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The Art & Science of Real Estate Negotiation

The Art & Science of Real Estate Negotiation

Tom Zeeb 72 Episodes Nov 17, 2025

The show explores the art and science of negotiation, emphasizing that while negotiation may seem mysterious, it has a learnable structure. Host Tom Zeeb, a real estate entrepreneur and author, interviews successful investors and students to uncover their strategies. The podcast aims to help listeners struggling to start or grow a real estate business. Each episode provides insights into negotiation techniques and success secrets.

Episodes

69: How Horace Robinson Discovered the Value of Consistency to Unlock $88K Profits
69: How Horace Robinson Discovered the Value of Consistency to Unlock $88K Profits Nov 17, 2025 44:09 📺 Watch on YouTube and Spotify"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 & Science of Real Estate Negotiation, Horace Robinson joins host Tom Zeeb to share how he turned simple n
68: How Kitty Assenmacher Built A Thriving Wholesaling Business
68: How Kitty Assenmacher Built A Thriving Wholesaling Business Oct 23, 2024 37:22 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.
67: Proven Strategies to Overcome Real Estate Hurdles - Frank & Laurie Woods
67: Proven Strategies to Overcome Real Estate Hurdles - Frank & Laurie Woods Jun 5, 2024 53:25 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 thro
s5e66 David Hayes - Overcoming the 'Fear of Success': Being Comfortable with the Uncomfortable
s5e66 David Hayes - Overcoming the 'Fear of Success': Being Comfortable with the Uncomfortable Oct 25, 2023 01:02:40 Tom welcomes to the show a long time Traction member, David Hayes, who shares his journey to real estate investing, rehabbing vs wholesaling properties, and why real estate investment truly was something which he couldn’t afford to fail. Today, David joins the show to talk about overcoming the ‘fear of success’, face-to-face negotiation tactics, and the importance of sticking to your exit strategy
s5e65 What Happens When You Don’t Care Anymore with Sam Glavin
s5e65 What Happens When You Don’t Care Anymore with Sam Glavin Oct 13, 2023 45:20 Tom welcomes to the show a successful student of his, Sam Glavin, who shares what inspired him to venture out into entrepreneurial real estate, what drew him to Tom’s program, and how he’s dealt with massive rejection. Today, Sam joins the show to talk through his marketing strategies, recent rehab deals he’s completed, what ‘wholetailing’ entails, and his future investment goals.Key Takeaways00:5
s5e64 Rejection, Consistency & Persistency with Bob Erwin
s5e64 Rejection, Consistency & Persistency with Bob Erwin Oct 2, 2023 34:19 Tom welcomes to the show a successful student of his, Bob Erwin, who has a background in real estate as an investor in distressed properties. Today, Bob joins the show to detail his deal flow and process, how he approaches the beginning phases of a negotiation, and marketing strategies that he has successfully implemented.Key Takeaways00:53 – Tom introduces today’s guest, Bob Erwin, who joins the
s5e63 The Marketing Secret Sauce :: Finding Off-Market Real Estate Deals with Matt Kamp
s5e63 The Marketing Secret Sauce :: Finding Off-Market Real Estate Deals with Matt Kamp Sep 13, 2023 39:10 Matt Kamp is the Vice President of Partnerships at DealMachine, the highest-rated and most- reviewed mobile app to find off-market real estate deals. Today, Matt joins the show to discuss the many features of DealMachine, and how they are achieving their goal of helping real estate investors find deals. Matt and Tom talk about the numbers game that is Marketing, the importance of consistency, and
s5e62 Real Estate Investing as a Couple - Awesome at Any Age with Stan Friedman & Ange Lorenz
s5e62 Real Estate Investing as a Couple - Awesome at Any Age with Stan Friedman & Ange Lorenz Sep 4, 2023 47:05 Stan Friedman & Ange Lorenz are a husband-wife duo who have discovered the adventure of real estate investment and are reinventing themselves accordingly. Stan has a background in the financial industry and Ange is a former small business owner who loves real estate. Today, they join the show to discuss how they cope with unanticipated problems that arise from real estate investing, what it's
s5e61 Where Selling meets Negotiation :: Always Be Opening with Matthew Kimberley
s5e61 Where Selling meets Negotiation :: Always Be Opening with Matthew Kimberley Aug 25, 2023 41:53 Matthew Kimberley is the CEO of Book Yourself Solid Worldwide, author of Get A F*cking Grip, and creator of Delightful Emails, The School for Selling, The Single Malt Mastermind and more. Today, Matthew joins the show to discuss the nuances of negotiating and selling, how to exercise your ‘Sales Muscle,’ and the power of speaking things (or asking them) into existence.Key Takeaways01:04 – Tom intr
s5e60 2 Months to Success - Crushing it in the DealMachine Challenge with Jake
s5e60 2 Months to Success - Crushing it in the DealMachine Challenge with Jake Aug 18, 2023 31:51 Jake is a current student of Tom’s and today, Jake joins the show to walk Tom through some of the latest deals he’s made using the strategies and best practices he learned from Tom’s course. Jake talks about overcoming paralysis by analysis, the value of going back and forth in negotiations, and his future goals to pursue everything from wholesaling and flipping to holding.Key Takeaways00:54 – Tom
s5e59 How to Create a Simple, Compelling Marketing Message with Dov Gordon
s5e59 How to Create a Simple, Compelling Marketing Message with Dov Gordon Aug 1, 2023 38:08 Dov Gordon is a marketing expert with a gift for helping businesses create simple, compelling marketing messages. Dov has been one of Tom's consultants for many years. Dov is the Founder of JVMM, a highly curated network of "thought-leader" entrepreneurs who promote each other. Recently, Dov decided it was time for another ‘leap.’ He shut down his own boutique coaching business and made JVMM his m
s5e58 Debunking Excuses through Focused Consistency with Valerie Lucas
s5e58 Debunking Excuses through Focused Consistency with Valerie Lucas Jul 21, 2023 41:40 Valerie Lucas is a real estate investor, Traction REIA member, and a student of multiple training programs, including Tom’s Total Traction program. She’s a dedicated and consistent entrepreneur who took a big leap of faith and has been rewarded many times over. Today, Tom and Valerie take a deep dive into her investment strategies, how Valerie used the power of marketing and consistency to grow he

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