In this instructional YouTube video, real‑estate professional Joe Homs emphasizes that negotiation is the single most lucrative skill in real‑estate transactions, capable of adding or subtracting tens of thousands of dollars per deal. He outlines a step‑by‑step framework: (1) preparation before any price discussion by uncovering the counterpart’s true motivations (money, speed, peace of mind, etc.); (2) using strategic silence after asking a probing question, letting the other party fill the void; (3) never negotiating against yourself—prompt the seller to state their desired outcome before you make an offer; (4) employing respectful lowball offers that set a negotiating tone without insulting; (5) applying psychological framing that makes the other side feel in control (e.g., “Would this work for you?”); (6) leveraging body language and vocal tone to convey confidence rather than desperation. He supports each tactic with brief anecdotes, such as a seller dropping $25,000 after a silent pause. Homs acknowledges that many feel they’re not natural negotiators, but stresses that the skill is learnable through practice and coaching. Throughout, he repeatedly invites viewers to book one‑on‑one coaching calls for deeper, personalized training, and ends with typical YouTube engagement prompts (like, subscribe, comment).
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Negotiation. It's the one skill in real estate that can literally make or lose you tens of thousands of dollars per deal. And the crazy part, most people treat it like it's optional. I'm here to tell you, if you want to win in real estate, you need to master the art of negotiation. Today, I'm going to walk you through the real tactics I've used over the years to close deals others couldn't. And I'll drop a few funny stories along the way because honestly, negotiating can get weird and you don't forget. If you want to sharpen your skills even more, you can book a one-on-one call with me. That's where the real breakthroughs happen. Let's start with the most important principle. Negotiation doesn't start at the table. It starts in the setup before you even talk price, you've got to understand what the other person actually wants. And I promise it's not always money. Sometimes it's speed. Sometimes it's peace of mind. Sometimes they just want to stop arguing with their ex about a house neither of them even wants. The better you understand the real motivation, the easier it is to make a deal that feels like a win for both sides. Now, when you're face-to-face or on the phone, here's a golden He who speaks first loses. Ask your question and then zip it. Silence is your secret weapon. The first time I tried this, I asked a seller, what's the least you'd take if we could close next week? And then I shut up. It felt like the longest 30 seconds of my life. I wanted to jump in with a number, but I waited. And guess what? The seller dropped $25,000 off their asking price just to fill the silence. Boom. Here's another key. Never negotiate against yourself. Don't throw out numbers just to be polite. If a seller says, make me an offer, don't panic. Say, well, I'm happy to, but I need to know what you're hoping to get first. You don't win by guessing what's in their head. You win by getting them to speak it out loud. Oh, and one more thing. Lowball, but stay respectful. You're not trying to insult anyone. You're just setting the tone for a conversation. If a property's worth $300,000 and you come in at $250,000, that's not rude. That's the start of a deal. Now, if you say $100,000, okay, that's rude. Unless it's a teardown, then it's just honest. Now let's talk about psychology. People want to feel like they're deciding Not being sold. That's why I use phrases like "Would this work for you?" Or "How would you feel about that?" Instead of saying, "You should take this offer," you're inviting them into a solution, not pushing it on them. And you'd be amazed at how much more open people become when they feel like they're in control. And this one's. Big. Body language and tone matter more than your actual words. You could say the exact same thing with confidence or with desperation, and the result will be completely different. So don't just memorize a script. Learn how to say it like you mean it. That's something I work on a lot with my one-on-one students. You'd be surprised how quickly someone can go from awkward to confident when we fine-tune a few simple things. Now, I know some people say, Joe, I'm not a natural negotiator. And that's fine. I wasn't neither when I started. I fumbled and said the wrong thing, probably lost a few deals I should have landed. But just like any other skill, it's learned. And when you get good at it, you stop relying on luck or the Perfect property or a hot market. Because when you're a great negotiator, you can make any market work for you. So if you want to get better, truly better at this game, book a one-on-one call with me. We can go over actual conversations, real-life deals, and practice together until negotiating feels like second nature. I promise this one skill can unlock more profit than anything else You'll learn this year. All right, if you found this helpful, give this video a like, subscribe to the channel, and drop a comment if you've ever blown a negotiation. We've all been there. And if you've got a deal you're working on right now and want help structuring it, don't guess. Book that call. Links in the description. See you on the next one.
