Negotiate Like a Pro in Today’s Real Estate Market | 2026 Buyer Strategy with Kelsey Russell

Most buyers think negotiation is about offering less.It’s not.It’s about leverage, timing, positioning, and understanding what sellers actually care about.In this episode, we sit down with Kelsey Russell to break down how negotiation has shifted in today’s market — and why buyers who move strategically right now have real opportunity.We discuss:• Why 2026 favors prepared buyers• Builder concessions and hidden leverage• Resale negotiation strategies that actually work• When price reductions beat rate reductions• The mindset shift buyers need• Why rushing into 17-offer situations is a mistake• Payment strategy vs rate obsessionIf you’re thinking about buying, building, or selling — this conversation will change how you approach your next move. Chapters0:00 – Intro1:05 – From Architecture to Real Estate3:40 – The 3 Big Decisions When Building7:45 – Lessons from Investing Personally11:10 – Short-Term Rental Strategy20:05 – Staging & Pricing Psychology22:00 – Construction vs Resale in 202627:00 – Where Buyers Have Leverage Right Now30:30 – Why Payment Matters More Than Rate34:00 – The Danger of Emotional Buying38:45 – Intentional Decision Making41:00 – Culture & Doing Business the Right Way