Tommy Dobczyk and two others break down real-estate negotiation tactics: spot red flags from sellers, use the walk-away approach to flip leverage, and make sellers feel they need you more than you need them. Strategic questioning and knowing when to burn bridges can secure better terms.
Chapters
You can catch that in the moment like I did. Then you can go, wait a minute, you turned down a $100,000 difference?
Because he was explaining, and it's always good to like at least— So the red flags come up when you're talking to them.
Yeah, if you don't have a bulldog like Tommy with you, the best thing to do is when you hear the red flags is to say, well, let me get back to you, I, I had something come up, let me get back to you, and leave. And then don't get back to them, let them chase you. That way when you do point out your objections, they, they try to reel you back in somehow, and you can use it as, as leverage. But I'm not, I'm not too keen on leveraging that, you know, bad, bad stuff. Like, I didn't— I just, I go through deal after deal after deal. I don't, I don't try to negotiate with people that are trying to, trying to be underhanded. And that's underhanded in my book. So once I offend them by asking a simple question, I kind of burn that bridge because I know how to swim.
And it seems like they would be willing to give you— they should be excited to give you all this stuff. So you're, you're happy to move forward with the deal. 'Cause in reality, I don't know if it sounds arrogant to say this, but in reality they need us more than we need them. There's a million deals out there that we could be going after, but we took the time to contact them. They should be giving you anything and everything to make you excited about doing a deal.
That's right.
That's the advice you need to take right there, Katya. Take Sarai with you next time instead of Tommy. 'Cause Sarai will be like, hold on, wait a minute. Well, you need us more than we need you. We do a thousand of these, you're doing, you know, we're here for you, you know. And that's the attitude to take because again, it puts them in their place and it makes them go, oh, wait a minute, you know, you're right, I, I should be trying to sell this to you and what I'm doing is, is basically turning you off, right?
Like, if you can catch that in the moment like I did, then you can go, wait a minute, you turned down a $100,000 difference? Why would you? And then I would ask him, why did you turn down a $100,000 difference? Like, how Like, what? I don't understand. And when you, when you pose these questions and they get upset, that's the red flag. And that's when you go, okay, I'll see you later. I got to go.
Can you tell— can you say why would anybody turn down a deal over 100 G's? What I mean, like, what would be the point of that when you're that close?
Right. When you're that close, like, it should make sense. But again, when, when you're lying, Nothing makes sense. There's no logic to a lie, right? And so when you're lying, when you do— when you say like, oh, we got an offer for $100,000 less and didn't take it, you're literally trying to make yourself sound better and bigger than you really are. Yeah.
