When clients hit that invisible wall of uncertainty, doubt, or overwhelm, you can feel it — even if they never say it. Their confidence collapses, decision-making slows, and suddenly, forward momentum turns into hesitation, second-guessing, or silence.

In this week's episode, we sit down with negotiation strategist and Executive Director at Brown Harris Stevens, Jared Antin, to unpack a system designed to break through that wall: The Clarity Framework. Built around Data, Context, and Strategy, Jared's model helps agents turn information into insight, insight into confidence, and confidence into calm, empowered decisions in their negotiations. We explore how clarity builds trust, sharpens decision-making, and transforms conversations, moving clients from uncertainty to clarity and from clarity to power.

If you want to dive deeper, continue the conversation, and start applying these frameworks in your own business, come check out the brand-new Archway Partners Mighty Network Community at www.archwaypartnersinc.com. It's our growing community of agents focused on confidence, clarity, and negotiation mastery — and you can explore it free for 30 days. Join us, jump into the discussions, and see how clarity, confidence and competence becomes your competitive edge.

Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network.

Subscribe:

https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572

Watch:

https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr

Connect with Eirik Gislason:

https://www.bhsusa.com/real-estate-agent/the-excelsior-team

Follow Eirik Gislason on LinkedIn:

https://www.linkedin.com/in/eirikgislason/

Follow Eirik Gislason on Instagram:

https://www.instagram.com/eiriktheexpert

Learn More About Coaching with Eirik Gislason:

https://archwaypartnersinc.com/

Connect with Jared Antin:

https://www.bhsusa.com/bhs-leadership/jared-antin

Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida

https://bhsusa.com/

#ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

In this episode of Shear Line: Negotiation Mastery, we're live from the NYC Real Estate Expo in Manhattan breaking down one of the most valuable currencies in real estate and negotiation: CREDIBILITY. Before social media, before likes and follows, Aristotle reminded us that persuasion comes down to three things — emotion, logic, and credibility. And while the platforms have changed, the principle hasn't. Trust still wins.

Joining me is Kim Rittberg - award-winning media executive, real estate video coach, and host of the top 1% podcast The Exit Interview. Kim has helped agents generate tens of millions in new business by doing one thing exceptionally well: showing up authentically and consistently, without hiding behind perfection or performance.

We get into what real credibility looks like in a world full of filters, how to show expertise even at any stage of your career, and why building belief beats chasing attention every single time. If you want clients who don't just see you - but trust you, choose you, and stay with you - this conversation is for you.

Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network.

Subscribe:

https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572

Watch:

https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr

Connect with Eirik Gislason:

https://www.bhsusa.com/real-estate-agent/the-excelsior-team

Follow Eirik Gislason on LinkedIn:

https://www.linkedin.com/in/eirikgislason/

Follow Eirik Gislason on Instagram:

https://www.instagram.com/eiriktheexpert

Learn More about Coaching with Eirik Gislason:

https://archwaypartnersinc.com/

Connect with Kim Rittberg on Instagram:

http://instagram.com/kimrittberg/

Connect with Kim Rittberg on LinkedIn:

https://www.linkedin.com/in/kimrittberg/

Connect with Kim Rittberg on YouTube:

http://youtube.com/@kimrittbergcontent?sub_confirmation=1

You can grab Kim's Free download: "5 Videos Every Real Estate Agent Must Make to Sell More Homes" plus "How to use AI to make better content" at https://www.kimrittberg.com/retips

Kim's live coaching program VIDEO BOOT CAMP is open for its fall cohort. https://kimrittberg.mykajabi.com/video_boot_camp

Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida.

https://bhsusa.com/

#ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

In this episode, Eirik Gislason and returning co-host Jay Billiet explore six unforgettable real-world negotiations, from a Fort Greene townhouse won through creativity and trust, to an under-qualified renter with an angry guarantor, and even Southwest Airlines' unconventional value play. Each story reveals a core truth about negotiation: value is a matter of perception. Effective negotiating is about clarity, empathy, creativity, and the courage to listen deeply.

Whether you work in real estate, business, or are simply navigating life's daily deals, this episode unpacks how great negotiators turn pressure into composure and connection into value.

Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network.

Subscribe:

https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572

Watch:

https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr

Connect with Eirik Gislason:

https://www.bhsusa.com/real-estate-agent/the-excelsior-team

Follow Eirik Gislason on LinkedIn:

https://www.linkedin.com/in/eirikgislason/

Follow Eirik Gislason on Instagram:

https://www.instagram.com/eiriktheexpert

Learn More about Coaching with Eirik Gislason:

https://archwaypartnersinc.com/

Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida.

https://bhsusa.com/

#ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

When the Plan Falls Apart – How Do You Respond?

