Chris Voss Podcast Episode

[Kris L.]

I listened to the Chris Voss episode on the RE podcast a few days ago and was trying to figure out how his 65%-85%-95% technique is supposed to work with RE.

Let's say that I see a property on the MLS listed at $125k that I think is worth $150k ARV. It needs some work and such so that it only makes sense if I can buy it for $100,000 as my maximum price. My understanding of the strategy is to initially offer $65k, then got to $85k on their counter, but my expectation is that the seller would see the $65k offer and just never respond. I suppose that a small % of more desperate sellers might drop the price a bit, but it seems unlikely in most markets. Is my understanding of the strategy flawed, or does it need major modification in most situations like this?