Negotiation is not a single event that happens when you sign a contract. It is a continuous process that begins the very first time you communicate with the other party. In this episode, Dill Ward and Nicholas Nascimento break down the psychology of deal-making and how to use energy, empathy, and persistence to get what you want in real estate and beyond.

Key Takeaways

1. Negotiation is Your Brand: Every text, call, and interaction sets the stage for the final outcome. A professional who brings high energy and respect to the first inquiry is far more likely to win in a multiple-offer situation.
2. Solve the Seller's Problems: Price is only one lever. By researching the other party's motivations (such as a need for a quick closing or a rent-back period) you can craft an offer that provides value beyond the dollar amount.
3. The Power of "No": Great negotiators aren't afraid of rejection. Use "no" as a starting point to keep the conversation moving and propose creative counter-offers that bridge the gap between parties.

Episode Highlights

1. [00:03:10] The First Contact: Why the negotiation starts long before the offer is written.
2. [00:05:43] Emotional Brownie Points: How being a kind and diligent agent helps you win even when you aren't the highest bidder.
3. [00:09:37] Beyond the Price Tag: Identifying time-based and logistical needs of the seller to strengthen your position.
4. [00:14:28] The Simmer Period: Understanding why negotiation takes time and why you should allow the other side to process their emotions.
5. [00:16:21] The Life Skill of Asking: Applying real estate negotiation tactics to daily life and personal relationships.

Actionable Strategies for Your Next Deal1. The Inquiry Script

When calling a listing agent, don't just ask if the home is available. Show up with the mindset that you are going to sell that house. Use high energy to make the listing agent want to work with you.

2. Motivation Research

Before writing an offer, ask the listing agent specific questions about the seller's situation. Are they paying for a vacant home? Do they have a new place lined up? Use this intel to tailor your terms.

3. Persistent Persuasion

If you are far apart on numbers, don't walk away. Take one small step at a time. Cast a vision for how the deal solves the other party's problems, even if the price isn't exactly what they envisioned.

Thinking about making a move? (anywhere)

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