In this episode of Shear Line: Negotiation Mastery, host Eirik Gislason explores the power of adaptability -- the negotiation skill that turns pressure into problem‑solving and fear into forward motion. From the legendary Apollo 13 mission and Gene Kranz's famous question, "What do we have that works?", to the daily pivots real‑estate agents face in new careers, shifting markets and policy changes, adaptability is the difference between "I can't" and "I will".

Eirik is joined by Joe Ulam, Brown Harris Stevens agent and host of the new MoRE Network podcast, Becoming Brokerage, for a conversation about how adaptability, self‑efficacy, and mindset shape success during life's biggest transitions. Together, they unpack how emotionally agile, cognitively flexible professionals navigate uncertainty, build belief in themselves, and stay calm when the script disappears.

If you're standing at the edge of a pivot — in your business, your leadership, or your life — this episode will help you find your footing, reframe your fear, and move forward with clarity, courage, and purpose.

Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network.

Subscribe:

https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572

Watch:

https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr

Connect with Eirik Gislason:

https://www.bhsusa.com/real-estate-agent/the-excelsior-team

Follow Eirik Gislason on LinkedIn:

https://www.linkedin.com/in/eirikgislason/

Follow Eirik Gislason on Instagram:

https://www.instagram.com/eiriktheexpert

Learn More about Coaching with Eirik Gislason:

https://archwaypartnersinc.com/

USMC Leadership Principals Document:

https://docs.google.com/document/d/114BEps8mr5OrG-wQehLcWYZ8swaJYWiybDwyEinADmU/edit?usp=drivesdk

Connect with Joe Ulam:

https://www.bhsusa.com/agents/joseph-ulam

Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida.

https://bhsusa.com/

#ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

Leadership and negotiation have traveled remarkably parallel paths - from rigid, top-down authority and win-lose battles to empathy, collaboration, and trust as the true multipliers of success. In this episode, Eirik sits down with Ben Willig - Managing Director of Agent Growth & Strategy at Brown Harris Stevens, founder of The Willig Collaborative.

Together, they unpack how today's best leaders elevate others, create advocates instead of followers, and use the same principles that drive great negotiations - trust, empathy, adaptability, and vision - to transform teams and organizations. If you've ever wondered how leadership and negotiation intertwine, this conversation will give you a blueprint for leading with influence, building trust that lasts, and unlocking outcomes bigger than the sum of their parts.

Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network.

Subscribe:

https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572

Watch:

https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr

Connect with Eirik Gislason:

https://www.bhsusa.com/real-estate-agent/the-excelsior-team

Follow Eirik Gislason on LinkedIn:

https://www.linkedin.com/in/eirikgislason/

Follow Eirik Gislason on Instagram:

https://www.instagram.com/eiriktheexpert

Learn More about Coaching with Eirik Gislason:

https://archwaypartnersinc.com/

USMC Leadership Principals Document:

https://docs.google.com/document/d/114BEps8mr5OrG-wQehLcWYZ8swaJYWiybDwyEinADmU/edit?usp=drivesdk

Connect with Ben Willig:

https://www.bhsusa.com/agents/ben-willig

Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida.

https://bhsusa.com/

#ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

In negotiation, the person with the best intel wins. But here's the catch: most of us walk into the room ready to convince instead of discover. In this episode of Shear Line: Negotiation Mastery, host Eirik Gislason sits down with industry leader Teresa Stephenson to explore the art - and science - of ceaseless curiosity and strategic questioning.

Drawing inspiration from Deepak Malhotra and Max Bazerman's profound insight, "Negotiation is an information game. Those who know how to obtain information perform better than those who stick with what they know", we unpack how the best negotiators tip the power balance, build trust, and create more value by asking better questions.

If you want to increase your influence, unlock hidden opportunities, and transform the way you negotiate, this episode is packed with insights you can use immediately.

Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network.

Subscribe:

https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572

Watch:

https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr

Connect with Eirik Gislason:

https://www.bhsusa.com/real-estate-agent/the-excelsior-team

Follow Eirik Gislason on LinkedIn:

https://www.linkedin.com/in/eirikgislason/

Follow Eirik Gislason on Instagram:

https://www.instagram.com/eiriktheexpert

Learn More about Coaching with Eirik Gislason:

https://archwaypartnersinc.com/

Connect with Teresa Stephenson:

https://www.platinumpropertiesnyc.com/agent/Teresa-Stephenson

linkedin.com/in/teresa-stephenson-0460b67

Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida.

https://bhsusa.com/

#ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

In negotiations and sales, data informs but stories inspire action.

In this episode of Shear Line: Negotiation Mastery, host Eirik Gislason sits down with NYC-based writer, podcaster, actor, and master storyteller James Scully to explore how storytelling elevates persuasion, builds trust, and transforms client conversations.

