Joe FairlessThis is the only book you'll need to learn the strategies and tactics necessary to ensure you get the BEST deals -- and the MOST deals -- on your investment properties, every time!
Joe Fairless
Real Estate Author, Podcast Host
Ryan GoldfarbThis book is a foundational read for any real estate professional. It provides practical, actionable content geared toward anyone in the field — investors, agents, and even those looking for their perfect home at the right price (and on the right terms!).
Ryan Goldfarb
Managing Partner, Berry Lane Partners
Christina RamirezLove this book! J, Mark & Carol teach how to negotiate great real estate deals with confidence, straight talk and real-life examples. Get your highlighters out and get ready to learn from the experts!
Christina Ramirez

More About The Book on Negotiating Real Estate

In The Book on Negotiating Real Estate, successful negotiators and real estate investors J Scott, Mark Ferguson and Carol Scott teach you how to maximize your deal flow, and your profits, when buying and selling investment property. Using the same strategies and tactics employed by professional negotiators to create optimal outcomes and agreements, you'll learn how to close those tough deals that others can't close and you'll learn how to maximize your profits doing it.

When the real estate market gets hot, it's those investors who know the ins and outs of negotiating with sellers (and with agents, banks and other institutions) who will get the deals; and it's those same investors who will get their properties sold for top dollar and with minimal stress. With nearly 1000 successful real estate deals between them, the authors have combined both the science of negotiation and real world in-the-trenches experience to create a book that covers all aspects of the real estate negotiation process – from the first interaction with a buyer or seller to renegotiating the contract after a bad inspection or appraisal.

Containing dozens of true-life stories that highlight how strong negotiation can result in more and better deals, the book also includes lots of sample dialogue that will teach you both what to say and how to say it in order to maximize your chances of reaching a profitable deal.

What You Will Learn

▪  The principles behind successful negotiation

▪  The psychology of building relationships to gain negotiating leverage

▪  How to uncover and use information to tip negotiating outcomes in your favor

▪  Strategies for defining optimal offers and counter-offers

▪  Tactics for in-the-trenches negotiating and overcoming objections

▪  Strategies for using concessions to get your deal to the finish line

▪  Tips for overcoming tactics employed by those on the other side

▪  How to overcome the challenges of making/receiving offers through agents

▪  Tactics to renegotiate issues that arise from contract contingencies

▪  Strategies to get the best of it when buying properties from banks and HUD


Jordan ThibodeauMost real estate books rehash the same tried and true concepts that are considered common knowledge. Not this one. The Book on Negotiating Real Estate provides new insights on how to improve your negotiation skills for new and veteran real estate investors alike.
Jordan Thibodeau
Investor, Blogger @
Kristeen WebbMy husband and I are completing our first flip now, and we’re ready to start finding more deals. I read the book over just a couple days. So much great information. I plan to have my real estate agent read this too, so she can learn how to better assist me in finding and negotiating great deals!
Kristeen Webb
Part-Time Rehabber
Darren SagerThis book is a powerhouse of information. It's relentless. It just doesn't stop. Between this and the authors' other books, you will get all the tools you need to be successful in the field of real estate investing.
Darren Sager
Real Estate Agent/Rehabber

Table of Contents


About The Authors


J Scott

J Scott (he goes by "J") is a full-time entrepreneur and investor, living in the suburbs of Washington, DC. J is an engineer and business guy by education, and spent much of his early career in Silicon Valley (California), where he held management positions at several Fortune 500 companies, including Microsoft and eBay.

In 2008, J and his wife Carol decided to leave the 80-hour work weeks and the constant business travel behind. They quit their corporate jobs, moved back East, got married, started a family and decided to try something new. That something new ended up being real estate – in the past nine years, they have bought, built, rehabbed and sold and held over $30M in property.

J can be reached at

Mark Ferguson

Mark became a real estate investor and agent after graduating from the University of Colorado in 2001. Mark has flipped over 120 houses in his career and owns over a dozen rental properties. Mark currently runs a real estate team with 6 licensed agents who have sold over 200 homes a year.

Mark also created, a real estate blog with 200,000 to 300,000 views a month. Mark’s focus in the current market is flipping and he shows all the numbers on his active flips (up to 19 at a time) on his blog. Mark has a weekly podcast with over 100 episodes, has written multiple books and his blog has over 450 articles.

Mark has been married to his wife since 2008 and their twins were born in 2001. Mark is an avid fan of golf and cars.

Mark can be reached at


Carol Scott

Carol Scott spends her time balancing being a stay-at-home-mom with also being an entrepreneur and marketing expert. She currently lives in the suburbs of Washington, DC, after spending much of her career managing marketing organizations for such influential companies as eBay and Franklin Covey.

Since 2008, Carol has worked with hundreds of buyers and sellers to acquire and disburse over $30M in real estate, and has worked with her husband to launch and build several corporate brands. All this in addition to raising two crazy and wonderful boys.

Carol can be reached at

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