{"id":4682,"date":"2025-07-04T02:20:53","date_gmt":"2025-07-04T02:20:53","guid":{"rendered":"https:\/\/myrealestatedojo.com\/subto\/?p=4682"},"modified":"2025-07-04T02:22:03","modified_gmt":"2025-07-04T02:22:03","slug":"master-the-2-phases-seller-negotiation","status":"publish","type":"post","link":"https:\/\/myrealestatedojo.com\/subto\/master-the-2-phases-seller-negotiation\/","title":{"rendered":"Master the 2 Phases of Seller Negotiation: Get More Creative Real Estate Deals Without Arguing"},"content":{"rendered":"\n\n\n

Master the 2 Phases of Seller Negotiation: Get More Creative Real Estate Deals Without Arguing<\/yt-formatted-string><\/h1>\n\n

Master the 2 Phases of Seller Negotiation: Get More Creative Real Estate Deals Without Arguing\n\nYo champ, do you keep talking to motivated sellers… but you’re not getting the deals?Do they ghost you? Or say they\u2019ll \u201cthink about it\u201d and disappear?It\u2019s because you’re missing this one skill: understanding the two phases of negotiation.Most people jump in trying to \u201cclose the deal\u201d \u2014 and completely skip the real work that builds trust and makes the seller WANT to work with you.\n\nChamp, I\u2019ve been an entrepreneur since 9th grade in high school and a real estate investor since 2006.And all that time, I\u2019ve never borrowed money from a sticky banker or held a r\u00e9sum\u00e9 job.Today\u2019s session \u2014 today\u2019s lesson \u2014 is all about mastering the two phases of negotiation with a motivated seller.Let\u2019s dive in.\n\nThere are two phases in every seller negotiation:\n\u2705 Phase 1: The Gathering Phase\u2705 Phase 2: The Closing\/Checking Phase\nMost new investors mess this up because they treat the whole conversation like one giant pitch. But negotiation isn\u2019t a battlefield. It\u2019s a dance. A relationship. And each phase has its own strategy.\n\n\nThis is where most of the magic happens \u2014 before you even make an offer.\n\ud83d\udccc Whether you’re cold calling, or returning a lead that submitted a form on your website \u2014 your only goal in this phase is to build connection and gather information.\n\nThat\u2019s it.\nLet me be super clear\u2026\n\u274c You’re NOT negotiating here.\u274c You’re NOT arguing about price or comps.\u274c You’re NOT trying to \u201cwin.\u201d\nThis isn\u2019t the time to talk about \u201cyour side\u201d versus \u201ctheir side.\u201d That\u2019s rookie talk.\nInstead, you want to build rapport and keep the flow of information wide open \u2014 like water pouring down a clean pipe.\nIf they say, \u201cMy house is worth $200K\u201d and you know it\u2019s worth $90K, you don\u2019t say, \u201cNo way, you’re wrong.\u201dYou say something neutral:\u201cOkay, I hear you.\u201d\u201cSure, makes sense.\u201d\u201cGotcha.\u201d\nYou’re not agreeing. You’re not disagreeing. You’re simply staying neutral so you don\u2019t create separation.\nWhy?\nBecause once the seller feels defensive, they shut down \u2014 and you lose access to the real problems they’re facing.\nAnd remember \u2014 your job as a creative investor is to solve problems, not just buy property.\n\nNow here\u2019s what most students, assistants, or even sales reps miss: they think \u201cbuilding rapport\u201d means asking a bunch of scripted questions.\nThat\u2019s not it.\n\ud83d\udccc Building rapport means actually listening.\nNot just hearing. Listening.\nHearing is passive.Listening is processing. It\u2019s absorbing. It\u2019s connecting dots.\nYou ask:\u201cWhy are you selling?\u201dAnd they say:\u201cWell, my roof keeps leaking and the repairs are killing me.\u201d\nThen 60 seconds later you ask:\u201cSo how much are the repairs?\u201d\n\ud83e\udd26\u200d\u2642\ufe0f You just told them you weren\u2019t listening.\nIf you listen carefully, they\u2019ll tell you everything you need to know \u2014 motivation, pain points, timelines. You won\u2019t even need to ask \u201chow much do you want for it\u201d until much later.\nAnd if you’re not listening \u2014 you\u2019re not solving.And if you’re not solving \u2014 you\u2019re not getting deals.\n\n\nLet me show you a real-world example:\nYou’re walking through the seller\u2019s home and you see a full weight set.\n\u2705 Most people ignore it.\n\u2705 But me? I work out. So I say:\u201cOh man, you lift? When\u2019d you get into it?\u201d\u201cWhat do you train \u2014 full body or split?\u201d\u201cMind if I jump on the pull-up bar?\u201d\nBoom. Now we\u2019re friends.\nAnd now we\u2019re not talking about price. We\u2019re talking about connection \u2014 and trust. That\u2019s the foundation for creative deals: Sub2, Seller Finance, Wraps, all of it.\nAnd if you’re thinking, \u201cWell I don\u2019t work out,\u201d that\u2019s okay \u2014 find something you can relate on.\nDog lover? Guitar player? Veteran? Find the human link.\n\nBy the way, if you’re brand new and you want to start learning these negotiation skills without taking big risks\u2026\nI created The New Flip \u2014 the smartest way to start flipping and make money today.You\u2019ll learn how to spot deals, negotiate like a boss, and build that muscle of confidence \u2014 all by flipping everyday stuff like bicycles.\nIt\u2019s exactly how I started \u2014 and those same skills helped me crush it in real estate.\n\ud83d\udc49 Grab it at TheNewFlip.com\n\n\nOnce you’ve gathered enough info and built strong rapport, then \u2014 and only then \u2014 you move into Phase 2:The Checking Phase.\nThis is where you start making soft jabs. Just like in boxing \u2014 you don\u2019t throw a haymaker first.\nYou test the waters. You ask:\n\ud83d\udc4a \u201cIf I could take over the payments and handle all the repairs, would you consider terms?\u201d\n\ud83d\udc4a \u201cWhat would you do if the house doesn\u2019t sell in 30 days?\u201d\n\ud83d\udc4a \u201cWhat\u2019s more important to you \u2014 speed or price?\u201d\nNow you’re checking motivation. You’re probing gently. You’re planting seeds.\nBut remember \u2014 the strength of your negotiation depends on the strength of your rapport from Phase 1.\nIf you rush here too fast, it\u2019s over.<\/span>
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