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Property Investor's Guide to Negotiating - John Potter

Property Investor's Guide to Negotiating

Paperback Published: 24th January 2014
ISBN: 9780987368287
Number Of Pages: 192

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According to John Potter there are 10 lessons to learn to be a successful negotiator:

  • Timing is everything
  • You make your money when you buy
  • Don't necessarily take the first offer
  • It's always good to have another buyer
  • You never go broke making a profit
  • Develop rapport
  • Never give up on a possible sale
  • Make concessions count
  • Never lose your cool
  • Helping your opponent come to grips with the deal aim to leave everyone smiling.
In Property Investor's Guide to Negotiating, John illustrates these lessons through real life examples and entertaining stories from his career in property development.

The expectation in property investment is that you will do well out of the deal, but this is not often matched by the reality because people aren't educated enough about negotiation.

I have learnt many lessons along the way some were harder to learn than others says John. He shares these lessons in this book to educate readers to become better negotiators, and therefore better investors.

About the Author

John Potter's stellar career in real estate and property development spans decades. A highlight was his tenure as CEO of Villa World, when the company had a high volume of unsold homes due to the introduction of GST in 2000 and a net profit after tax of approximately $5 m. Under his leadership, company profits soared to $12 m, $18 m and then $24 m, until his resignation in September 2003. His secret was his ability to do very good deals. He successfully negotiated 50 large property acquisitions during that time and was considered to be the most effective negotiator on Villa World's board of directors, according to Villa world's co-founder, Tony Bawden. This is John's first book.


Interesting insights from a property pro


I really enjoyed this book! It's clear that John has had an interesting career journey (unlike the other reviewer, I enjoyed reading about the negotiations with the Russians!) I would love to have access to some of the deals he's done over the years. Very inspirational and I already put one of his tips to good use, strangely enough, when signing a recent employment contract.. I pretended to care about a couple of conditions and "conceded" them in exchange for more annual leave (which is what I really wanted anyway!) The book has already paid for itself!



Disappointing. More of a victory lap.


I was expecting a lot more from this book. It was more a list of the authors greatest achievements in the world of high end property development. As opposed to providing general day to day property negotiation techniques for the average property investor. If i ever come across a scenario where I am negotiating with gruff russians, I will refer to this book. Until that day, It will be a dust collector.



Property Investor's Guide to Negotiating

3.0 2


ISBN: 9780987368287
ISBN-10: 0987368281
Audience: General
Format: Paperback
Language: English
Number Of Pages: 192
Published: 24th January 2014
Publisher: Major Street Publishing
Country of Publication: AU
Dimensions (cm): 20.3 x 13.31  x 1.02
Weight (kg): 0.2

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