The Book on Negotiating Real Estate: Expert Strategies for Getting the Best Deal

The Nile on eBay   The Book on Negotiating Real Estate by J. Scott, Mark Ferguson, Carol Scott

When the real estate market gets hot, the investors who know how to negotiate will get the deal. This book combines real-world experience and the science of negotiation to cover all aspects of the real estate negotiation process.

FORMATPaperback LANGUAGEEnglish CONDITIONBrand New Publisher Description

Learn how to close more real estate deals. . . and make more money in the process!Three expert investors and bestselling authors come together to show you how to get the most deals--and the best deals--on all of your investment property. With more than 1,000 successful real estate deals between them, J Scott, Mark Ferguson, and Carol Scott 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, you'll learn everything you need to reach optimal agreements every time.Along with a step-by-step guide to the negotiation process, this book 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, effectively strengthening your ability to close profitable transactions. Whether you're a real estate investor, agent, beginner, or veteran, you can use these expert strategies to create dynamic end results!Inside, you will learn: The psychology of building relationships to gain negotiating leverageHow to uncover information to tip negotiating outcomes in your favorStrategies for defining optimal offers, counter-offers, and using concessions to get your deal to the finish lineHow to overcome objections and renegotiate issues that arise from contract contingenciesSpecific tips for making/receiving offers through agents and buying properties from banks/HUDAnd much more!

Author Biography

J Scott spent much of his early career in Silicon Valley, where he held management positions at several Fortune 500 companies, including Microsoft and eBay. In 2008, J and his wife Carol decided to quit their corporate jobs, move back East, start a family, and focus on real estate investing. In the past ten years, they have bought, built, rehabbed, sold, lent-on and held over $60M in property all around the country. J is also the co-host of The BiggerPockets Business Podcast and the author of four books on real estate investing, which have sold more than 200,000 copies and have helped investors from around the world get started with real estate. J and his family currently live in Sarasota, FL. Mark Ferguson has been a real estate investor and real estate agent / broker since 2002. He has flipped more than 165 homes in that time, and he currently owns more than 20 rental properties--including single family homes, commercial properties, and a 68,000 square-foot strip mall. Mark has sold more than 1,000 homes as a real estate agent and is the owner and managing broker of Blue Steel Real Estate in Greeley, Colorado. Mark started the InvestFourMore blog and website in 2013, which contains hundreds of articles on real estate. He is the author of six real estate books, including Building a Rental Property Empire and Fix and Flip Your Way to Financial Freedom. Carol Scott balances being a stay-at-home-mom with also being an entrepreneur, marketing expert, real estate investor, and co-host of the BiggerPockets Business Podcast.. After spending much of her career managing marketing organizations for influential companies like eBay and Franklin Covey, Carol turned to real estate investing. Since 2008, Carol has worked with hundreds of buyers and sellers to acquire and disburse over $40M in real estate, and has worked with her husband, J Scott, to launch and build several corporate brands. All this in addition to raising two crazy and wonderful boys.

Table of Contents

Preface Introduction Planning, Preparation & Research Building Rapport & Determining Motivation Making an Initial Offer Bargaining Renegotiating Settlement Chapter 1: Introduction to Negotiation What We Mean By "Negotiation" A Simple Example Negotiation Outcomes Negotiation Strategies How Real Estate Negotiation Is Different Negotiate Everything! Win-Win Isn''t Always Possible Chapter 2: Principles of Negotiation Negotiating Mechanics Concessions: The Currency of Negotiation Leverage: The Power of Circumstance Power: A Balancing Act Momentum: Negotiations in Motion Price & Terms Successful Negotiation = Solving Problems Chapter 3: The Power of Information Information about the Market Information about the Property Information about the Buyer/Seller Chapter 4: Psychology of Rapport Business Is Personal Face to Face Name Recognition Mirroring Talk About Them Make an Upfront Concession And Brag About It When You Cannot Get Face-to-Face Leave Your Ego at Home Leverage Their Ego Keep Building Rapport Throughout Chapter 5: Seller Motivation & Leverage The Information We''re Looking For Getting Information Directly from the Seller Getting Information from Seller Sources Chapter 6: Opening Bid Considerations Define Your Target Point and MAO Write It Down! Target & MAO Example Who Offers First? Avoid Round Numbers Offer Low...But Not Too Low Hold Back Some Concessions The Real Estate Contract The 6 Major Components of an Offer Chapter 7: Your Opening Bid Price Opening Bid Price When Working with Sellers Opening Bid Price When Agents Are Involved Chapter 8: Terms & Contingencies Earnest Money Closing Date Financing Contingencies Other Terms Chapter 9: Delivering Your Offer Make Most Offers in Writing Use State or Attorney Approved Contracts

Promotional "Headline"

The BiggerPockets guide to negotiating your next real estate deal!

Description for Sales People

The first edition of this book sold more than 18,000 units.

Details ISBN1947200062 Author Carol Scott Short Title BK ON NEGOTIATING REAL ESTATE Pages 263 Publisher Biggerpockets Publishing, LLC Language English Edition 2nd ISBN-10 1947200062 ISBN-13 9781947200067 Format Paperback Series Fix-And-Flip Year 2019 Publication Date 2019-03-28 Series Number 3 Imprint Biggerpockets Publishing, LLC Country of Publication United States AU Release Date 2019-03-28 NZ Release Date 2019-03-28 US Release Date 2019-03-28 UK Release Date 2019-03-28 Edition Description 2nd ed. Subtitle Expert Strategies for Getting the Best Deals When Buying & Selling Investment Property DEWEY 332.6324 Illustrations Illustrations, unspecified Audience General We've got this

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