Motivated Seller Negotiation Tools to Close More Deals

Negotiating with sellers isn’t just about numbers—it’s about understanding people, their motivations, and how to create win-win situations. In this episode, we dive deep into the art of talking to sellers, uncovering their true needs, and structuring deals that work for everyone involved. We discuss the importance of empathy, the power of open-ended questions, and how to avoid common negotiation mistakes that can cost you deals.

You’ll also learn about essential deal-making strategies, including the “mirror technique” for building rapport, how to determine the right offer price, and why focusing on finding great deals (rather than forcing sales) is the key to long-term success. If you want to sharpen your skills in real estate negotiations and master the process of securing profitable deals, this episode is packed with actionable insights.

 

Episode Highlights:

[0:00] – Introduction

[1:10] – The emotional weight of talking to distressed sellers and why empathy is key

[2:35] – The must-have details you need from every seller to make an informed offer

[3:17] – The importance of identifying the seller’s motivation and timeline

[4:10] – Why traditional negotiation tactics don’t work with sellers and what to do instead

[6:03] – The “Mirror Technique” and how it helps sellers open up

[7:28] – The right way to structure your conversations to uncover seller needs

[10:17] – Understanding ARV (After Repair Value) and the 70% rule for evaluating deals

[12:13] – How to estimate repair costs and avoid overpaying for properties

[13:37] – The “Limbo Method”—how to determine the lowest possible offer price

[16:22] – The difference between being a deal finder and a wholesaler

[19:12] – How to define your real estate investing goals and choose the right path

[22:38] – Why finding the right partners and funding sources is key to scaling your business

[25:19] – Using a simple deal calculator to quickly determine offers

[30:53] – Key performance indicators (KPIs) every deal finder should track for success

5 Key Takeaways:

1. Empathy builds trust: Sellers are often in distress, so listening and understanding their situation is more important than jumping straight into an offer.

2. Gather key information upfront: Always ask about the seller’s motivation, property condition, asking price, and timeline before making an offer.

3. Forget traditional negotiation tactics: Trying to lowball or pressure a seller rarely works. Instead, focus on solving their problem while meeting your investment goals.

4. Know your numbers: Understanding ARV, repair costs, and the 70% rule is crucial to making profitable offers without overpaying.

5. Partnerships accelerate success: Whether you need funding, expert advice, or deal support, surrounding yourself with the right people will help you grow faster.

 

Links & Resources:

Deal Finder’s Script & Resources: viewfindersclub.com/resources

Free 15-Minute Strategy Call: chatwithandrewlucas.com/15

If you found this episode helpful, don’t forget to follow, rate, and review the podcast! Share it with a fellow investor or aspiring deal finder to hel