What do you think?
Rate this book
The Book on Negotiating Real Estate: Expert Strategies for Getting the Best Deals When Buying & Selling Investment Property
Are you a wholesaler, rehabber, landlord, agent or any other real estate professional who wants to learn how to close more 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.
Aimed at real estate investors and agents at any level, this book not only covers all aspects of negotiating real estate deals, but also contains dozens of true-life stories that highlight how strong negotiation can result in more and better deals, as well as dialogue that will teach you what to say and how to say it, strengthening your ability to close profitable transactions.
Using expert strategies to create optimal agreements and dynamic end results, 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!
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.
Aimed at real estate investors and agents at any level, this book not only covers all aspects of negotiating real estate deals, but also contains dozens of true-life stories that highlight how strong negotiation can result in more and better deals, as well as dialogue that will teach you what to say and how to say it, strengthening your ability to close profitable transactions.
Using expert strategies to create optimal agreements and dynamic end results, 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!
359 pages, Kindle Edition
Published March 28, 2019
245 people are currently reading
817 people want to read
About the author
J. Scott
7 books41 followersJ Scott is a full-time real estate investor and rehabber currently living in the suburbs of Washington, DC. In 2008, J and his wife decided to leave the 80-hour work weeks behind. They quit their corporate jobs, started a family, and decided to try something new: real estate. Nine years later, they've built a successful business buying, rehabbing and reselling single family homes.
J and his wife have rehabbed over 300 of their own houses for millions of dollars in profits. These days, the team has branched out, now flipping houses in different parts of the country and focusing on larger new-construction projects.
J and his wife have rehabbed over 300 of their own houses for millions of dollars in profits. These days, the team has branched out, now flipping houses in different parts of the country and focusing on larger new-construction projects.
Ratings & Reviews
Friends & Following
Create a free account to discover what your friends think of this book!
Community Reviews
Displaying 1 - 21 of 21 reviews
August 29, 2021
I have read this book twice. The first time was when I was a brand new agent, hoping to learn some negotiation tricks before I even got a chance to write an offer. The second time is now, when I have closed many deals and am looking to refresh my mind.
I would say this is a good book for both scenario. It has many great tips, accompanied by stories to put them in a context. It covers the basic knowledge as well as advanced negotiation skills. I would recommend getting this book and read 1 or 2 chapters at a time then revisit it occasionally during the development of your career.
I would say this is a good book for both scenario. It has many great tips, accompanied by stories to put them in a context. It covers the basic knowledge as well as advanced negotiation skills. I would recommend getting this book and read 1 or 2 chapters at a time then revisit it occasionally during the development of your career.
June 30, 2025
Learned a lot with this book and it was interesting and easy to understand. Would recommend to anyone interested in further developing their real estate negotiating skills.
January 5, 2019
For someone just getting into real estate, I think this is a good book and was recommended to me by a mentor. This book goes into some of the deals and scenarios that come up during the nitty gritty of the real estate deal. So that someone who doesn't know what a real estate transaction looks like can get a taste of the process and how the details of human interaction unfold.
I think the bottom line is that every interaction is a negotiation. Negotiation = Relationship Management. Quite interesting for a moderately dry topic. Will listen to this again on audible though some of the diagrams and lists would be helpful to see, I'm sure.
I think the bottom line is that every interaction is a negotiation. Negotiation = Relationship Management. Quite interesting for a moderately dry topic. Will listen to this again on audible though some of the diagrams and lists would be helpful to see, I'm sure.
October 22, 2019
It doesn't matter whether you win or lose, but whether you win!
Most of the book was based on prepping for single transactions between a buyer and seller. What was missing was a section on examples of negotiations in building long term relationships (i.e. buyers and wholesalers, sellers and their real estate agents, investors and lenders and contractors, etc.).
Notes from the book:
https://drive.google.com/open?id=1KxL...
Most of the book was based on prepping for single transactions between a buyer and seller. What was missing was a section on examples of negotiations in building long term relationships (i.e. buyers and wholesalers, sellers and their real estate agents, investors and lenders and contractors, etc.).
Notes from the book:
https://drive.google.com/open?id=1KxL...
February 9, 2021
Very well written book on how to negotiate all aspects of real estate deals, including when to negotiate and what to say, how much to offer, and when to keep your mouth shut. Discusses some situations from the perspective of both the buyer and the seller.
This information will not only be useful in my real estate investing, but in negotiating anything in my life. Take a few hours and read this book. It may save you thousands by letting you negotiate better, possibly by letting you use better tactics or by letting you see when those tactics are being used on you.
Required reading for anyone who will be buying or selling real estate (or anything that requires negotiating) in the near future.
