BrokerageIndustry News

Deals close when buyers are in control

Future-Proof: Navigate Threats, Seize Opportunities at ICNY 2018 | Jan 22-26 at the Marriott Marquis, Times Square, New York

(This is Part 6 of a six-part series. Read Part 1, Part 2, Part 3, Part 4 and Part 5.) If you're attempting to use manipulation or other outdated closing techniques from the last century, it's time to recognize that today's consumers need a different approach to negotiating that puts them in charge of the decision-making process. Last week's column discussed how to identify body language that indicates whether a client is lying, feeling tense or becoming hostile -- behavior that is primarily the result of broken trust. Clients fear that they're just a number, that you are more interested in your agenda than theirs, or that you may try to manipulate them. Thus, the old phrase "buyers are liars" is usually false. Instead, negotiation challenges almost always result because the agent has tried to move the process forward too quickly or has violated the client's trust in some way. Be a Conduit of Information Over the years, I've watched thousands of agents struggle with scri...