As Thoughtful Real Estate Entrepreneurs, we only propose deals that are mutually beneficial—win-win’s for both buyer and seller…right? Yes, that’s true, but this brings up a very important point. Just because we only propose mutually beneficial solutions doesn’t mean that we frame the conversation with the seller as being “mutually beneficial.” In this episode, Jeff explains that the perfect negotiation is one that does indeed result in a mutually beneficial transaction, but without ever focusing on the buyer’s win at all.

To celebrate this milestone 100th episode, Jeff interviews his personal coach and mentor, Greg Pinneo. Greg is a 45-year full-time veteran of real estate investing. He is a national speaker and acclaimed educator of real estate entrepreneurs, and is known for his truly unique and inimitable mix of fresh perspectives on real estate finance, negotiation, philosophy and life. As Greg is known to say, his specialty is “wonderfully disturbing” the people who have the opportunity to listen to his message. In this incredible interview, Jeff and Greg discuss everything from real estate finance, to left-brain and right-brain balance in real estate acquisition, the value of adversity and so much more.

When you’re negotiating a deal, is it best to just ask for everything you want all at once, upfront? As Thoughtful Real Estate Entrepreneurs, we believe in the art of “incremental negotiation”—the process of strategically getting a series of micro-agreements, instead of just asking for everything we want at once. Instead of insisting a Seller take one big leap, we often use the skills of incremental negotiation to move them along a series of smaller stepping stones, in the direction of the end result we want. In this episode, Jeff describes the importance of incremental negotiation, and how to do it thoughtfully and strategically.