The Art & Science of Real Estate Negotiation

About The Art & Science of Real Estate Negotiation

Negotiating is a mystery to most people. It doesn’t come naturally, and it isn’t taught in school. Yet it’s the key to getting what you want in business – and life. Is there an “art” to negotiation? Yes. But it’s actually the “science” that’s more important. Learning this structure unlocks an entire world of winning and success in any endeavor. Host Tom Zeeb is a best-selling author, speaker, real estate entrepreneur, and adventurer. He is the President of Traction Real Estate Investors Association and Founder of Traction Real Estate Mentors. Join him every week as he interviews successful real estate investors, partners, and students to unlock the secrets of their success. If you’ve been struggling to start your real estate business, or looking to take your existing real estate investing business to the next level, this show is for you. Learn more: https://tomzeeb.com

Publisher

Tom Zeeb

Category

business · business · education

Language

en

Explicit

No

First episode

18 Dec 2018

Latest episode

17 Nov 2025

Latest episodes

73 episodes in the feed.

1. 

   17 Nov 2025

   69: How Horace Robinson Discovered the Value of Consistency to Unlock $88K Profits

   📺 Watch on YouTube (https://www.youtube.com/@TractionRealEstateMentors?sub_confirmation=1) and Spotify (https://open.spotify.com/show/4S6dTV1UKem6K9XjCQrcVz) "Always be marketing. No two ways around that. You either sell or you're being sold. So which one do you want?" says Horace Robinson, a tenacious investor whose journey proves that real estate gold can be hiding in your own backyard. On this episode of The Art &amp; Science of Real Estate Negotiation, Horace Robinson joins host Tom Zeeb to share how he turned simple neighborhood walks into an $88,000 payday, smashed through mindset barriers, and built steady cash flow—often within a mile of home. From learning to say “next” on bad deals without regret, to navigating the loneliness of entrepreneurship, and leveraging negotiation tactics that win even with tough agents, Horace Robinson holds nothing back. Whether you’re worried it’s too late to start, second-guessing your readiness, or looking for inspiration to finally take action, tune in to discover how consistency, relentlessness, and self-trust can unlock the freedom you’ve always wanted. 5 Key Takeaways Stop overcomplicating deal-finding—search your own neighborhood first. Deals aren’t hiding far away; walk for dollars and uncover hidden gems right where you live. Consistency beats luck. Show up, market relentlessly, and put in the daily reps—good deals and big paydays follow steady action, not hope. When negotiating, keep your cool. Never get upset or take rejection personally; agreeing and moving on preserves your power and gets you to the next opportunity faster. Don’t wait for market conditions or permission—decide to act now. Mindset and self-commitment are the biggest drivers of results in real estate and in life. Build your business around your lifestyle goals. Use freedom as your north star; focus on deals that serve your vision so you truly enjoy the rewards of investing. Memorable Quotes "Slowing down has sped you up. In your own neighborhood, you already have an idea of the prices, so anything out of the ordinary, it's a lot faster for you to find it." "It's a mindset. You have to have a mindset change to say, enough is enough. I can't keep on this track, because is it insanity to keep doing the same thing and expect a different result?" "Freedom. The opportunity to go where I want to be, not because I am stuck doing something else which may pay me, but that's my goal—freedom." Download your FREE trainings today!👇 The Deal Flow Maximizer™: https://tomzeeb.com/dealflow (https://tomzeeb.com/dealflow) The Negotiation Trifecta™: https://tomzeeb.com/trifecta (https://tomzeeb.com/trifecta) Implementation Bootcamp: https://tractionrealestatementors.com/bootcamp/ (https://tractionrealestatementors.com/bootcamp/) Deal Machine: https://www.dealmachine.com/ ( https://www.dealmachine.com/) Website - https://tractionrealestatementors.com/ (https://tractionrealestatementors.com/) Instagram - https://www.instagram.com/tomzeebtraction/ (https://www.instagram.com/tomzeebtraction/) Facebook - https://www.facebook.com/TomZeeb/ (https://www.facebook.com/TomZeeb/) Twitter/X - <a href="https://x.com/TomZeeb" rel="noopener noreferrer"...

2. 