James also shares insights from his work across theater, podcasting, and NYC walking tours, revealing how the right narrative can captivate, influence, and inspire action. Whether you're presenting an offer, managing a client relationship, or negotiating at the highest level, stories sell.

Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network.

Subscribe:

https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572

Watch:

https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr

Connect with Eirik Gislason:

https://www.bhsusa.com/real-estate-agent/the-excelsior-team

Follow Eirik Gislason on LinkedIn:

https://www.linkedin.com/in/eirikgislason/

Follow Eirik Gislason on Instagram:

https://www.instagram.com/eiriktheexpert

Learn More about Coaching with Eirik Gislason:

https://archwaypartnersinc.com/

Connect with James Scully:

Website: https://www.thewallbreakers.com/

Linkedin: https://www.linkedin.com/in/jamesscully/

Bay Ridge Digest Podcast site: https://bayridgedigest.com/

Burning Gotham: https://burninggotham.com/

Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida.

https://bhsusa.com/

#ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

In this episode of Shear Line: Negotiation Mastery, Eirik welcomes back the insightful and dynamic Jacob Feldman, returning from the show's most popular episode to date. Together, they delve deeper into the intersection of logical reasoning and emotional intelligence in negotiation—unpacking how to anticipate objections before they surface, decode the language cues that reveal hidden concerns, separate hard facts from untested assumptions, and navigate those moments when clients make "irrational" choices that run counter to their own best interests. Packed with sharp insights and real-world examples, this conversation is a must-listen for anyone looking to sharpen their skills, earn trust, and negotiate with clarity and confidence.

Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network.

Subscribe:

https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id180900657...

Watch:

https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr

Connect with Eirik Gislason:

https://www.bhsusa.com/real-estate-agent/the-excelsior-team

Follow Eirik Gislason on LinkedIn:

https://www.linkedin.com/in/eirikgislason/

Follow Eirik Gislason on Instagram:

https://www.instagram.com/eiriktheexpert

Learn More about Coaching with Eirik Gislason:

https://archwaypartnersinc.com/

Connect with Jacob Feldman:

https://www.nexusacademics.com/meet-us-1

Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida.

https://bhsusa.com/

#ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

Shear Line is back with a very special episode where we ask—what if the key to becoming a more skilled negotiator is buried somewhere in your much younger self? Joining Eirik once again is our sharp and fun co-host Jay Billiet from Jay J. Billiet Interior Design, and two very special guests: Eirik's daughters, Cici and Sydney Gislason! Together, this dynamic crew explores how children naturally display some of the most essential negotiation skills—like curiosity, collaboration, empathy, timing, persistence…and sometimes brutal honesty. This episode is insightful, funny, heartwarming, and full of reminders that asking "why?" might just be the smartest move you can make.

Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network.

Subscribe:

https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572

Watch:

https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr

Connect with Eirik Gislason:

https://www.bhsusa.com/real-estate-agent/the-excelsior-team

Follow Eirik Gislason on LinkedIn:

https://www.linkedin.com/in/eirikgislason/

Follow Eirik Gislason on Instagram:

https://www.instagram.com/eiriktheexpert

Learn More about Coaching with Eirik Gislason:

https://archwaypartnersinc.com/

Learn More about Jay J. Billiet, Interior Design:

https://www.jayjbilliet.com/

Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida.

https://bhsusa.com/

#ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc

The long-anticipated, much-debated FARE Act is officially in effect as of June 11—and with it comes a significant shift in how renters, landlords, and agents define value, representation, and advocacy.

In this episode, we explore a central question: did the role of the real estate agent just become less essential—or more? We unpack the ripple effects of the new law—from rising rents and restructured fees to disappearing inventory—and ask how agents can reframe their value proposition now that "access" is no longer the default pitch.

Back in the guest host chair is the sharp, funny, and ever-curious Jay Billiet of Jay J. Billiet Interior Design, bringing a fresh perspective—and hitting Eirik with some seriously probing questions—as we navigate the new normal of NYC rentals.

Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network.

Subscribe:

https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id180900657...

Watch:

https://www.youtube.com/playlist?list=PL7_x00Dbn3OSUo1bS37AcfjgF7BLI93lr

Connect with Eirik Gislason:

https://www.bhsusa.com/real-estate-agent/the-excelsior-team

Follow Eirik Gislason on LinkedIn:

https://www.linkedin.com/in/eirikgislason/

Follow Eirik Gislason on Instagram:

https://www.instagram.com/eiriktheexpert

Learn More about Coaching with Eirik Gislason:

https://archwaypartnersinc.com/

Learn More about Jay J. Billiet, Interior Design:

https://www.jayjbilliet.com/

Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida.

https://bhsusa.com/

#ShearLinePodcast #EirikGislason #negotiation #strategy #psychology #nycrealestate #brownharrisstevens #morenetwork #nyc