Tommy DobczykOpportunity Zone Advisor, OZ Wizard · Director of Development | Certified Opportunity Zone Advisor

How to Negotiate a Deal: Offer Low, Get High Returns! #shorts

3 Jul 2026 · 2 min

Watch on YouTube

1:48

In this YouTube short, speaker Tommy Dobczyk outlines a negotiation approach for purchasing a special‑use car‑wash property. He recommends submitting a low offer of $2.9 million instead of the seller’s $3.7 million asking price, arguing that the four‑bay car‑wash is more of a liability due to outdated equipment and a risky septic system. To justify the lower bid, he stresses the need for a minimum 10 % internal rate of return (IRR) and a debt service coverage ratio (DSCR) of at least 2.1. He explains that achieving these financial thresholds requires a price closer to $2.9 million and that traditional calculations would take several hours or days, whereas the Deal Hunter tool from Land Shark can generate the necessary DSCR and IRR scenarios in under three minutes, dramatically speeding up the decision‑making process.

Chapters

We want to come back with an offer of $2.9 million. The people don't want to wash their own cars. So those 4 bays are actually a liability, not an asset. Car washes equipment is— equipment is dependent on success. So if they, if their equipment fails now, what do you do? And so if they have a bad outdated septic system, you're going to be replacing an entire water treatment facility. I would actually offer $2.9 million and make them choke because at that point I would let them know right off the bat that their numbers don't match what buyers need. So in order for this to work, we need a 10, at least a 10 IRR. We need at least a 2.1 DSCR. And in order to get those, we have to have our price way closer to like 2.9, not 3.7. So tenants too new, special use property, DSCR is tight, environmental exposure, blah, blah, blah. You want to come back with an offer of 2.9 million. Do the math on that for us so that we understand what the economics of it are. Now that we want to offer $2.9 million, show us what our DSCR scores would look like, show us what our IRR would look like, and show us how we would be able to improve the economics based on that price. And so the computations of this would take at least 3 or 4 hours. It would take me 5 or 6 hours to get ahold of my CPA to do it. And so at the end of the day, it literally is probably at least 3 days before I find the answers to this on any other, on any other thing. But because Deal Hunter by Land Shark is able to figure out computation so fast and do the things that it does, that it'll have the answers for us and really fast. So 3 minutes or less is usually what it does.