🔥 Why Most Homebuyers Get Played—And How to Win Your Dream Home Without Overpaying
Thursday, March 20, 2025
The One Skill Every Homebuyer (and Realtor) Needs to Master
Most people think buying a home is all about finding the perfect house and making an offer. But what separates buyers who win the deal from those who lose out?
Negotiation.
Home buying isn’t just about choosing a house—it’s about negotiating the right price, the right terms, and the right conditions to make sure you come out ahead.
I’ve watched this play out over and over again in 23 years of mortgage lending. Some buyers make a weak offer and lose their dream home. Others understand the game, leverage the right strategies, and walk away with a better price, better terms, and a better deal overall.
And it all comes down to knowing how to negotiate.
How I Learned Negotiation from a Hammock and a Box of Lobsters
To really drive this home, I have to take you back to a trip we took years ago to Zihuatanejo, Mexico.
We were driving through this beautiful little town along the coast, soaking in the sights, when we spotted a small hut right on the water. It looked like the perfect spot to stop for lunch, so we pulled in.
As we sat down to eat, a local woman approached us, holding a baby in one arm and a handful of handwoven hammocks in the other.
She told us the price—$70.
Now, let me introduce you to the real negotiator in our family—my wife, Kate.
Kate had already done her homework and knew exactly what these hammocks were worth. She understood the psychology of negotiation and knew that just paying the sticker price wasn’t the move.
What did she do?
She stayed calm, confident, and friendly. She made a counteroffer, bundled in some extras, and skillfully guided the conversation—until the seller finally agreed to $35.
I sat there watching in awe. It was a masterclass in negotiation.
And it wasn’t the only time.
The Lobster Deal in Jamaica
Fast forward to another trip—this time to Negril, Jamaica.
We were staying at a beachfront rental with family when a local fisherman came walking down the beach, carrying a cooler full of fresh-caught lobsters.
It was already late afternoon, and he had spent all day diving for them. He was tired, sunburned, and still had a whole box left to sell.
He started by offering the lobsters at $10-$15 each.
But Kate saw the real opportunity.
Instead of haggling over one or two, she asked:
👉 “How much for the whole box?”
Why? Because she recognized leverage.
It was late in the day. He was exhausted. If he could sell the entire box, he could go home early. She made the process easy for him.
After some back-and-forth, she locked in a ridiculous deal. We had so many lobsters that we made lobster sandwiches for the entire family—which I know sounds bougie, but trust me, it was one of the best meals we’ve ever had.
Again, it wasn’t just about price—it was about timing, reading the situation, and using the right approach.
What This Means for Homebuyers
So why am I telling you this?
Because in real estate, negotiation matters more than ever.
🏡 How much you pay for your home
🏡 How much the seller contributes to your closing costs
🏡 Whether you can waive contingencies
🏡 How your offer stacks up against others
These things are ALL negotiable—but only if you (or your realtor) know how to play the game.
And if you want to sharpen your negotiation skills, here’s where to start
1️⃣ Read This Book
If you haven't read Never Split the Difference by Chris Voss, I highly recommend it.
Chris Voss was a FBI hostage negotiator, and his techniques are used by business leaders, sales pros, and top real estate agents to win deals every day.
(At the very least, grab the CliffsNotes version—it’s worth it.)
2️⃣ Use AI as Your Secret Weapon
Most homebuyers don’t know this yet, but AI can be a game-changer in real estate negotiation.
✅ Want to know what the seller really owes on the home?
✅ Want to know if they’ve refinanced or if they’re under pressure to sell?
✅ Want to predict whether they’ll accept a lower offer?
You can feed all of this information into AI tools like ChatGPT, Gemini, or Claude and ask them to act like a master negotiator.
💡 Here’s what to input:
✔️ Home price & location
✔️ How long it’s been on the market
✔️ If it was taken off and relisted
✔️ Comparable sales in the area
✔️ Property tax history
✔️ Seller’s loan balance & rate (estimated from tax records)
✔️ Insurance costs & any claims on the property
Then, ask AI:
“If I were Chris Voss, how would I negotiate this deal?”
It will break down exactly how to position your offer for maximum leverage—something even experienced realtors might miss.
I’ve already seen buyers using this strategy to secure better deals than they ever thought possible.
Let’s Make Sure You Win Your Next Deal
At the end of the day, buying a home isn’t just about picking the right house—it’s about making sure you’re getting the best possible deal.
And that comes down to negotiation.
If you want to make sure you’re set up for success, let’s talk.
📩 Reply to this email or book a quick call here: https://calendly.com/keithgo
Talk soon,
Keith G.
Keith Go Lending
