52: How to Negotiate Property Deals: Negotiation Secrets Every Developer Must Know cover art

52: How to Negotiate Property Deals: Negotiation Secrets Every Developer Must Know

52: How to Negotiate Property Deals: Negotiation Secrets Every Developer Must Know

Listen for free

View show details
Negotiation isn't just about the number on the page; it’s about making sure the deal actually stacks before you even pick up the phone. Too many developers are flushing hundreds of thousands down the drain by overpaying at the front end because they haven't done the legwork. We’re stripping back the "Art of Negotiation" to show you how professional due diligence becomes your ultimate leverage when talking to vendors. From identifying bat emergence windows to navigating the minefield of CIL and Section 106, we explain why your offer needs to solve the seller's problems, not just meet their price. Whether you are hounding an agent for a year or presenting a professional pitch deck to a hotel owner, everything in this industry is up for grabs if you know how to structure it. It’s time to stop winging it and start building a credible, systematic approach to every offer you make. KEY TAKEAWAYS Due diligence is the foundation of any negotiation, providing the "ammunition" needed to justify your offer price based on site constraints and risks. Everything in property is negotiable, including professional fees, build contracts, completion timelines, and even rental terms. A professional offer pack or "pitch deck" builds massive credibility with agents and vendors, proving you are a serious developer who can actually deliver. The goal is to negotiate against the deal’s risks rather than the person selling it, finding a sweet spot that works for both parties’ bottom lines. Emotional detachment is vital; you must be willing to walk away from a deal if the margins don't work, trusting your gut when a project feels off. QUOTES "There's a right way of doing it... our way of doing it. We find it successful and it works." "Everything is negotiable. Everything." "You're not negotiating against the seller. All you're doing is negotiating against the risk." "A good deal is a bad deal for both... you'll never have a deal that is perfect for you." "If it doesn't feel right, it's not right. You've got to trust your gut." YOUTUBE CHANNEL ⁠⁠https://www.youtube.com/@propertydevelopersiq⁠⁠ HOST BIOS Jonathan is a property developer and entrepreneur with a background in finance and construction. Originally from South Africa, he holds degrees in Accounting and Auditing and relocated to England in 2003. He gained financial and operational experience at firms such as RSM, Prudential, and Baker Tilly before transitioning into property. Since 2014, Jonathan has managed major commercial-to-residential conversions and new build developments, particularly across the South West. His analytical mindset and on-the-ground experience help listeners navigate the property world with confidence. Kieron is a construction expert and entrepreneur with over 20 years of industry experience. Starting as a mason, he went on to found Shepherd Construction in 2012, delivering projects across both the public and private sectors. From extensions to luxury new builds, Kieron has earned a reputation for quality, precision, and strong leadership. As Managing Director, he’s involved in every stage—from design to delivery—offering a no-nonsense, deeply practical perspective to anyone looking to build with success. https://www.facebook.com/jonathan.stobbs.1979 ⁠⁠⁠https://www.linkedin.com/in/jonathanstobbs/⁠⁠⁠ ⁠⁠⁠https://www.instagram.com/jonathan.stobbs/⁠⁠⁠ ⁠⁠⁠https://www.facebook.com/kieron.shepherd.73⁠⁠⁠ ⁠⁠⁠https://www.linkedin.com/in/kieron-shepherd-83b979aa/⁠⁠⁠ ⁠⁠⁠https://www.instagram.com/kieron__shepherd/⁠⁠⁠ ⁠⁠⁠https://www.propertydevelopersplaybook.co.uk/⁠⁠⁠ Book your seat now on our 3-day live event, Property Developers Bootcamp ⁠⁠⁠https://www.propertydevelopersiq.co.uk/pdblive⁠⁠⁠
adbl_web_anon_alc_button_suppression_t1
No reviews yet