Know the number first

Know whether the seller is selling for a profit or a loss before you present anything. Josh puts 5 to 10% of Australian sales each year at a loss.

Ask buyers the three whys

Ask every buyer three questions: why this one, why else, why now. That is your leverage.

Negotiate the price last

The six elements of an offer, in order: name or entity, solicitor, deposit, settlement date, conditions, then price. Never work on price until the first five are done.

Find the second buyer

A $900,000 underbidder is what makes $950,000 look like the money. Present the offer to the owner in person, ticks first, price last.