Guillaume BlackPropTech Leader | "Deals are made, not found" | Helping investors find motivated sellers & close profitable deals

Viewings don’t make you money, offers do

14 Mar 2026 · 1 min

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In this concise real‑estate investing monologue, Guillaume Black argues that attending property viewings without immediately making an offer wastes valuable time, money, and energy. He emphasizes that the viewing is the costly part of the process, while an offer costs virtually nothing. Black suggests a typical investor views about ten properties but only makes an offer on one, resulting in a 90 % waste rate of the most valuable activity. He warns that assumptions about what a vendor will accept are dangerous because a deal is only confirmed once an offer is placed. To increase success, he recommends using an A/B offer structure—pairing price with favorable terms or vice‑versa—to give sellers options. Finally, he frames deal‑sourcing as a numbers game: the more offers you make, the more deals you close, and the data will prove the approach.

Chapters

If you walk away from a viewing without making an offer, you're just wasting your time. The viewing is the expensive part in property. Your time, your travel, your energy. The offer costs you nothing. So most investors view 10 properties and offer on one. That's 90% waste rate on your most valuable activity. You don't know what the vendor will accept until you offer. So assumptions will kill your deals. Every offer you don't make is a deal you've already lost. Make your A/B offer. Your price, their term, or their price, your term. Give them options. And the most offers you make, the more deals you'll do. It's a numbers game and the numbers don't lie.