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Hey everyone, Grant Kemp here from Creative Cash Flow. Let’s talk about a powerful negotiation technique that often gets overlooked: encouraging ‘no’.
We’ve all been there. You get a call from some multi-level marketing scheme. They ask if you like making money. They keep looking for a ‘yes’ at every turn. It’s infuriating. Just the other day, I got another one of those calls. They asked if I like making money. My immediate response? ‘No.’
Saying ‘no’ feels empowering. It’s satisfying to shut down those persistent salespeople. But think about how this relates to real estate negotiations. You can give your sellers that same sense of empowerment by letting them say ‘no’. It’s okay. In fact, it’s a good thing.
Most people think ‘no’ is a failure. It’s not. ‘No’ is where negotiations begin. When a seller says ‘no,’ it’s your cue to dig deeper. Ask questions. Find out what they really need. Often, each ‘no’ brings you closer to a ‘yes’ that works for both parties.
Let’s break it down:
When a seller says ‘no,’ say something like, “Great, I’m glad you’re comfortable enough to be honest. Let’s figure out what will work.” This approach builds trust and opens up the conversation.
Your goal is to gather as much information as possible. The more you know, the better you can tailor your offer. Remember, every ‘no’ gets you closer to the ‘yes’ you need.
In real estate negotiations, embracing ‘no’ is not just a strategy, but a pathway to genuine understanding and successful deals. By encouraging sellers to say ‘no,’ you foster an environment of trust and open communication.
Each ‘no’ is a valuable insight into the seller’s true needs and concerns, guiding you towards crafting an offer that genuinely works for both parties. So, next time you’re in a negotiation, remember: a ‘no’ is not a roadblock—it’s a stepping stone to a mutually beneficial ‘yes.’
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