The No. 1 Tactic Expert Domainers Use to Sell Domain Names for Top Dollar

Over the past year of interviews, investor after investor has told DomainSherpa their No. 1 tactic for selling domain names for top dollar: Don’t be a motivated seller.

It is a tactic that works anywhere around the world and for any range of domain name value. In this video compilation, learn more about this simple but effective tactic as told by three experts: Adam Dicker, Page Howe and Rick Schwartz.

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Michael Cyger: Hey everyone, my name is Michael Cyger and I’m the publisher of – the website where you come to learn how to become a successful domain name entrepreneur directly from the experts.

Over the past year of interviews, investor after investor has told DomainSherpa their No. 1 tactic for selling domain names for top dollar: Don’t be a motivated seller.

It’s a tactic that works anywhere around the world and for any range of domain name value. In this video compilation, learn more about this simple but effective tactic as told by three experts: Adam Dicker, Page Howe and Rick Schwartz.

Enjoy the show.

Adam Dicker: Part of becoming a professional domainer is understanding how to evaluate domains. And I personally evaluated seals[.com] at about $125,000 and I did that because, like I said, I’m not a motivated seller so I can sit and wait for the right buyer to come along. I did most of my big transactions back then through (which is great because it keeps a great history of what you paid for a domain name). So I was looking at the offer, and looking at the offer and then I went back and I looked and I saw I only paid $6,300 for it and then I realized 1,000% return is a pretty damned good return in any business. So I decided to let it go. And this is one that I actually used a broker for which I don’t usually do. And they sold the domain and I told them I would let it go for $65,000 but the buyer is going to have to pay your fee because I want to walk away with $65,000. And yes I could have sold it for $20,000 and I could have earned whatever, 400% on it and that could have been the scenario and if I had needed the money for something or I was buying a new house or I needed a down payment for something I may have. I mean there have been times when I let domains go for much less than I should have. I am going to get to one of those stories probably at the end of this interview where I lost a lot of money because I had left a lot of money on the table but I still made a lot of money. So at the end of the day I can’t also worry about (and this is something that domainers do) I can’t worry about that I sold it for $64,000 and somebody else is going to turn around and flip it for $300,000 or $350,000 because that doesn’t matter to me. The bottom line is I made money on my investment. I can take half and invest in more domains or I can bank the whole thing and think okay this was a good investment for me. I’ve learned how to make money. I learned how to sell domains for a profit. Pat yourself on the back and say this one was a good one. [Excerpted from]


Page Howe: Just to cut to the nudge we think you make domains on time. You have got to hold them. You have got to wait for something to happen. The idea that you are just going to buy it here and sell here and buy it here and sell it here. I think some people do that really well but there has got to be a reason a domain changes over time. [Excerpted from]


Michael Cyger: Yes but until that one person came along, and there was probably only one person in the world that had a company named My Punch Bowl or The Punch Bowl or something like that. Until they come along the domain had to value. Or it had very little value.

Rick Schwartz: Well wait a second. It was still getting traffic. It was still earning revenue. It still meant something. It was still a great piece of real estate. My job was not to sell it for 15 years until that one guy that you say came across. My job was to sit on the beach with my ginger ale and my piña colada and wait for that one guy because I could have gone all over earth and I wouldn’t have found the one guy. It was much easier for the one guy to find me.

Michael Cyger: And that I think sums up your entire domain investment strategy with respect to non-adult names, would you say? Your job is to buy good domain names through the parameters that you just defined and to hold on to them as long as you can until that one person comes along.

Rick Schwartz: That’s it. You know it is about an idea. I want a partner with an idea. I’m Wilber, I’m looking for Orvil on every single domain name that I have. Let me tell you something. I’m going to have a trade show some day and the only ones that are going to be invited are the people that develop the domain names that I still own part of. Okay I’m telling you that will happen. It won’t happen this year. It won’t happen next year but five years down the road it absolutely will happen. Imagine having something kind of a get together and look in the audience of 200 different faces and every one that you know you are partners with. I’m going to do that. And maybe more faces than that. [Excerpted from]

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17 Responses to “The No. 1 Tactic Expert Domainers Use to Sell Domain Names for Top Dollar”

  1. Boluji says:

    Nice of you doing these.
    Thanks many tons.

