🤝Do This During Your Next Negotiation
Happy Monday!
Here is an Idea, an Action, and a Question to consider this week.
Idea
“It’s a well-known proposition that you know who’s going to win a negotiation; it’s he who pauses the longest.” Robert Court
Silence is golden. And when it comes to negotiations, that saying couldn’t be truer. Many people are uncomfortable with silence and long pauses. Use this to your advantage during your real estate negotiations.
For example:
You: Can you tell me why you’re selling?
Them: I’m just trying to take advantage of the market.
You: Silence
Them: Our daughter just graduated, so we’re downsizing.
You: Downsizing? (leveraging the mirroring technique)
Them: We’ve found a great place over on Quail Run.
You: Silence
Them: (looking a bit uneasy) And, well, we're hoping to close a deal quickly since the new place is ready for us to move in.
You: Continue to remain silent, maintaining a neutral and attentive expression
Them: Actually, we might be open to negotiating on the price a bit. We really don't want to miss out on the new house.
With the power of silence, you can get intel without seeming like you’re badgering them.
Action
Watch Chris Voss explain the power of silence in this 59-second video. (And if you really want to up-level your negotiation skills, read his book.)
Question
Think back to the last time you felt like you lost in a negotiation. What could you have done differently to improve the outcome?
See you next week,
Matt “Roar” Gardner
Real estate investor-agent, Author of Supersonic Real Estate: Light Your Afterburner to Accelerate Your Investor-Agent Career (Coming Soon!), and keynote speaker.
