In this episode, we host Robin Kencel, a leading real estate broker in the U.S. Robin has been recognized on The Wall Street Journal's RealTrends rankings (including The Thousand/America’s Best lists), placing her team among the top performers nationally and in the top 1-1.5% across the U.S., with repeated state-level top-100 distinctions.

Together with Robin, we unpack how real estate negotiations really work, who holds leverage at different stages and how to align agents, principals, lenders, and lawyers. We look at pricing and anchoring in volatile markets, from comps and cap rates to when ignoring the “asking” price is the smartest move. Robin shows how to use structure as a bargaining tool, from contingencies and seller financing to creative concessions that unlock value, and how disciplined diligence, zoning, environmental risk, tena ...