By Darren Kittleson
Stories of classic negotiations always set parties at odds – like players on opposing sports teams ready to compete until the scoreboard declares a winner. In real estate, the scoreboard is the dollar amount paid or accepted, depending on which side you represent.
But what if I told you that your clients care less about money than you think they do? What if I said you might earn more money in commission if you change your negotiation style from “win-all” to “value-based”? Nearly 30 years in the business, having trained thousands of top-producing real estate agents, I’m here to tell you the latter works.