   23 Oct 2024

   68: How Kitty Assenmacher Built A Thriving Wholesaling Business

   Tom welcomes to the show Kitty Assenmacher, a successful real estate investor and licensed agent. Kitty shares her journey from being a novice in wholesaling to building her own business, focusing on acquiring properties and assisting local investors. She discusses the challenges of navigating the real estate market, the importance of genuine communication, and the value of community connections. Kitty also highlights her transition to full-time wholesaling, the significance of consistent marketing, and her future plans, including exploring senior living investments. This episode offers insights into the intricacies of real estate negotiation and the entrepreneurial spirit needed to thrive in the industry. What We Explored This Episode 19:02 The Value of Wholesaling in Real Estate 22:19 Learning from Negotiation Mistakes 24:06 Negotiation Techniques and Instinctual Learning 25:09 Real Estate Horror Stories and Lessons Learned 28:11 Mindset Shift in Real Estate Wholesaling 32:39 Merging Real Estate and Investment Strategies Memorable Quotes "I think when you truly ask things or say things in a way where you're hitting home with someone, they realize that you're not trying to just sell them. There's actually more to offer." (Kitty) "It's hard. It's not easy to get up every day and do all the things over and over and over and trust the process and believe that it's happening, but showing up and doing it speaks volumes." (Kitty) "I wish I would have heard about this, known about this sooner, just because I think I would have done great sooner, too." (Kitty) Episode Resources Tom’s Training Website (https://tractionrealestatementors.com/) Tom’s TOTAL TRACTION program (https://tractionrealestatementors.com/total/) Traction REIA Nationwide (https://tractionreia.com/) DealMachine Special Bonus Offer (https://app.dealmachine.com/sign-up/?promo=TRACTION&amp;_branch_match_id=1030781035318170593&amp;utm_source=Affiliate&amp;utm_medium=invite&amp;_branch_referrer=H4sIAAAAAAAAA8soKSkottLXT0lNzMlNTM7IzEvVSywo0MvJzMvWLylKTC7JzM8DAGGGyUklAAAA) Connect with Kitty Assenmacher Instagram - https://www.instagram.com/kittyassenmacher (https://www.instagram.com/kittyassenmacher?utm_source=ig_web_button_share_sheet&amp;igsh=ZDNlZDc0MzIxNw==) Facebook - https://www.facebook.com/kitty.dimascio (https://www.facebook.com/kitty.dimascio) LinkedIn - https://www.linkedin.com/in/kittyassenmacher/ (https://www.linkedin.com/in/kittyassenmacher/) Connect With Tom Download your FREE trainings today!👇 The Deal Flow Maximizer™: https://tomzeeb.com/dealflow (https://tomzeeb.com/dealflow) The Negotiation Trifecta™: https://tomzeeb.com/trifecta (https://tomzeeb.com/trifecta) Implementation Bootcamp: https://tractionrealestatementors.com/bootcamp/ (https://tractionrealestatementors.com/bootcamp/) Deal Machine: https://www.dealmachine.com/ ( https://www.dealmachine.com/) Website - <a href="https://tractionrealestatementors.com/" rel="noopener noreferrer"...

3. 

   6 Jun 2024

   67: Proven Strategies to Overcome Real Estate Hurdles - Frank & Laurie Woods

   Tom welcomes to the show, a dynamic couple who transitioned from corporate jobs to being successful real estate investors. They share their journey, starting with the emotional and logistical challenges they faced when Laurie's father passed away, leading them to clean out and sell his house. This experience sparked their interest in real estate, and they dove in headfirst, learning the ropes through real estate investment groups and hands-on experience. Frank and Laurie discuss the importance of community and networking, emphasizing how their involvement with their Real Estate Investors Association (REIA) has been instrumental in their growth. They also highlight the value of persistence and the power of negotiation, sharing practical tips and personal anecdotes that illustrate their learning curve and successes. Key Takeaways 03:02: Initial Real Estate Program and Joining Local Investment Group 04:49: Benefits of Community and Accountability 08:25: Emotional Hurdles and Control in Real Estate 14:13: Attraction to Tom Zeeb’s Program 15:20: Negotiation Techniques and Confidence Building 17:27: Emotional Detachment from Properties 20:04: Rehabbing as Primary Exit Strategy 21:25: First Flip Experience and Learning Curve 22:45: Helping a Seller in Foreclosure 29:29: New Construction and General Contracting 30:26: Changes from Total Traction Program 36:14: Differentiating from Competition 37:04: Importance of Follow-Up 41:22: Using Negotiation Techniques with Contractors 44:02: Benefits of Being Persistent 45:26: Craziest Deal Experience 48:53: Advice for New Investors Tweetable Quotes "What I like about it is it makes us more valuable as investors. If we're not able to purchase a house or if we don't like the deal, it doesn't fit into our criteria. We'll know somebody that does or we'll find somebody that does. So we'll be able to help that person that is perhaps in a tough spot with their credit or they have to move for whatever reason. It's really important to them. We'll find a way to help them solve their problem or leave them with value." (Laurie) "We just had a gut feel that there was an opportunity here that we could. We're smart people. We should be able to make this work. Just have to put in a little bit of effort into it. And Lori will tell you, once we committed to it, she didn't sleep for a week." (Frank) "I have to separate the emotion from it. That was another big hurdle. Alongside getting into the business at first, separating myself emotionally and thinking of the houses as just inventory was a big deal. I feel that I'm getting to that point, or I've really made a big stride in having the properties be inventory and not take an emotional toll on me." (Laurie) Guest Resources Tom’s Training Website (https://tractionrealestatementors.com/) Tom’s TOTAL TRACTION program (https://tractionrealestatementors.com/total/) Traction REIA Nationwide (https://tractionreia.com/) DealMachine Special Bonus Offer (https://app.dealmachine.com/sign-up/?promo=TRACTION&amp;_branch_match_id=1030781035318170593&amp;utm_source=Affiliate&amp;utm_medium=invite&amp;_branch_referrer=H4sIAAAAAAAAA8soKSkottLXT0lNzMlNTM7IzEvVSywo0MvJzMvWLylKTC7JzM8DAGGGyUklAAAA) This podcast uses the following third-party services for analysis: Chartable - https://chartable.com/privacy

Reach and audience

Public platform figures. Ratings count people who left a rating, not total listeners.

Apple Podcasts (US)

4.8 / 5

9 ratings

Spotify

5.0 / 5

2 ratings

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