Welcome to the Get Traction Podcast, a show aimed at educating aspiring real estate entrepreneurs. In this episode, host Tom Zeeb discusses the importance of pinpointing problems and packaging solutions as it relates to negotiating a deal. Tom starts by defining pinpointing and identifying the common mistakes that are made in this process. He speaks to the value of listening with empathy and asking the right probing questions.Tom shares his own professional experience where building a rapport with a motivated seller led to a successful deal. Tom highlights the differences between a cash offer and a term offer and discusses the reason he always makes two offers. Finally, Tom stresses the importance of trusting your negotiation training when it comes to pinpointing and packaging.To read the full show notes (including timestamps and tweetable quotes) and download a FREE copy of Tom's  Dealflow Cheat Sheet, visit: https://www.gettractionpodcast.com---Podcast production and marketing provided by FullCast: http://fullcast.co/gt