We Are Selling with Lee Woodward Information Controls the Process: Mastering Real Estate Negotiations with Mat Steinwede
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Mat Steinwede returns to share his expertise on negotiation, highlighting how information gathered early in buyer relationships creates powerful leverage for achieving premium prices.
• Information controls the process – use what buyers tell you early to guide later negotiations
• Great negotiation starts at the first meeting by truly listening to what matters to buyers
• Focus on building quality relationships with fewer buyers rather than quantity
• Common mistakes include quoting discount prices when asked "what will I get it for?"
• Accepting low offers without qualification costs vendors thousands
• Reference points and framing help move buyers through psychological "platforms"
• For stuck negotiations, sometimes bringing parties together face-to-face breaks deadlocks
• Written offers in formal marketplace reports can convince reluctant vendors
• Practice negotiation scenarios regularly through role play and mental rehearsal
• The best negotiators connect buyers to their property goals rather than fighting over price
If you want to become a premium negotiator, Mat recommends dedicated practice: "I've been role-playing with myself for 10-12 years. I don't want to play on people's real homes. I want to be well-versed in handling their homes best."
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