552 | How to Talk to Agents (Without Losing Your Leverage When Negotiating)
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Jun 26, 2025
Negotiation is more than just volume; it's about strategy and calmness. Discover common pitfalls buyers face before negotiating and learn how to prep effectively, including understanding vendor motivations and setting walk-away prices. Silence and tactical empathy become your allies in securing the best deals. Plus, gain insights from expert Chris Voss on high-stakes negotiations. As the market shifts, mastering these tactics can empower you to navigate and emerge successful in property transactions.
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volunteer_activism ADVICE
Agent Motivations Matter
Understand the real estate agent's three main motivations: commission, quick turnover, and maintaining their brand reputation.
Tailor your negotiation approach by leveraging this insight to better navigate agent interactions.
volunteer_activism ADVICE
Power of Silence
Use the power of silence and patience in negotiations to avoid giving away leverage.
Resist the urge to fill every silence; this stops you from negotiating against yourself.
insights INSIGHT
Negotiation Is A Dance
Negotiation is a dance, not a battle, involving jockeying for info, position, and emotional control.
Price is not the only negotiation factor; understanding vendor motives lets you negotiate on terms beyond price.
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This book, written by former FBI hostage negotiator Chris Voss and co-author Tahl Raz, provides a masterclass in influencing others through negotiation. It distills the Voss method, revealing skills such as establishing rapport, creating trust with tactical empathy, and transforming conflict into collaboration. The book is filled with real-life examples from Voss's career, illustrating how these techniques can be applied in both professional and personal life to achieve goals and defuse potential crises.
Most buyers think negotiation is about being the loudest in the room...
But the truth?
The best negotiators are calm, strategic, and silent at the right time.
Especially with the rising tide, and as Ben says in today’s episode, changing market sentiment. We’re equipping you with the skills you need to negotiate through this next active market cycle.
We’ll unpack: 💥 The mistakes most buyers make before the negotiation even starts 📊 How to prep like a pro (sold tab, vendor motivation, the XYZ’s of walk-away price, and more!) 🧠 Why “tactical empathy” and silence are your secret weapons 🛑 What NOT to do if you want the agent to take you seriously 🎙️ And 6 powerful insights from FBI hostage negotiator, Chris Voss (From Ep 457!)
Listen now folks!
RESOURCES MENTIONED
Sydney, we’re coming to you LIVE! We’re kicking off our book tour with an exclusive in-store event at Dymocks’ flagship store on George Street!
🗓 Tuesday, 1st July 🕕 6pm – 7:30pm 📍 Dymocks Sydney CBD 🍷 Light refreshments (and yes, a drink or two) provided 📚 Books won’t be handed out for free, but they’ll be available for purchase on the night!
Help protect property investors in NSW! The Property Investment Professionals of Australia (PIPA) has launched a petition calling on the NSW Government to stop unfairly targeting property investors with policies that hurt both landlords and renters.
If you're concerned about rising land taxes, rent caps, or anti-investor rhetoric—this is your chance to speak up. 👉 Sign the petition today
The Property Couch 