens et al., 2021, meta-analysis of 200+ studies) shows properly structured decisions improve outcomes by 30-40%.
Your 3-Question Assessment
Q1: Is there an emergency that ONLY a lump sum can solve?
Examples: imminent foreclosure, life-saving procedure. NOT: "want to start a business" or "credit card debt."
Alternatives: Payment Preservation Comparison
Payment preservation = % of future structured settlement income that remains intact.
Information Is Your Best Protection
Whether you sell, partially sell, or keep — the worst decision is an uninformed one.
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Frequently Asked Questions
Should I sell my structured settlement?
Answer 3 questions: (1) Is there a genuine emergency only a lump sum can solve? (2) Have you explored all alternatives? (3) Do you know fair discount rates? If 'no' to #2 or #3, you're not ready.
What are alternatives to selling?
Personal loans, HELOC, partial sale, hardship withdrawals, negotiating with creditors, government assistance programs.
What is a fair discount rate?
For guaranteed life-company payments, 9-14% is fair. 15-19% is borderline. Above 20% is predatory.