Hello everyone and welcome to another

episode of Selling Greenville your

favorite real estate podcast here in

Greenville, South Carolina I'm your host

as always Stan Mccune realtor right here in

the Greenville area and you can find all

of my contact information in the show

notes if you need to reach out to me for

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today today I want to talk about a

class that I took recently well not

specifically about the class but some

things from the class that that I

think will be interesting with regard to

real estate

negotiation negotiating is something

that we're constantly doing in fact

there was one thing that was said in

the class that I really liked which was

that you don't get what you deserve and

I'm I'll probably come back to this

later in the in the episode but it said

you don't get what you deserve you get

what you negotiate and isn't that the

truth right you go to any company for

instance in the corporate world it

doesn't matter how hard you work for

that company and what you deserve to be

paid for that company if you don't stand

your ground and negotiate a fair wage

for yourself you're not going to get it

now of course some companies out there

they don't negotiate and at that point

you're only negotiating tool is to

potentially walk away and go to another

job and a lot of people end up doing

that but this is true in real estate

you've got to negotiate everything or

else you don't get anything now to

back up for a second I mentioned that I

had a class about this I've actually had

multiple classes in in recent weeks that

were optional but I'm trying to

obviously I'm always trying to better

myself as an agent so I took one class

that was an accredited buyers

representative course a 12-hour course

so 6 hours per day for 2 days and

that was an in-person class and then I

took the real estate negotiation expert

course which was a zoom class that was

strangely an 8 hour class but it took 16

hours to complete so I was in Zoom for

eight hours a day for two days and I was

about to die the class was great but

just being in a zoom call for8 hours is

just kind of draining it was just kind

of insane but it was a very good

course taught by someone who has

extensive background in negotiation was

trained at Harvard in negotiating and

then has ex extensive corporate world

experience in negotiating and also in

real estate as well this person is

currently a real estate in addition to

being a trainer they're a real estate

agent as well and so a lot of really

useful information some of it I felt

like is kind of common sense right if

you if you've been in real estate as

long as I have and I've been in real

estate for about 9 years now you you

couldn't survive in real estate that

long without some sort of ability to

negotiate so I was glad and also not

surprised that a lot of what he said was

like oh yeah I've been kind of doing

that subconsciously but it was still

helpful for me to actually break it down

and think through the mechanics of real

estate negotiating and how it all works

but there was one particular

particular part of the course that I

liked and that was when they broke down

every one into four main types of

negotiators we're going to come back to

that here in a second but I just want to

think about this one thing that

honestly I didn't even talk about in the

course but that I think is is really

important and that is typically in a

negotiation it's one it's a one-on-one

thing right you're negotiating with one

other party but in real estate there is

sometimes four or more usually four or

or more negotiators you've got the buyer

you've got the seller you've got the

buyer agent you've got the listing agent

and they may each have different

negotiating Styles and all of these play

a role in the transaction and these

things are very important to understand

when you are negotiating a real estate

transaction because they're all going

to have different styles every party is

going to have a different style the

agent style might be very different than

the style of the person they're

representing sometimes that comes out in

in a

negotiation and so I think it's it's

interesting to talk through these

different styles what the pros and cons

of them are and how it works for

realtors having their own negotiating

Styles while their clients might have a

different way of negotiating and I think

again it's very important to remember

that everyone negotiates if you're going

back and forth with your kid about nap

time or as I have to do frequently at

night negotiating with my dog about

about going to the bathroom right before

bedtime these are all negotiations

that are happening constantly and

real

estate is just another thing where

negotiating happens the difference is

that you know real estate agents are

supposed to be experts at negotiating

sometimes they are sometimes they aren't

but often times their clients think that

they are experts in negotiating and

often times they they are not and

that being said I will say I I've had

some clients that are very good at

negotiating for one reason or another

oftentimes they come from backgrounds

that involve heavy negotiating at work

or whatever the case may be and so

some of this information might be

remedial to some of my listeners but I

think what I will be discussing here

over the next 20 minutes or so will be

useful even for those who have some kind

of professional negotiation background

okay so let's talk about the four types

