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Behind every property transaction is a negotiation —but more importantly, a state of mind.

In this episode of Meet The Agent, we explore the psychological layer of real estate — the part that isn’t listed on a brochure, but quietly determines outcomes.

Because buyers don’t just evaluate property. They manage uncertainty, fear, identity, timing, pressure — and often, internal conflict.

And when those emotions escalate, deals don’t just stall — they fracture.

Kristan Johnson is an agent who understands that the role is not just to sell property, but to read the room — to recognise when a buyer is overwhelmed, when tension is rising, and when the smartest move is not to push forward… but to de-escalate.

This conversation explores:

• The subtle arts of empathy, de-pressurising and de-escalating in high-stakes negotiations
• Why creating emotional safety can be more powerful than creating urgency
• And how the best agents don’t just close deals — they stabilise them

Because in today’s market,  the advantage doesn’t always go to the most aggressive operator — but to the one who understands people.

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