Want to learn the secret to snagging rentals below market value? Every successful investor has this one crucial skill, and it’s often the difference between getting the door shut in your face and coming away with a discounted property. Even rookies can learn this skill, and today, we’re bringing on a pro to show you how!

Welcome back to the Real Estate Rookie podcast! Today, we’re joined by J Scott, who delivers a masterclass on real estate negotiations with sellers, agents, contractors, vendors, and anyone else you encounter in your real estate investing journey. In this episode, J will show you the best way to sharpen your negotiation skills, the questions that will help you determine a seller’s motivation, and how to stand out to sellers in a competitive housing market.

But that’s not all. If you’ve ever wondered where you should set your starting offer and how to get over your fear of insulting the seller with a “lowball” bid, J’s got the answers. Better yet, he’ll show you how to do this without creating any kind of animosity between you and the seller. In fact, he’ll share how you can do the exact opposite by building rapport and creating a win-win for both sides!

In This Episode We Cover:

Using the power of negotiation to buy rentals below market value

The number one way to sharpen your real estate negotiation skills

Crucial questions that will help you determine a seller’s motivation

How to make your offer stand out (even in a competitive market)

The two tactics you must master to become a successful negotiator

How to avoid an adversarial relationship when entering negotiations

Two telltale signs that it’s time to end negotiations with a seller

And So Much More!

Links from the Show

Ashley's BiggerPockets Profile

Tony's BiggerPockets Profile

Join BiggerPockets for FREE

Real Estate Rookie Facebook Group

Real Estate Rookie YouTube

Follow Real Estate Rookie on Instagram

Get $100 Off Your Tickets to BPCON2025 in Las Vegas, Nevada

Grab “The Book on Negotiating Real Estate”

Sign Up for the Real Estate Rookie Newsletter

Find an Investor-Friendly Agent in Your Area

Building Rapport and Negotiating with Sellers for a Great Deal

Connect with J

PropStream

(00:00) Intro

(00:37) Negotiations 101

(04:24) Why Negotiation Matters

(08:00) BEST Negotiating Tactics

(15:45) How to Sharpen Your Skills

(21:34) Making “Lowball” Offers

(28:00) Questions to Ask Sellers

(35:36) How to Stand Out in 2025

(38:24) When to End Negotiations

(40:44) Connect with J!

Check out more resources from this show on BiggerPockets.com and https://www.biggerpockets.com/blog/rookie-525

Interested in learning more about today’s sponsors or becoming a BiggerPockets partner yourself? Email [email protected]. 

Learn more about your ad choices. Visit megaphone.fm/adchoices