of negotiators to

start and and of course this is based on

on the content provided by the National

Association of Realtors I know there's a

gazillion negotiating books out there

that break this these down into other

sorts of subtypes but for the from the

standpoint of real estate I felt like

these four types were very

accurate and so they essentially broke

it down into four quadrants that were

basically you you've got feelers and

thinkers right on the on the top and the

bottom feelers on the bottom thinkers on

the top and then you had introverts and

extroverts depending on what side of the

spectrum you're on there and so you've

got these four quadrants whether you're

introverted extroverted feeling or

thinking and the introverts tend to be

slower and more patient the extroverts

tend to be more fast and or impatient

and so when you put all of these

these together you get four different

types depending on what quadrant you're

in the introverted thinkers the

extroverted thinkers the introverted

fers the extroverted fers now there's

a whole process in the class whereby we

determined which quadrant class

participants fell in and I'm not going

to go through that on this episode but

you can probably get a sense where you

might be based on my descriptions right

are you more introverted are you more

extroverted are you more of a thinker

are you more of a feeler now what am I

I'm more of that extroverted thinker

which put me in the category of being a

driver so let's go through this for a

second extroverted thinkers that's the

upper right hand quadrant they're

drivers they're controlling they're

decisive they're impatient they're

results driven that's the way I am not

with my clients I'm not impatient or

decisive or controlling with my clients

but in terms of the transaction I'm very

much that way the introverted thinker

that is the analytical person they are

process focused they are logic driven

they're skeptical they're objective

they're going to be slow in terms of

assessing different deals different

opportunities and that's the way they

are they're the analytical type

then you've got right underneath them

the introverted feelers they are the

amiable negotiators they tend to a be

conflict avoidant relationship driven

very consistent very loyal they're not

going to rock the boat they're not going

to come in with a hard and fast

negotiation their negotiation style is

going to be focused on the other person

and trying to make everyone feel good at

the end of the negotiation and then

you've got in the bottom right hand

corner you've got the extroverted

feeler those are the expressives the

expressives like recognition they are

not detail oriented in any way typically

even if they think they are I this is

a funny one sometimes You' got

expressives that think they're detail

oriented and they're really not I've

run into that a lot and that's because

they're talking a lot they've got a lot

of opinions out there so they've got

opinions about themselves and and

they might have an opinion that they are

very detailed but they're not I've

already mentioned they talk a lot yes

they're emotionally driven all of those

things so there you go drivers

analyticals amiables and expressives

those are the four negotiating type now

I already mentioned I'm a driver if

you want to get more specific I am an

analytical driver and so let's talk

about drivers for just a second I'll

just start by saying this a lot of

Realtors are drivers this is a very

common type of negotiator for for my

profession because I I think it's

pretty logical if you aren't controlling

in Resorts or or results oriented on

some level you're probably going to just

get bul dozed over in a negotiation by

others who are more aggressive than you

right that makes sense and the vast

majority of my investor clients are also

drivers sometimes non investor clients

will also be drivers but those are

usually people who are either really

high up the corporate ladder or have

sales jobs that involve a lot of intense

negotiating right it's typically at

least in my experience my clients that

are drivers tend to be more of the

investors unless they are kind of

more those highlevel business Executives

that are driving just naturally they

don't even know that they're doing it

now what I love about drivers is their

decisiveness they can oftentimes walk

into a house and within a few minutes or

sometimes even a few seconds know if

they like it or not and they also have

very clear expectations right just get

the job done just find me the house that

I want or just sell my house just get it

done I don't need a lot of small talk I

don't need a lot of chitchat I don't

need excuses I just need results and

they usually know what they want and

just expect you to deliver it for them

and as a result success or failure is

really easy to measure and I like that

about drivers I like to be able to be

able to measure my own success or

failure however drivers have their flaws

when it comes to just in general with

their personality and with regard to

negotiating right sometimes they can be

too decisive and not think through a

decision fully before making up their

mind and this is where when my client

is a driver I really try to slow him or

her down and make them fully understand

the decision they're about to make and

the consequences of it so I'm kind of

even though I'm not negotiating with my

client I'm negotiating their their

expectations and their processes right

and my main concern with the driver is

