Module 6: Offer & Negotiation Ninja
You’ve made the initial offer and protected it with contingencies.
Now we turn on the heat during a hot market, or let the price cool in a cold market. Also lets turn inspection issues into thousands of dollars back.
NEGOTIATION TACTICS (2 Situations ONLY)
Situation 1 – Initial Counter (the part you want to upgrade)
BONUS: NEGOTION PLAYBOOK, Situation 1 - When they counter (and they almost always do), here’s the pro-level playbook:
Never accept their first counter — it’s always inflated
Never split the difference — that’s amateur hour
Counter once, sharply, at your pre-written price
Add a 24–48 hour expiration — urgency is your best friend
Use the “take-away” close — makes them scared to lose you
I almost never hit my ‘WALK AWAY’ price - instead I go find another deal.
Exact script I copy-paste every time
(Replace numbers with yours)
“Thanks for the counter.
My highest and best is $192,000 with a 48-hour expiration.
If that works, great — we have a deal.
If not, no hard feelings — we’ll move on to the next duplex.
Let me know by 5 pm tomorrow.
Seth”
Why this works like magic
“Highest and best” = final offer (they hear it and panic)
48-hour clock = forces a decision
“We’ll move on to the next duplex” = take-away (they picture the property staying on the market)
Short and polite = no emotion, no room to haggle
Results I’ve seen with this exact message
68% accept my number clean
22% meet me halfway (still a win)
10% say no → I walk → another duplex deal appears in 1 - 72 hrs
Your new Round 1 rule
One counter. One deadline. One take-away line.
That’s it.
Use that script word-for-word — watch them fold.
Situation 2 – After Inspection (your money back round)
BONUS: NEGOTION PLAYBOOK, Situation 2 - When there are some small repairs - its time to cash in, here’s the pro-level playbook:
Inspection report comes back with some issues.
First, make sure the issues aren’t any of the red flag items from your ‘Tour Guide Checklist’.
If they aren’t huge repairs - You now have all the leverage. (If they are huge repairs, walk)
Your two options to present (in this order):
“Make all these repairs before closing.”
“Or give us $____ in seller concessions at closing.”
Pro script I use every time:
“The inspection found $18,500 in needed repairs (Itemized from inspection with quotes attached).
Please either complete all repairs OR credit us $18,500 at closing.
Let us know which you prefer by 5 pm tomorrow.”
Keep in mind, there are sometimes caps on the credit you can receive at closing. Talk to your lender and relator before asking.
Key rules
Always ask for the full repair amount and add your time (or higher)
Check with your lender first — max concessions are usually 3–9% of purchase price
If repairs are big ($500+ repair), get 2–3 free written quotes from vendors in the area — makes your number undeniable
If they refuse both options → you walk, get your earnest money back, zero loss
Real example
$208k duplex → inspection found $7k in estimated issues → I asked for $14k concession for my time → seller offered $11k → I closed and made money day one.
ACTION #3 — DO THIS TODAY
Use my Negotiation Playbook for Situation 1 & Situation 2!
Practice writing the email (even on a fake deal)
DISCLAIMER:
Offers carry risk. You can lose earnest money if contingencies aren’t written correctly. Always use a licensed realtor and consult an attorney.
No negotiation skills = leaving $10k–$50k on the table.
Next module: We close your winner.
Want me to see and think through your negotiated offer live?
Book a 15 minute strategy call — I can even stay with you until you’re under contract.
On to Module 7 — closing time!