Feature:

Negotiate Like a Pro & Handle Tough Talks

Negotiation is where the money’s made, but tough talks can derail you fast. Here’s how to own both like a boss.

Negotiate Like a Pro with Sellers

Getting the best price takes skill—let’s break it down:

1. Know Your Numbers Cold

   • Run your ARV, repairs, and 70% rule before calling. Example: $150K ARV, $20K repairs, max offer $85K. Walk in with comps to back it up.

   • Leave room to move—start 5-10% below your max (e.g., $75K) to give yourself wiggle room.

2. Build Rapport First

   • Start with, “Hey [Name], thanks for chatting about [Address]. I’m here to help you solve this—why’re you selling?” Listen hard—their pain point is your leverage.

   • Mirror their tone—match their energy to build trust fast.

3. Make Your Pitch Stick

   • Lay out the deal: “Based on $150K market value and $20K in fixes, my cash offer’s $75K, closing in 10 days, no fees.”

   • Highlight benefits: “You skip repairs and get cash quick—beats months on the market!”

Pro Tip: Stay calm if they push back. Silence is your friend—let them fill it with a counter.

Step-by-Step Guide to Handle Tough Talks

Some sellers dig in their heels—here’s how to navigate the hard stuff:

1. Identify the Objection

   • Listen for their “no”: Price too low? Need more time? Ask, “What’s holding you back, [Name]?” Pinpoint the issue fast.

2. Acknowledge and Pivot

   • Validate them: “I get it, [Name], $75K feels low when you’re used to $150K.” Then shift: “But with $20K in repairs, investors cap at $85K. Let’s find a win—can you meet me at $80K?”

3. Offer a Concession

   • Throw a bone: “If $80K works, I can close in 7 days instead of 10—how’s that sound?” Keep it small but valuable.

   • If they stall, add flexibility: “Or we can split the difference at $82K—deal?”

4. Close with Confidence

   • Seal it: “Awesome, [Name], let’s lock in $82K, close next week. I’ll send the contract today—ready to sign?”

   • Get verbal yes, then move to paperwork.

5. Know When to Walk

   • If they won’t budge past your max ($85K), say, “I appreciate it, [Name], but $85K’s my limit. Let me know if that clicks—otherwise, I’ll step back.” Keep the door open.

Stat of the Week: Skilled negotiators close 30% more deals by addressing objections effectively (Source: Harvard Business Review, 2023).

Deal Tip: 

Anchor Low, Then Build

Start with a lower offer (e.g., $70K) to anchor the talk. If they counter at $90K, you can slide to $82K and still look generous. Control the range! Former CIA Operative, Mike Ackerman suggests beginning at 65% of your target amount, then move to 85%, 95%, and finally 100%. it’s known as the Ackerman model and was popularized in the book “Never Split the Difference” by FBI Hostage Negotiator Chris Voss.

Quick Tip: Practice your pitch with a friend—role-play tough sellers to sharpen your moves.

Reader Q&A

Q: What if the seller gets emotional during negotiation?

A: Stay cool. Say, “I feel you, [Lisa], this is a big decision. Let’s take a breath—my $75K offer still saves you $20K in repairs. Can we work with that?” Empathy plus facts win the day. Just remember. Be sincere. Often times in situations like these people are very vulnerable. We are here to help them as much as we can.

Submit your questions to [email protected] for a chance to be featured!

Hustle Spotlight

Best Practice for Tough Talks

Let’s shine a light on a killer tactic: the “trade-off” close.

• Best Practice: When stuck, offer a trade-off instead of cutting price. Example: “I can’t go past $80K, but I’ll cover your moving costs up to $1K—deal?”

• Scenario: A wholesaler in Miami used this to seal a $79K deal, adding $500 for moving, netting a $12K assignment fee.

• Why It Works: It keeps your profit intact while solving their problem.

Takeaway: Use trade-offs to break deadlocks—creative wins beat cash cuts.

What’s Next

In Issue #13, we’re diving into scaling your team for bigger deals and sharing a playbook to manage multiple properties. It’s gonna be massive!

Keep winning, keep stacking!
Chris Strickland, The Wholesale Hustle