that they will make a decision too

hastily and then regret it at some point

and this can happen on on the buy side

but also on the sell side of a

transaction right on the buy side they

jump too quickly into you know loving a

home on the sell side they might want

to accept an offer right away that I

don't personally think is the best

decision for them at the time and so in

those instances I might encourage them

you know hey I think this might be a

situation where you might want to hold

off or perhaps counter the offer that

you have rather than simply accepting it

so that you can keep driving and keep

moving

forward drivers also tend to think

they're better negotiators than everyone

else I've kind of already alluded to

this and and you know what I haven't

said earlier in this episode is that

sometimes I run into situations where

driver clients want to try to coach me

on how to negotiate a real estate

transaction sometimes even telling me

specific words to say the problem with

this is that they don't know who I'm

negotiating with now in the old school

of negotiating used a one-sized fits-all

approach and just rammed that one size F

all approach down the throats of

whomever it was you were negotiating

with but these days negotiation training

is is more about trying to make both

parties feel like they're in a win-win

situation than making one party feel

like they have to lose for you to win

and so at the end of the day you need

to know the other party to know how to

negotiate and so when my clients tell me

how to negotiate something I listen

politely and take their advice to heart

but having their best interest in mind

May mean that while I attempt to reflect

their energy and wishes to the other

party I might not use the exact word

wording that they are recommending and

I'm never going to commit to them to use

the exact wording that they that they

recommend and actually what's funny is

there was one time I had a driver client

who told me the exact words they wanted

me to say to another agent and of

course this was an agent that was into

texting they they did not want to have

phone call Communications and so the

client was so adamant on how I needed to

handle this negotiation that I literally

used the exact wording that they told me

texted it and naturally the negotiation

didn't work out because it wasn't it was

just never going to work out right my

client that insisted I use specific

wording they didn't know what this other

agent was like the other agent didn't

respond well to what they had to say and

then when my client was upset about it I

simply showed them the messages and said

hey I said exactly what you told me to

say and naturally they response was well

I didn't mean for you to come across

that way but I literally just used their

exact wording so how else was it

supposed to come across and so again

this is where drivers I've found even

sometimes they will say something say

they want you to do something but they

don't even necessarily mean it really

they're just trying to figure out how to

get the results that they want and

perhaps they have an inflated opinion on

how they can negotiate their own

way into getting those results

now when I'm negotiating with another

agent who's a driver I'm not going to

spend a lot of time buttering them up

right some agents you need to do that

but but generally speaking with drivers

you don't need to do that they don't

need it they don't want it instead I'm

going to really focus on details and

specifics that could make them feel good

about the negotiation one way or another

just get down to the meat and potatoes

right that's what a driver wants no

chitchat just tell me what I need to

know in order to keep my momentum going

now if you stay on the extroverted side

of the quadrant but move from thinkers

to feelers right cuz we've been in that

that thinking extroverted area which

is the drivers now we're moving down to

the feeling extroverted area you get the

expressive type of negotiator the

expressive personality and the

expressives tend to be one of the

more challenging ones for me personally

because I can get frustrated rehashing

quite frankly over and over again you

know conversations that we've had about

things that we've already discussed so

many times in the past and this is

expressives they like to just talk and

revisit and revisit and ret talk and

and at the end of the time what I've run

into very often with expressive is that

they can struggle with committing to

something because they're more impulsive

than decisive and that's really really

an important distinction in my opinion A

person who is impulsive they make a

decision without thinking about it a

person who is decisive

they have the ability to make a quick

snap decision based on limited

information that's a completely

different thing well expressives tend to

be more impulsive than decisive they're

not making decisions based on limited

information they're just making an an

Impulse decision essentially

regardless of the information that is

presented so when I have an expressive

client I am very concerned about the

possibility that they make may make a

decision too quickly and then

immediately change their mind due to

being impulsive so drivers also can make

quick decisions that I'm trying to slow

them down but this is a little bit

different this is more of I'm not just

trying to slow them down I'm trying to

make them actually stop and think about

their decision and be decisive rather

than impulsive but I also have to

