THE PROPERTY TIP

Hey crew, this week we’re focusing on a simple discipline that quietly wins deals before you ever negotiate price.

No clever tricks, just leverage: understanding why the seller is selling before you worry about how much they want.

Most buyers negotiate backwards. Smart investors negotiate from motivation first, numbers second.

Let’s break it down.

PROPERTY INVESTING
📄 The Motivation Gap

Before you submit an offer, ask the agent three questions and listen carefully to what they avoid answering.

• How long has the property been held by the current owner

• What is the seller doing after settlement

• Is timing or price more important to them

You’re not looking for the answer. You’re looking for friction.

Long settlement needed. Probate. Divorce. Vacant property. Rental already moved out. These are pressure points, not red flags.

Why this works:

• Price is only one part of the equation

• Timing solves more deals than discounts

• Motivated sellers trade certainty for flexibility

Simple rule:
The more flexible you are on terms, the less flexible you need to be on price.

Use this once and you’ll never submit a blind offer again.