Offers form

It is said that in the wholesaling business, it is best to constantly make offers. Make 20-30 or whatever numbers of offers a month if possible. Most of them will probably be rejected but hopefully sometimes a few may be accepted.

My question is, do we include an earnest money deposit section in these offers? Or, in the case of just an offer (not a sales and purchase contract), do we leave this section out and only include it on the sales and purchase contract if the offer is accepted?

Does anyone knows of a good sample offer form?