This information will not only be useful in my real estate investing, but in negotiating anything in my life. Take a few hours and read this book. It may save you thousands by letting you negotiate better, possibly by letting you use better tactics or by letting you see when those tactics are being used on you.
Required reading for anyone who will be buying or selling real estate (or anything that requires negotiating) in the near future.
November 4, 2019
This book was very tactical, with plenty of examples and some of the negotiation techniques, I'm sure, apply to a lot more than property. Yet, when it comes to property, it gives you such detailed advice. I haven't applied the advice, so, maybe it's all terrible, but at least it's not vague, which is always a good thing. Many people that don't know what they are doing hide behind vagueness and this book is not that.
I listened to this book and I'm next going to read it to be able to remember more and retain notes.
I listened to this book and I'm next going to read it to be able to remember more and retain notes.
April 16, 2021
Great Book but...RE Flipping Focused
Book has excellent strategies for RE negotiating that I plan to use and can be used. Only issue I have is that flipping homes is not my current interest and this book is heavily dedicated to strategies/experiences for that space. I wish it talked about strategies that speak to JVs / large scale aquisitions etc. The title/description could have been a bit more up front about the flipping perspective, but that's on me to for not looking deeper into the author's backgrounds before purchasing.
Book has excellent strategies for RE negotiating that I plan to use and can be used. Only issue I have is that flipping homes is not my current interest and this book is heavily dedicated to strategies/experiences for that space. I wish it talked about strategies that speak to JVs / large scale aquisitions etc. The title/description could have been a bit more up front about the flipping perspective, but that's on me to for not looking deeper into the author's backgrounds before purchasing.
June 18, 2020
Solid Advice
There’s a need for negotiation training and advice, not just in real estate, but almost every aspect of our lives. You’ll get tips that are useful beyond real estate investing in this easy to read guide. Focusing on real estate transactions, you’ll get a feel for key issues, and coached on responses and avoiding pitfalls. The book is a good read and valuable addition to your library.
There’s a need for negotiation training and advice, not just in real estate, but almost every aspect of our lives. You’ll get tips that are useful beyond real estate investing in this easy to read guide. Focusing on real estate transactions, you’ll get a feel for key issues, and coached on responses and avoiding pitfalls. The book is a good read and valuable addition to your library.
October 21, 2020
Expected more to be honest since very-specific-subject tend to contain much more valuable information, which was included but not in the measure I was hopping for. Many of the principles of negotiation I already knew, perhaps since I had read a few related subjects, but still all-in-all the book was good but nothing special. If you have read about negotiation before, even if in the general-sense, I don’t believe you need this book.
January 3, 2022
Finally finished this one! For a book on real estate, it was pretty good. It was written very conversationally, with many real life examples to illustrate certain points. This helped it stay informative without being dry. After a while, some advice did become repetitive/intuitive, but that is probably the nature of books like this.
December 22, 2017
Great advice
I've been a real estate agent for some time now and some of these techniques I've used on a regular basis. I love learning new things and can't wait to add these to my arsenal. Great book.
I've been a real estate agent for some time now and some of these techniques I've used on a regular basis. I love learning new things and can't wait to add these to my arsenal. Great book.
February 2, 2020
A little simplistic but a good walk through of the whole real estate sales process and negotiation tactics. This book fits nicely into the Bigger Pockets collection. Not one of the strongest additions to the collection, but still plugs a vital hole in an investors arsenal.
June 14, 2020
This one took me a long time to go through. I listened to it on audible. I found the information very useful. It is very technical and in detail. Only a four because the content was a bit dry and the narration had no real passion. Jay Scott should consider narrating his own audiobooks
February 19, 2019
Enjoyed reading about the experiences and tips.
June 5, 2019
An Excellent an indepth deep dive on every part of the negotiation process. Im implementing the strategies in this book at the moment.
July 25, 2021
Not only is negotiation an important part of real estate, it’s an important part of everyday life and this book provides a great blueprint to negotiating.
September 1, 2021
Very interesting book. I think he gives a lot of good practical advice about negotiating terms in a real estate transaction.
February 6, 2022
This is the real estate purchasing Bible. Incredibly informative and useful. Helped me negotiate a wonderful deal. Looking forward to many more.
January 20, 2019
Highly recommend read
There were definitely some good tips.in here. Plus the authors gave some great examples to support his points.
Definitely a good read for investors and realtors
There were definitely some good tips.in here. Plus the authors gave some great examples to support his points.
Definitely a good read for investors and realtors
April 10, 2020
A good book about how to do negotiation prep. but its actual advice on negotiating in itself is trash and useless.
Displaying 1 - 21 of 21 reviews