Real Estate Negotiation test

Toward the high end, people tend to walk the client through the reasoning behind each recommendation. That might be why an asking price is realistic, or why it is worth waiting before making an offer. Toward the low end, people tend to give the recommendation and the next step, and assume the client trusts the process without extra context. That suits a client who has bought or sold before, but a first-time buyer may be left with questions they do not think to ask.

Gives the next step

You often give clients your recommendation and the next step without the reasoning behind it, and assume they trust the process. That saves time, though a client who is unsure may not say so.

This week, add one reason to each recommendation you give a client, such as a recent nearby sale or the timing behind it.

Gives reasons at times

You explain the reasoning behind some recommendations, and for others you assume the client trusts the process without extra context. A client who does not ask may hear less of the why.

Before your next viewing or offer call, note one point a quiet client is unlikely to ask about, and explain it without waiting for the question.

Explains the why

You usually walk clients through the reasons behind each recommendation instead of assuming they trust the process. That can reduce their uncertainty, though a client in a hurry may want the short version first.

At the start of your next client call, ask whether they want the short version or the full reasoning, and give them that.

Toward the high end, people tend to stay steady when a negotiation becomes emotionally loaded, and take a moment before answering when the other side changes position. Toward the low end, people tend to react quickly when the other side moves, and find it harder to stay composed once feelings run high. A quick reply can keep a deal alive, but it can also give away ground or carry the other side's mood into the answer. It is worth noticing which moments, such as a late change to an offer, pull you toward the low end.

Reacts in the moment

You tend to react quickly when the other side changes position, and staying composed is harder once a negotiation becomes emotionally loaded. A fast answer can save a deal, but it can also give away ground you meant to keep.

This week, when an offer or demand changes, tell the other side when you will come back to them, and use that time to agree your reply with your client.

Steady in some rounds

You stay composed through some rounds of a negotiation, while certain moments, such as a late drop in an offer or an upset seller, still draw a quick reaction from you.

After your next negotiation, write down the moment you reacted fastest and what set it off, then plan the reply you would give next time.

Holds steady

You tend to stay composed when a negotiation turns emotional, and you rarely react on the spot when the other side moves. That calm can steady a client, though a worried one may read it as distance.

In your next heated negotiation, say one sentence that recognises how your client feels before you set out your next move.

Toward the high end, people tend to set out each realistic option with its pros, cons and timing, then help the client weigh them. For a seller, that might mean accepting an offer now, waiting for more viewings or negotiating on terms. Toward the low end, people tend to put the most obvious option forward before explaining the alternatives. That keeps a decision simple when time is short, but a client may feel steered toward a choice rather than shown it.

Leads with one option

You often recommend the most obvious option before a client has heard the alternatives. That keeps a decision simple, but the client may not learn what they gave up by choosing it.

Before your next recommendation, write down two alternatives with one pro and one con each, and show them alongside your first choice.

Shows some alternatives

For some client decisions you compare options with their pros, cons and timing, and for others you lead with the obvious choice. It helps to notice which decisions get the full comparison.

This week, take one decision you would normally answer with the obvious choice, and set out two options with their pros, cons and timing before you give your view.

Lays out the options

You usually show clients their options side by side, with clear pros, cons and timing, before you say which you would choose. That leaves the choice with the client, though one who is short of time may want your view sooner.

With your next client, give your recommendation in one sentence before the comparison, and ask whether that helps them decide.