Negotiation Skills That Make or Break Deals with Tom Zeeb

11 Jun Negotiation Skills That Make or Break Deals with Tom Zeeb

Posted at 06:30h in Uncategorized by Josh Culler

Episode 511: Negotiation Skills That Make or Break Deals with Tom Zeeb

In this week’s episode, I’m joined by negotiation expert Tom Zeeb, and we’re diving straight into the skills that make or break deals. From his near-death experience in 2001 to closing hundreds of transactions, Tom shares the real-world tools and mindset shifts that helped him go from broke to building financial freedom through real estate.

We talk about the art of negotiation, how to create true confidence on calls, and the three simple tactics that can instantly transform your seller conversations.

If you’ve ever felt stuck, unclear, or hesitant when speaking with sellers—this episode gives you the exact language, mindset, and structure to flip the script and close more deals.

Key Talking Points of the Episode

00:00 Introduction

02:28 Moving from DC to Florida and pivoting his investing focus
04:12 Negotiation as the core of every successful real estate strategy

05:30 Tom’s 5-part STACK negotiation framework: starting with Confidence

07:12 Top 3 negotiation techniques that can get you more deals

15:02 Practicing negotiation skills through Craigslist ads and call critiques

16:49 Overcoming dips in business: the mindset piece
18:13 Pivoting without abandoning your foundation

19:48 The value of mentorship and coaching during tough seasons

21:09 Mental blocks, entrepreneurial ADD, and navigating risk

22:26 How to learn more from Tom

23:49 The two most important levers: marketing and negotiation

Quotables