A short coaching video by Kevin Ray Ward on handling low-ball offers in real estate negotiations. Main recommendation: keep emotions out of negotiations, pre-frame the seller by agreeing to counter every offer (even laugh at ridiculous ones), process emotions separately, then counter to discover the buyer's willingness to move. Emphasizes protecting clients from emotional reactions that derail deals and treating offers as signals of intent rather than final positions.
While the masses spend their days dominated by doubt, distraction and dead ends, the masters go through their day on fire. My friend, welcome to the fire zone.
If you want to be a powerful negotiator, get your feelings out of it, keep your emotions out of the negotiations. And if you're in a business, if you're a real estate agent or a broker or in any business where you are negotiating deals on behalf of others or have others involved in negotiations, you must protect them from allowing their emotions to screw everything up. Hey there, it's your coach, Kevin Ray Ward with your fire zone message of the day. And I was on one of my real estate coaching calls today, and Bobby Cristiano, one of our coaching members, had a really great frame for how to deal with negotiating with sellers. When you're the listing agent, as a real estate agent and your seller you're representing, you get an offer and it's a low offer and your seller doesn't want to counter. They just. It pisses them off so they want to do it. This is a big piece of the real estate game and of any business game, and that is that people get. When they get their emotions involved, they get their ego involved, then they screw up the emotion. And so we're talking about, how do you protect and sell her from getting all pissed off about an offer and do it? And he says, I thought was really, really cool. So one is do a pre frame. And that is when you first take the listing, you start the relationship, you let them know, hey, whenever we get an offer, we're going to counter every offer, okay? No matter what we get, we get an offer on the property, we're going to counter it. And if it's a ridiculously low offer, we're going to laugh and then we're going to counter it. Now just here's the frame of it. We're going to laugh at it first and then we're going to counter it. So in other words, let them acknowledge, hey, this offer may be stupid, it may be ridiculous, but we're going to deal with the emotion of it, we're going to laugh at it, and then we're going to actually counter instead of laughing it off and saying that offers ridiculous, I'm not going to counter at all. So for those of you that have been in the game of negotiations in business, you know this, that people get pissed off and they're like, I'm not even going to counter. I'm not even going to negotiate. I'm not even. I'm taking my marbles And I'm going home because that pissed me off. So I want you just to think about this. In the game of negotiation, whether you're the principal or in negotiation or you're the agent or you're the party in the negotiation, let your emotions come and then process the emotion and then take care of the business. So it's like, okay, if a low offer comes in, here's what we're going to do. We'll laugh at it, or we can swear at it, I don't care. But you can get all pissed off about it, do all that you want to. But then after you're done with that, we're going to negotiate it. We're going to counter that offer in negotiation. Whenever one party gives a offer of terms, they're not telling you what they're willing to do, they're telling you what they want. So if you get a low offer on a piece of property, if you're selling a property, you're selling something, you get a stupid low offer on it. Instead of getting pissed off and take it personally, just know, like, okay, now I know what they want. Well, here's what I want. Here's what they want. Now the only way we're going to find out if they'll actually want to give me what I want and meet me in the middle is I have to counter it to see if I can bring them up to where they need to be in order for us to make a deal work. But if you let your emotions rule, you will screw it up. If you let your client's emotions rule, they will screw it up. Don't let emotions mess up a great negotiation.
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