Episode 511: Negotiation Skills That Make or Break Deals with Tom Zeeb

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June 11, 2025 • 28 mins

In this week’s episode, I’m joined by negotiation expert Tom Zeeb, and we’re diving straight into the skills that make or break deals. From his near-death experience in 2001 to closing hundreds of transactions, Tom shares the real-world tools and mindset shifts that helped him go from broke to building financial freedom through real estate.

We talk about the art of negotiation, how to create true confidence on calls, and the three simple tactics that can instantly transform your seller conversations.

If you’ve ever felt stuck, unclear, or hesitant when speaking with sellers—this episode gives you the exact language, mindset, and structure to flip the script and close more deals.

Key Talking Points of the Episode

00:00 Introduction
02:28 Moving from DC to Florida and pivoting his investing focus
04:12 Negotiation as the core of every successful real estate strategy
05:30 Tom’s 5-part STACK negotiation framework: starting with Confidence
07:12 Top 3 negotiation techniques that can get you more deals
15:02 Practicing negotiation skills through Craigslist ads and call critiques
16:49 Overcoming dips in business: the mindset piece
18:13 Pivoting without abandoning your foundation
19:48 The value of mentorship and coaching during tough seasons
21:09 Mental blocks, entrepreneurial ADD, and navigating risk
22:26 How to learn more from Tom
23:49 The two most important levers: marketing and negotiation

Quotables

“Negotiation is the middle piece of every real estate deal—without it, you have nothing.”

“Confidence changes everything. People can smell hesitation, and they’ll run.”

“Don’t pivot and abandon everything. Tweak your model. Make it stronger.”

Links

Tom Zeeb

https://tomzeeb.com

Traction Real Estate Mentors

https://tractionrealestatementors.com/guides

Episode 157: From “Broke as a Joke” to Thriving Investor and Mentor

https://smartrealestatecoach.com/podcasts/family-cast-07/

QLS Live