Negotiation style and communication are critical aspects of Real Estate deals. Every step of the way, from marketing the property, negotiating for the best price, getting a property into escrow, to having a successful escrow is contingent on how every party navigates these areas.
The style in which I negotiate, how I communicate, and present my clients communication is critical to perception, optics, and the feelings they invoke. How, when, why and how much you share is all important.
Some Agents, Buyers, and Sellers will want to overshare. Others will hoard information like they are state secrets. Everyone will have an opinion or feeling about what’s communicated.
With my clients I share everything with you: the good, the bad, and the ugly. However what I share with the other side, I share strategically. We must share ethically, but not everything is required nor should be shared. My client’s business is not mine to share nor is the other side entitled to know everything about the counter-party’s personal circumstances.
An example of an overshare that is not required and is really not the other sides right to know? I have heard Agents share the Sellers are going through financial difficulties. Or there are 5 siblings who inherited the home who are all over the place in decision making. As a Buyer, the Listing Agent shouldn’t be told how desperate the Buyer is to buy, how many offers they keep losing out on, and how the Buyers Agent is tired of writing offers. Our jobs as Agents are to discuss a plan with our clients, and then help them achieve their goals; not cloud the other sides perception with gossip.
Can this be why a Buyer or Seller passes on working with the other side? Yes. No one wants to go into escrow with people they suspect are difficult, crazy, unreasonable, or insert derisive commentary.
As an agent, I am not a party to the deal, so my job is not to impart my emotions, biases or opinions that are not relevant and may even be construed as hostile. Unfortunately some Agents do not serve the best interests of their clients.
My goal as a Listing Agent is to help you reach the largest pool of Buyers and to encourage all of them to write an offer. As a Buyers Agent, my role is to sell you as an attractive Buyer who is ready, understands the process, is reasonable, easy to work with, and will close. This is like dating, you can’t get beyond the first date if both sides don’t have a favorable impression and want to continue. Should you be sharing neurosis, fears, concerns with the other sides? Absolutely not if it doesn’t serve your interest. As a Buyer, you have no leverage until I can get you into escrow. As a Listing Agent, my job is to not overshare where the Buyer believes they have the upper hand or can write a lower offer.