Great REALTORS® are problem solvers. They tenaciously look for ways to create agreement.
That’s the very definition of a great negotiator.
The best negotiators are highly creative and determined, and they have a deep understanding of human nature and different communication styles. They know WHAT to say and HOW to say it and WHEN to say it in different situations.
Let’s be clear about something. Being a strong negotiator is not about creating a winner and a loser. You don’t win a negotiation. You create agreement.
As a professional REALTOR®, you are constantly negotiating.
We don’t say this out loud very often (or ever), but the measure of your success as a REALTOR® has way more to do with your ability to negotiate with your own clients, as opposed to the one time during a long process when you’re negotiating with the other side.
The more you create agreement with your client, the more success you have. This begins from the first moment you speak to a prospect. Were you able to convince them to meet with you? Did you get the listing? At the right price? Do they keep the home in pristine condition for every showing?
Practically everything you do is a negotiation. And your negotiation skills are directly proportional to the size of your bank account.
Even when you are negotiating a sale, you’re not merely representing your clients’ wishes and acting as an intermediary. ANYONE can do that.
No. You’re creating agreement between both sides. Half of that is relaying a persuasive message to the other side, but the other half is convincing your client to accept a reasonable compromise, for their own good.
Have you ever negotiated a deal where the other side was easy-going and logical, but your client was the unreasonable one? We’ve all been there.
Do you know a REALTOR® where everything seems to come easily to them? They pick up new clients effortlessly, they hardly ever lose a listing to another agent, they get all their listings sold quickly and painlessly, and they spend less time with buyers but sell way more properties? AND they have a never-ending stream of enthusiastic referrals?
These are great negotiators, and things do come easily to them. They carry themselves with confidence and seem to know the right thing to do in every situation.
Some people say this is a natural ability that can’t be taught. I say that’s complete nonsense.
Having confidence and ability begins with developing the right mindset, which is 100% teachable.
“In your journey towards total domination, having more information than anyone else is an insurmountable advantage.” – Ted Greenmhough
