Sometimes the Most Important Part of a Negotiation Happens When Nobody Is Talking

One of the biggest misconceptions about negotiations is that the person who talks the most, pushes the hardest, or makes the most convincing argument is the person who wins. In reality, some of the most important moments in a negotiation happen when the conversation pauses. I recently experienced th

The Offer That Failed, and the Conversation That Followed

A detached home I recently listed was sitting in a price range where the market had already started to show resistance. Before we even went live, there was a difference between pricing expectations and early market indicators. Even after several conversations and movement toward alignment, the prope

The Sale That Almost Fell Apart (And the 11th-Hour Fix)

I was recently involved in a transaction that came within hours of collapsing, not because there wasn’t a buyer, but because one small piece didn’t line up at the exact moment it needed to.I had listed a detached home at the higher end of its price range in a slower market. We had consistent interes

Why the First Meeting With Your Realtor Matters More Than You Think

Looking back at the real estate transactions in my career that didn't go well, I noticed an uncomfortable pattern. In almost every case, I knew it from the beginning. Not because of market data, pricing strategy, or anything technical. It was something much simpler.  The feeling that the working rel