552 | How to Talk to Agents (Without Losing Your Leverage When Negotiating)

Most buyers think negotiation is about being the loudest in the room...  

But the truth?  

The best negotiators are calm, strategic, and silent at the right time. 

Especially with the rising tide, and as Ben says in today’s episode, changing market sentiment. We’re equipping you with the skills you need to negotiate through this next active market cycle. 

We’ll unpack:
💥 The mistakes most buyers make before the negotiation even starts 
📊 How to prep like a pro (sold tab, vendor motivation, the XYZ’s of walk-away price, and more!) 
🧠 Why “tactical empathy” and silence are your secret weapons 
🛑 What NOT to do if you want the agent to take you seriously 
🎙️ And 6 powerful insights from FBI hostage negotiator, Chris Voss (From Ep 457!)  

Listen now folks! 

RESOURCES  MENTIONED

• Sydney, we’re coming to you LIVE! 
  We’re kicking off our book tour with an exclusive in-store event at Dymocks’ flagship store on George Street! 
• 🗓 Tuesday, 1st July 
   🕕 6pm – 7:30pm 
   📍 Dymocks Sydney CBD 
   🍷 Light refreshments (and yes, a drink or two) provided 
   📚 Books won’t be handed out for free, but they’ll be available for purchase on the night! 
• 🎟 Tickets are just $12, and spots are limited 
  👉 Reserve yours now 
   
• Help protect property investors in NSW!
  The Property Investment Professionals of Australia (PIPA) has launched a petition calling on the NSW Government to stop unfairly targeting property investors with policies that hurt both landlords and renters.
  
  If you're concerned about rising land taxes, rent caps, or anti-investor rhetoric—this is your chance to speak up.
  👉  Sign the petition today  
   
• Article from Ben’s “What’s Making Property News”: Victoria launches new rental dispute system 
  
  

LISTEN TO THE FIRST 20 EPISODES HERE >>

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Chapters

• 0:00 552 | How to Talk to Agents (Without Losing Your Leverage When Negotiating)
• 1:11 Footy Talk: Ben’s being empathetic? 😉
• 2:27 Reforms to No-Ground Evictions: NSW property investors have your say through PICA’s petition!
• 4:11 Meet us LIVE! Our latest book launch at Dymocks
• 5:09 Is sentiment shifting to a seller’s market?
• 8:10 Mindset Minute: How savvy money management saved Allen Iverson’s wealth
• 12:22 Negotiation is a dance, not a fight
• 13:51 #3 parts of an agent’s motivation
• 18:22 The power of silence and patience
• 20:58 How the deal is won before you even start negotiating: Pre-Approvals
• 21:50 Do your homework (It’s not just a platitude; here’s why!)
• 26:34 The #7 Ds of Vendor Motivation (+ bonus D: Directives)
• 29:24 The XYZ of your walk-away price!
• 33:19 Negotiation tactics that actually move the needle
• 34:48 Be prepared to walk-away: Bryce’s Bali experience
• 36:56 Winning the negotiation but losing the property
• 41:24 The #3 guidelines for counteroffers
• 42:54 Don’t fall for these common negotiation traps!
• 45:30 Why you should avoid Friday offers
• 47:06 Where the Dad & Daughter Duo goes wrong
• 50:00 #6 powerful lessons from FBI negotiator, Chris Voss
• 54:39 WRAP UP: Be prepared & informed!
• 58:31 Life By Design: Summer Rules...for adults?!
• 1:01:39 WMPN: Victoria launches new rental dispute system