The Property Couch 565 | Overpaying For Property? Your Insider’s Guide To Negotiating – Chat with Scott Aggett
Sep 25, 2025
Scott Aggett, a property negotiation specialist with over 30 years of experience, shares invaluable insights into the property buying process. He reveals why most buyers overpay and how to avoid it, along with the psychological tactics agents use to create competition. Scott discusses the challenges of auctions and practical negotiation strategies, including how to leverage rapport with agents. He emphasizes the importance of valuation skills and the power of the question, 'What’s it going to take to buy it?' Prepare to gain a competitive edge in your next property deal!
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Why He Quit Selling And Switched Sides
- Scott left listing/agency because he 'hated the person' he became and the games of overquoting and underquoting.
- He switched to representing buyers to use his negotiation skill ethically and cut out agent tricks.
Performance Fees Can Backfire
- Performance fees attracted clients but warped behaviour and expectations and had unintended consequences.
- Scott removed the performance fee and replaced it with a retainer, which grew the business sustainably.
Analyse Value And Be Ready To Walk Away
- Do rigorous comparable and replacement analysis before negotiating to understand true value and scarcity.
- Walk away when the price exceeds your valuation; that discipline preserves negotiating leverage.
