#28 Larry Haber - How to Master the Art of Negotiation in Real Estate

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What does it take to become a master negotiator in real estate—and how do you bounce back when the deals don’t go your way?

Larry Haber, Managing Partner at AGMB and Founder of Leasing REality, joins us to share a career’s worth of negotiation wisdom, career pivots, and real estate war stories.

From owning and managing over 4.5 million sq. ft. to reinventing himself after the Great Recession, Larry has seen—and negotiated—it all. Blending music, mindset, and Manhattan real estate, he breaks down what it really takes to win in the deal room.

In this episode, we cover:

• Larry’s “White Flag” theory of negotiation (and why it works)
• Why transparency is your most underrated negotiation tactic
• How to reinvent yourself when the market knocks you down
• The art of educational marketing and getting clients without pitching
• Real stories behind NYC’s biggest lease deals (and what went wrong)
• Why being relentlessly reasonable is your ultimate edge in real estate
  
  

Whether you’re a broker, investor, developer, or deal junkie, this episode is packed with negotiation strategies and lessons you won’t find in any textbook.

Want to sharpen your negotiation game and stand out in the real estate world? Hit play now and subscribe for more!

Connect with us on LinkedIn

Brian Whelan: https://www.linkedin.com/in/brian-whelan-43155850/

Mitchel Flaherty: https://www.linkedin.com/in/mitchel-flaherty-7b4b1064/

(00:00) Intro

(01:16) Larry's Book Launch: Enabling Moments & Negotiator's Playlist

(02:30) A Day in the Life of Larry Haber

(06:50) The Origin of Larry’s Negotiation Style

(11:58) How Larry Got Into Real Estate & The Newark Fallout

(14:00) Reinventing Himself After the Crash

(17:37) The 270 Lafayette Deal: Over-Negotiating Gone Wrong

(22:53) The Harsh Reality of Being a Developer Today

(26:08) Why Larry Started Leasing REality Videos

(29:28) The Power of Educational Marketing in Real Estate

(34:22) The Importance of Continuous Learning

(38:20) Why Work Ethic Beats Everything in Real Estate

(42:23) Why Mitch is Betting Big on The Bronx

(47:01) Competing With Yourself, Not Others