Thoughts on Leadership: More About Negotiation

This week my travels found me first in New York City for meetings with prospective brokerages then back to Irvine at our HSF Affiliates headquarters. I’m a big fan of the idea that new eyes see old things in new ways and that’s why I am constantly listening to books. It’s also why I often re-listen to those books that have a deep and profound impact on my business, philosophy and life. Recently, I gave a second listen to Never Split the Difference, an enlightening book by former FBI lead hostage negotiator, Chris Voss.

In today’s post, I want to outline five additional pieces of wisdom he puts forth that I think you’ll find useful in your own business negotiations:

How to Write the Winning Offer

By Victor Quiroz

After a long day of showing homes with your pre-approved buyers, they have finally decided to write an offer on the perfect house! The buyers are now looking to you for a suggested price they might offer and relying on your expertise to help them win the bid. What is a real estate agent to do? Advise offering the listing price? Advise the buyers to underbid and try to get a “deal”? Advise your clients to overbid and blow all other offers out of the water?

Here are some tips to help you write the winning offer:

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