🏡 Master Real Estate Negotiation or Get Left Behind! (Part 2)

Good morning agents. ☀️ Welcome back to the second installment of our deep dive into mastering real estate negotiation! In Part 1, we explored foundational strategies and the psychology behind negotiation. Now, we’re taking it a step further.

This edition will cover advanced tactics, real-world examples, and the key mindset shifts that can help you outmaneuver even the toughest opponents in today’s competitive market.

Whether you're a seasoned agent or a newcomer, these insights will elevate your skills and give you the edge you need to succeed. Let’s dive in!🏡💰

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MASTER REAL ESTATE NEGOTIATION OR GET LEFT BEHIND! (PART 2)

What is one of the biggest challenges for real estate salespeople? It’s negotiation!

Knowledge equals confidence; ignorance equals fear. To stop fearing the negotiation process, you must improve your skills. That’s precisely our goal with this 2-part series on negotiation.

Negotiation happens not only when an offer is made, countered, and hopefully accepted but also during:

• Home inspections

• Appraisal issues

• Defending your commission

• Many other critical moments before closing

PART THREE: Know the Buyer’s Priorities

Whether you represent the buyer or seller, knowing what drives the buyer will give you an advantage.

Here’s what you must know before negotiating: (remember you get Buyer and Seller Prequalification Scripts and Checklists in Premier Coaching):

1️⃣ Buyer’s Interest Level – Is this home a must-have or just one of many they’re considering?  How do they rate their interest on a scale of 1-10? If it's not a 10, what would it take to be a 10?
2️⃣ Buyer’s Qualification – Cash buyer? Pre-approved or pre-qualified? Have you called their lender? (Pro tip: Have their lender call the listing agent—it makes a difference!) Do they have a loan commitment?
3️⃣ Competing Inventory – How many similar homes are available? If this is the only one that fits their needs, they must act fast.
4️⃣ Contingency Plan – What happens if they don’t get this home? Are they on a month-to-month lease or living in an RV? 
5️⃣ Financial Limits – Can they handle an appraisal gap or a bidding war? What is the limit to their funds? Are you using a Buyer's Net Sheet?

PART FOUR: Do The Deal

Negotiation is about finding an acceptable outcome for all parties. Here’s how to close the deal without killing it.

✅ Always Counteroffer – Never flat-out reject an offer. Keep the conversation going, even if you seem to be absurdly apart to start.
✅ Price Isn’t Everything – Closing date, possession terms, and contingencies can be more important than price.
✅ Balance Emotions & Logic – Use net sheets, comps, and market data, but tap into emotions to help clients make the right choice.
✅ Be Professional – No aggression, manipulation, or drama. Your reputation is everything, and drama kills deals.
✅ Know When to Walk Away – Know what a deal killer is before negotiating. Using the buyer scripts, ask how they would feel if you called them tomorrow and told them someone else had bought the home they were planning to lowball, for example.
✅ Look for Solutions, Not Fights – Use scripts like “Help me understand where your client is coming from” or “What would happen if we did this?”
✅ Use Video to Humanize the Deal – A simple video explaining your client’s position can help diffuse tension.
✅ Don’t Text Your Negotiations – Texts are often misinterpreted and are not legally binding.

💪 Want More Real Estate Negotiation Power?

Harris Certified Coaches are ready to help every single weekday in our semi-private, live coaching sessions.

📝 Premier Coaching Members Get:
☑️ Pre-Negotiation Checklists
☑️ Buyer & Seller Scripts
☑️ The Ultimate Addendum
☑️ LIVE coaching support

TAKE ACTION TODAY

Join our Premier Coaching for free, and get daily coaching sessions, expert scripts, and the strategies you need to tackle prospecting head-on. Sign up at https://premiercoaching.com.

And if you’re ready to take that next big step, consider joining the EXP Realty team. Visit https://whylibertas.com/harris or text Tim directly at 512-758-0206.

AND THAT'S A WRAP!

Thanks for the support,

Tim & Julie Harris
Harris Real Estate Daily

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