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 Offer Counter (the part you want to upgrade)
BONUS: NEGOTION PLAYBOOK 1, 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
Situation 2 – After Inspection (your money back round)
BONUS: NEGOTION PLAYBOOK 2, 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)
SUBMIT an OFFER!
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!