March 16, 2026

99% of wholesalers make the same mistake, and it causes them to hear objections like, "The price is too low," "I need to talk to my wife," or "I need to think about it." And this simple negotiation fix will make sure you never have to hear that again. If you're trying to talk the seller down on price, you've already lost. Instead of talking the seller down, you actually have to get them to talk you up. What do I mean by that? Negotiations is all about the perception of winning. Basic human psychology— everyone wants to be a winner. So how do we give the seller the perception of winning even when the price is below what they're asking? Well, step 1 is you have to do something called an anchor. If your maximum allowable offer is $100,000, you should not start anywhere close to that. So for me, my anchor would be somewhere around $40,000. Step 2 is you have to get them to talk you up. Now, how do we come up from $40,000 to $100,000 without sounding like a scam? It's something called the give and take method. Hey, I know price is a big thing for you. If we were able to come up in price, would it really matter if it took us like an extra $15,000 to $30,000 days to close. Most of my beginner students have the same issue. Their first offer is way too high, and then you won't come up in price at all because you don't have room. And then the seller feels like you're not doing a fair negotiation. But if I start lower and I make incremental jumps while saying, hey, if I give you more, you've got to give me something in return, then it feels like a fair trade-off. And if we anchor low enough and we meet in the middle, we can still achieve our dream outcome. Say, for example, the seller's at $130,000 and I'm at $100,000. I'm going to start at $40,000. The seller is automatically going to drop their price to probably about $115,000 to $120,000. Then I'm going to come up with incremental amounts, maybe like $47,000. They drop to $105,000. I say, hey, look, I don't know if I can get you approved for this next program, but if I could, would it really matter if it took like an extra 15 to 20 days to close? They say no. I get them bought in. Next thing I do is I come up to like $65,000. They tell me no again, but then they drop their price to $100,000. They're already at my MAO, so now I just have to get them anything below that to increase my profit. And then I continue to squeeze and squeeze and squeeze and squeeze until the seller suggests a price that makes absolute sense for me. I don't want to be the one suggesting the final price because if I do that, then they're going to think that I won. But if I get them to tell me the final price, they have the perception that they won. But the whole time, I was the real winner. For your next negotiation, you better save this because genuinely, I haven't had one of those objections in the past year.