Steve D Valentine discusses how collaboration beats adversarial tactics in real estate. John Fultz's cross-brokerage quarterly events show what works. The best negotiators stay quiet and let the other side talk themselves into a concession.
I don't think we have a new guard. I think the new guard is noisy. And I think there has to be. There has to be a generation of actual leaders saying, hey, this is what we're doing. And leadership doesn't mean territory. And that drives me insane.
So it actually is very fascinating, as you say that is that it really kind of takes into context when you look at the country and the divide. Let's go into the real estate business and look at the same thing. It's this. John Fultz was always a reach across the aisle, and let's pull people together. I mean, they were the initial realty executives was, let's do a quarterly event, invite everybody. It's all brokerages. Anybody can be here. And that was the way they always did it. That's who started it back in the day, right? And now we get to here, and it's like there's these hard lines that people draw.
So weird.
It just makes no sense where you're like, look, you're representing a buyer, I'm representing a seller. We can come together and find the win win and not, you know, getting to pissing contest. And some people want to take that negotiation game and go, I'm going to win.
How many times have you crushed a negotiation just by being quiet and letting the other agent talk themselves right out of money for their client? Like, I. To me, that's actually kind of fun, but part of me is just like, dude, if you just settle down, you would have saved your client all this hassle that you just created.
It’s Not What Your House Is Worth; It’s What It Can Do for You (Pause, Identify, Respond)
