WiscoREIA Madison: Negotiation That Gets You More Deals & More Profits

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Most investors lose deals long before the seller ever says “no.”

Why? Because they negotiate too timidly, too emotionally, or too quickly overpay just to get the deal done. In this powerful session, you’ll learn how successful investors negotiate with confidence, uncover real seller motivation, and structure conversations that lead to more signed contracts and bigger profits.

This isn’t about “lowballing” sellers. It’s about understanding people, solving problems, and creating win-win opportunities that actually close.

In this training, you’ll discover:

✅ Why most investors accidentally negotiate against themselves

✅ How to talk to motivated sellers without sounding desperate or pushy

✅ How to uncover the seller’s REAL problem — not just their asking price

✅ Why the way you present an offer can make or break the deal

✅ Simple negotiation techniques that create movement and momentum

✅ How to stay calm, professional, and in control when sellers push back

✅ Why negotiation is often the difference between a dead lead and a profitable deal

Whether you’re brand new or already doing deals, this session will help you become more confident in seller conversations and better equipped to close profitable opportunities.

If you want more deals without simply offering more money, you do not want to miss this one.

Speaker: Tom Zeeb

Tom Zeeb is a national real estate investing speaker and mentor who helps investors create more deals by mastering the two areas most people never systemize: consistent deal flow and seller conversations.

Back in 2001, Tom was broke and stuck in a 9-to-5. A near-death experience while whitewater rafting forced a hard reset, and he committed to building a life with more control. Real estate investing became the vehicle, but it was not a smooth start. His first deal almost took him under too.

Hundreds of deals later, Tom now teaches the same negotiation, marketing, and execution frameworks that set him free, in a way that is simple, structured, and immediately usable.

Tom works with investors at every level:

• Beginners who are stuck in confusion and never get their first deal.

• Intermediate investors who have done a deal or two but cannot get consistent.

• Advanced investors who built something that makes money but not freedom, and need to re-engineer the business.

Tom's approach is direct and practical. He focuses on the core elements that drive results:

• Finding motivated sellers with repeatable marketing.

• Turning leads into deals through negotiation structure and clean seller conversations.

• Installing weekly execution rhythms so the business stops being random.

It is amazing what a few targeted tweaks to the core elements of a business can do.

Tom teaches investors how to identify those elements and implement them, so their deals, profits, and time freedom finally match the reason they got into real estate in the first place.

Speaker resources: tomzeeb.com/speaker-resources

Contact: tom@tomzeeb.com

WiscoREIA's Madison Meeting Always Meets on the 2nd Monday of the month from

5:30 pm - 8:15 pm!

Hosts: Chris Hake & Ken Collins

Chris Hake – WiscoREIA Owner

Real Estate Investor | Educator | Coach | Entrepreneur

Chris Hake was the founder and driving force behind the rise of Madison REIA, which he launched in August 2012. In 2021, he merged Madison REIA with WiscoREIA, expanding its reach to ELEVEN monthly REIA meeting locations across Wisconsin and growing its community base of guests and members to over 1000 active investors and entrepreneurs.

With more than 30 years of hands-on experience in real estate, Chris is passionate about giving back. He continues to lead monthly meetings in Madison and frequently shares the lessons he's learned from decades "in the trenches." Chris is most energized by helping new investors discover if real estate is the right path for them, and if so, guiding them to the best possible start for long-term success. He speaks regularly at events throughout Wisconsin and across the U.S., covering topics on real estate investing, business, and personal growth.

A lifelong Madisonian, Chris began his investing journey with a house hack in 1994 and since been involved in hundreds of flips and rental properties. Over the years, he has raised more than $20 million to fund deals and has trained thousands of students through his local coaching programs. From 2006 to 2010, he also taught the Real Estate Investing course at Madison Area Technical College, where hundreds more learned the fundamentals from his real-world approach.

Today, Chris focuses much of his energy on growing Just Simple Storage LLC, a storage investment company he founded that now owns 900 units across 9 facilities in Wisconsin, Illinois, and Michigan.

Outside of real estate, Chris is a devoted husband to his wife, Suzanna, and a proud father to their three boys: Tyler, Tanner, and Trelan. He’s also a fan of classic muscle cars (especially Corvettes and Mustangs), and enjoys outdoor adventures like golf, fishing, and pickleball. At his core, Chris is committed to living out his Life and Business Vision each day, guided by strong values and a passion for helping others succeed.  

Feel free to reach out to Chris at chrishake@gmail.com 

Ken's journey began in the field of social work and psychotherapy, where he dedicated a decade to helping others navigate their personal challenges. Seeking new horizons, he transitioned into the tech industry, joining Hewlett-Packard. Over the next 24 years, he evolved from a Computer Engineer to a Global Project Manager, culminating in his leadership of the Global Sales Lead program, which under his stewardship generated nearly $1 billion in sales each year.

In 2016, Ken pivoted to real estate investing, initially employing the BRRRR (Buy, Rehab, Rent, Refinance, Repeat) method. Upon retiring from corporate life, he focused on creative deal structuring, mastering techniques like Subject-To (Sub2), Lease/Options, and Land Trusts. His portfolio includes over 50 Real Estate transactions in the last 8 years, ranging from mobile homes, single family and multifamily properties, showcasing his versatility and expertise in the real estate market.

Ken credits much of his real estate knowledge and sharpened skills to his active participation in the many WiscoREIA Madison education programs. Through joining their Coaching Program, completing the Blueprint course, and engaging in numerous educational opportunities including hands-on property tours and weekend training events from a variety of speakers sponsored by the REIA, Ken has continuously expanded his expertise in real estate.

Ken is renowned for his proficiency in lead generation and deal negotiation, leveraging a multitude of creative strategies to craft win-win scenarios in real estate. He now steps into his role as a coach for aspiring real estate investors, eager to share his knowledge and experience. He is always on the lookout for personal growth opportunities, being an active member of groups like Lifeonaire and the Generations of Wealth Mastermind group, which further fuel his passion for continuous learning and development.

With a life that beautifully blends family, community, technology, and real estate, Ken Collins is not just a coach but a mentor who understands the art of building wealth through real estate while maintaining a life of balance and fulfillment.

Make sure to bring tons of business cards as you will be meeting with people that you want to get to know!

Our Agenda:

5:30 PM – Registration Check-In & Networking

• Informal networking with fellow investors

6:00 PM – Meeting Kickoff

• Welcome by Host and/or Co-Host

• WiscoREIA PowerPoint / announcements and updates

• Sponsor Introductions

• Haves & Wants – Share deals, services, and resources

6:30 PM – Deal Case Study

• Breakdown of a real deal with teachable moments (good, bad, ugly)

7:00 PM – Networking Breakouts

• Guest Orientation with Host

• Member & Sponsor general breakout for continued connection

7:15 PM – Main Presentation

• Host introduces Guest Speaker

8:15 PM – Closing Remarks

• Final thoughts and upcoming events

• Invitation to the "Meeting After the Meeting" for more networking

Location:

Vintage Brewing Co. Madison

674 S Whitney Way

Madison, WI 53711

Please enjoy food, drinks, and TIP YOUR SERVERS!

You can stay after the meeting as well to network! Remember to bring your deals!

***Make sure to pre-register - We are now Cashless***

Click here to pre-register!