The Book on Negotiating Real Estate

New to the BiggerPockets library, with more than 18,000 first edition units sold. Learn how to close more real estate deals…and make more money in the process!

From expert real estate investors and best-selling authors J Scott, Mark Ferguson and Carol Scott, this is the only book you'll need to ensure you'll get the most deals—and the best deals—on all of your investment property! With over 1,000 successful real estate deals between them, the authors combine the science of negotiation with real world experience to dive into all aspects of the real estate negotiation process—from the first interaction with a buyer or seller, to renegotiating the contract after unexpected issues arise, to last-minute concessions at closing.

Not only does this book cover all aspects of negotiating real estate deals, but it also contains dozens of true-life stories that highlight how strong negotiation can result in more and better deals. Real dialogue examples will teach you what to say and how to say it, which will strengthen your ability to close profitable transactions. Whether you’re a real estate investor, agent, beginner, or expert, you can use these expert strategies to create optimal agreements and dynamic end results!

Inside, you will learn:

The principles behind successful negotiation

The psychology of building relationships to gain negotiating leverage

How to uncover and use information to tip negotiating outcomes in your favor

Strategies for defining optimal offers and counter-offers

Tactics for in-the-trenches negotiating and overcoming objections

Strategies for using concessions to get your deal to the finish line

Tips for overcoming tactics employed by those on the other side

How to overcome the challenges of making/receiving offers through agents

Tactics to renegotiate issues that arise from contract contingencies

Strategies to get the best of it when buying properties from banks and HUD

And much more!