Mastering Real Estate Negotiation

This chapter explores the ongoing nature of negotiation in real estate, emphasizing the critical role of baseline adjustment and effective communication among buyers, sellers, and agents. It introduces the concept of a 'spectrum' to help clients navigate their preferences for investment outcomes.

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The secrets to negotiation are often simpler than you think. There’s no double-talk, bribing, or harshness necessary to get what you want. If you know what the other side wants (which you probably do already), you’ll most likely have enough to negotiate successfully. So why aren't most people winning negotiations? Well, when everyone is buying or selling to get the most they can, it’s often the people who create wins for their opponents that come out on top.

David Greene would know this. He’s one of the top real estate agents in the country and is the host of the biggest real estate podcast around (that’s us!). His new book, SKILL: A Top-Producing Agent’s Guide to Earning Unlimited Income, is more than a handbook for real estate agents. This book also details how almost anyone investing in, buying, or selling real estate can win negotiations easily.

David spends time today outlining the seven negotiation tactics he has used in the past to lock down deals for buyers, sellers, and himself. You’ll hear real-world examples of when David and co-host Rob used these tactics in their own investments plus exactly how to formulate each of these tactics so you can ultimately get what you want.

In This Episode We Cover:

Price anchoring and how adjusting a baseline can secure a quick win early in a negotiation

Staying likable, yet stern, in a negotiation so the opponents want you to win

Persuading opponents that your desired outcome is actually in their best interest

Redefining the value you bring and showcasing it in an undeniable way

Building a negotiation scarecrow that becomes the enemy (so you don’t!)

Reigning in FOMO when working with buyers or sellers in a hot housing market

And So Much More!

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