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"Always be marketing. No two ways around that. You either sell or you're being sold. So which one do you want?" says Horace Robinson, a tenacious investor whose journey proves that real estate gold can be hiding in your own backyard. On this episode of The Art & Science of Real Estate Negotiation, Horace Robinson joins host Tom Zeeb to share how he turned simple neighborhood walks into an $88,000 payday, smashed through mindset barriers, and built steady cash flow—often within a mile of home.

From learning to say “next” on bad deals without regret, to navigating the loneliness of entrepreneurship, and leveraging negotiation tactics that win even with tough agents, Horace Robinson holds nothing back. Whether you’re worried it’s too late to start, second-guessing your readiness, or looking for inspiration to finally take action, tune in to discover how consistency, relentlessness, and self-trust can unlock the freedom you’ve always wanted.

1. Stop overcomplicating deal-finding—search your own neighborhood first. Deals aren’t hiding far away; walk for dollars and uncover hidden gems right where you live.
2. Consistency beats luck. Show up, market relentlessly, and put in the daily reps—good deals and big paydays follow steady action, not hope.
3. When negotiating, keep your cool. Never get upset or take rejection personally; agreeing and moving on preserves your power and gets you to the next opportunity faster.
4. Don’t wait for market conditions or permission—decide to act now. Mindset and self-commitment are the biggest drivers of results in real estate and in life.
5. Build your business around your lifestyle goals. Use freedom as your north star; focus on deals that serve your vision so you truly enjoy the rewards of investing.

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The Deal Flow Maximizer™: https://tomzeeb.com/dealflow

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Implementation Bootcamp: https://tractionrealestatementors.com/bootcamp/

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Tom welcomes to the show Kitty Assenmacher, a successful real estate investor and licensed agent. Kitty shares her journey from being a novice in wholesaling to building her own business, focusing on acquiring properties and assisting local investors. She discusses the challenges of navigating the real estate market, the importance of genuine communication, and the value of community connections. Kitty also highlights her transition to full-time wholesaling, the significance of consistent marketing, and her future plans, including exploring senior living investments. This episode offers insights into the intricacies of real estate negotiation and the entrepreneurial spirit needed to thrive in the industry.

• 19:02 The Value of Wholesaling in Real Estate
• 22:19 Learning from Negotiation Mistakes
• 24:06 Negotiation Techniques and Instinctual Learning
• 25:09 Real Estate Horror Stories and Lessons Learned
• 28:11 Mindset Shift in Real Estate Wholesaling
• 32:39 Merging Real Estate and Investment Strategies

"I think when you truly ask things or say things in a way where you're hitting home with someone, they realize that you're not trying to just sell them. There's actually more to offer." (Kitty)

"It's hard. It's not easy to get up every day and do all the things over and over and over and trust the process and believe that it's happening, but showing up and doing it speaks volumes." (Kitty)

"I wish I would have heard about this, known about this sooner, just because I think I would have done great sooner, too." (Kitty)

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Instagram - https://www.instagram.com/kittyassenmacher

Facebook - https://www.facebook.com/kitty.dimascio

LinkedIn - https://www.linkedin.com/in/kittyassenmacher/

Download your FREE trainings today!👇

The Deal Flow Maximizer™: https://tomzeeb.com/dealflow

The Negotiation Trifecta™: https://tomzeeb.com/trifecta

Implementation Bootcamp: https://tractionrealestatementors.com/bootcamp/

Deal Machine: https://www.dealmachine.com/

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Tom welcomes to the show, a dynamic couple who transitioned from corporate jobs to being successful real estate investors. They share their journey, starting with the emotional and logistical challenges they faced when Laurie's father passed away, leading them to clean out and sell his house. This experience sparked their interest in real estate, and they dove in headfirst, learning the ropes through real estate investment groups and hands-on experience. Frank and Laurie discuss the importance of community and networking, emphasizing how their involvement with their Real Estate Investors Association (REIA) has been instrumental in their growth. They also highlight the value of persistence and the power of negotiation, sharing practical tips and personal anecdotes that illustrate their learning curve and successes.

• 03:02: Initial Real Estate Program and Joining Local Investment Group
• 04:49: Benefits of Community and Accountability
• 08:25: Emotional Hurdles and Control in Real Estate
• 14:13: Attraction to Tom Zeeb’s Program
• 15:20: Negotiation Techniques and Confidence Building
• 17:27: Emotional Detachment from Properties
• 20:04: Rehabbing as Primary Exit Strategy
• 21:25: First Flip Experience and Learning Curve
• 22:45: Helping a Seller in Foreclosure
• 29:29: New Construction and General Contracting
• 30:26: Changes from Total Traction Program
• 36:14: Differentiating from Competition
• 37:04: Importance of Follow-Up
• 41:22: Using Negotiation Techniques with Contractors
• 44:02: Benefits of Being Persistent
• 45:26: Craziest Deal Experience
• 48:53: Advice for New Investors

"What I like about it is it makes us more valuable as investors. If we're not able to purchase a house or if we don't like the deal, it doesn't fit into our criteria. We'll know somebody that does or we'll find somebody that does. So we'll be able to help that person that is perhaps in a tough spot with their credit or they have to move for whatever reason. It's really important to them. We'll find a way to help them solve their problem or leave them with value." (Laurie)

"We just had a gut feel that there was an opportunity here that we could. We're smart people. We should be able to make this work. Just have to put in a little bit of effort into it. And Lori will tell you, once we committed to it, she didn't sleep for a week." (Frank)

"I have to separate the emotion from it. That was another big hurdle. Alongside getting into the business at first, separating myself emotionally and thinking of the houses as just inventory was a big deal. I feel that I'm getting to that point, or I've really made a big stride in having the properties be inventory and not take an emotional toll on me." (Laurie)

Tom’s Training Website

Tom’s TOTAL TRACTION program

Traction REIA Nationwide

DealMachine Special Bonus Offer