  2. Alex says:

    People always want what they can’t have or perceive as out of reach. Playing hard to get is good advice. Just be realistic so you seem legit.

  3. jj says:

    BATNA. Look it up.

  4. Hal says:

    All strategies have the proper place for their application. With a true premium you can hold out for a larger offer from the same party or another future offer that is bound to come your way. In other words you have options and liquidity. With lower quality domains you may wait several years between enquiries so you might be better offer selling for a somewhat reasonable price without playing too hard to get. Again somewhat analogous to dating and relationships! There are exceptions of course, at times you may be negotiating for a domain that seems worthless but you have information suggesting the buyer is very motivated indeed. And with a very large portfolio you are more likely to get willing buyers even if they are shrewd and hide it for somewhat random or brandable domains.

    1. Very good points, Hal. Thanks for sharing.

  5. Ken says:


    This is my first response but I have been following Domain Sherpa for a few months. I’m new to the world of domaining and I think your website is the best one I have seen for someone who is new to this. You made a reference in your interview with Mr. Schwartz that if someone purchased a domain name “through the parameters that he just defined” and followed his philosophy on selling a domain that would be his advice. I missed the parameters, were they in a different interview? Please keep up the good work.


    1. Hi Ken,

      Thanks for your kind words. I appreciate them and am glad to hear you’re getting value out of the interviews.

      Rick’s full interview is here:


      (Adam has done a couple of shows — and we’re taping another one this week — but the excerpt is from the one linked above.)

      I should have linked to them above, so I’ll add them in.

      Also you can see a full list of shows in the right-hand column “Past Interviews” box.


      1. Ken says:

        Thanks for the reply.

  6. Jacob says:

    Jokes aside, this tactic works with the ladies aswell, only realised it in the last few months tho : (

    Ppl strangely enough don’t want something that is easy.

  7. It’s great — fantastic and really cutting edge advice from my three friends in this article:


    Now, Michael, add the caveat that every one of these three domain capitalists are millionaires or close to it. All of them have sold over $1 million of their own domains. They can sit on their domains until Kingdom Come….

    So how about some real advice from domainers who make their living selling domains at prices that keep them from working a second job, and are able to save a bit of cash.

    Those domain investors ARE MOTIVATED TO SELL. Why? Because that’s how they make their living. So, instead getting comments from the Usual Suspects, why not do a story on three mid-range domain investors and how THEY make a living from their domains. Everybody else in the Ricky, Franky, Adam, Page, Mikey, Kevin, Gary, and a whole host of corporate domainers who have easily been able to suck up unrenewed dropping domains to add to their million domain portfolios, what does that do for the domain investor looking to learn how to flip domains from their investments, whether they are OOTB purchases or aftermarket purchases?

    Like your site, btw!

    Let’s move on from the obvious big winners that everyone knows and start focusing on new ideas, new processes, new companies, and hopefully, all of those companies give great winning opportunities to incoming domain investors. (I don’t want to even start on the failure of this industry to adequately promote the benefits and value of owning the right domain names).


    1. Fair enough, Stephen. I’ll look through some of my other archives and pull out similar tactics from the 50+ interviews I’ve done so far from those who didn’t have the vision or opportunity to invest in domain names early on.

    2. Arseny Kardash says:

      Totally agree! I’d even go further and ask that banal question: “How would you start your domaining business NOW? From scratch and without all the capital you own now”

  8. @Domains says:

    It is a good tactic to use if you have a very motivated buyer. Unfortunately not every buyer is very motivated, some want to spend $100, some $500, or whatever and will walk if they can’t get the domain for that price. But it’s a good way to start off a negotiation with each domain inquiry, treat them like a motivated buyer and see what happens. You can always drop your price later if you really want to make a sale.

  9. Chuck Wallant says:

    Great tip and one that appears to be used by all the greatest domainers. You just need to make sure that you have the ability to wait, and everything is fine (don’t quit your day job). :)

    1. Good advice, and advice that I hear often in shows as well (don’t quit your day job…so you can afford to wait when selling domain names).

      Thanks for posting a comment, Chuck.

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