balance this with the possibility that

that they may make an emotional decision

on the flip side to reject something you

know for instance a seller might reject

a good offer or a buyer might reject a

house that fits everything that they've

told me that they want or need and then

down the road they'll regret rejecting

those those things that they rejected

simply out of impulse for one reason or

another and this is a a really key

difference between drivers and

expressive drivers hardly ever look back

and regret a decision they're always

just looking forward for the most part

expressives on the other hand they will

relive a decision over and over again

sometimes agonizing over to over a

decision that they were so confident

about just a few days earlier that being

said at the end of the day some of my

most satisfying transactions by far in

my career have been when my client

wasn't expressive because they

communicate so much and they give so

much feedback that I can find what they

want oftentimes more easily than with my

reserved clients because I've got more

more conversations more data to work off

of and usually at some point even if

they are impulsive I'll be able to pick

up on what impulse PES are driving them

more than people that aren't

communicating what's going on in

their head maybe with an expressive curb

appeal might be a bigger deal to them

than it is to others maybe they're in

love with a certain architectural style

Etc if I can figure out what those

patterns are I can usually provide great

value to them helping them find the

homes that match what they seem to react

to best because I've got the information

from them I've I've been able to glean

information from communicating with them

and so with expressives a lot of

listening is required and so I really

tried to be a listening ear and a sound

board to them and I want to at the

end of the day be a neutral party that

can help them negotiate their own heads

space and understand what it is that

they actually want because a lot of

times with expressives they don't even

know what they want they just have a lot

of ideas and a lot of words that they're

bouncing around and eventually they'll

kind of figure it out along the way but

they need someone to come alongside of

them and help them

negotiate all of these feelings and all

these thoughts that they have and that's

some of the value that a realtor can

provide now this can be especially true

with expressive Realtors and there's a

lot of them this might be maybe the the

main quadrant of Realtors is this

expressive side this heavy on feelings

heavy on

extraversion often an expressive

realtor will call me just a vent about

what's happening a transaction or if

I call them with a question that should

only take minute to get a response I

might need to endure a 30 minute

conversation with them telling me a

whole lot of stuff that I really don't

need to know without me being able to

get a word in edgewise and so with

them I found that the key for them

when I'm negotiating with an expressive

realtor is for them to feel heard while

I then help them to see the big picture

so I might say something like you know

oh wow you feel like my client is being

really aggressive okay I can see how you

might feel that way but please you you

need to understand that they're cash

strap they have a baby on the way this

is a very stressful time for them I can

assure you from my conversations with

them that they are not trying to be

overly aggressive so what can we do to

make your client feel better about where

this transaction is heading right I'm

letting them know I hear them but also

helping them to try to see the big

picture expressives need to feel like

they are the ones this is an interesting

thing I've noticed over and over again

they need to feel like they're the ones

ending the negotiation or the

conversation right even if I quote

unquote win the negotiation which again

that's the old way of thinking about it

really we we to have a good negotiation

real estate we need to play the long

game we need both parties to feel like

they're winning something or else you

know I'm going to struggle to do

business with this person down the road

and Believe It or Not Greenville is

still a small enough market that you

know maybe you as a buyer or a seller

you're like well I don't care if you

need to do business with this person in

the future you need to do business with

me first

but you might have to do business with

them in the future if you're a buyer or

a seller I can't tell you how many times

a buyer or a seller has had to deal on

the other side of the table with the

same agent that they've dealt with in

the past it does happen because we're

in a smaller Market here and so I

need to at the end of the day make that

expressed person feel like they are the

ones that kind of get that last word in

edgewise and so this involves a lot of

patients to make sure that they get out

of each interaction what they are

looking for even if it may be a longer

conversation than I feel like is needed

I've also found that expressives don't

always want facts so much as they just

want to to sense confidence right

they'll ask questions like do you think

this is a good deal well as a realtor

those are very very difficult questions

to answer because it's so subjective

right it might not be a good deal to one

person but it might be a great deal to

someone else so if I answer well it

depends or if I say something like what

I just said well it might be a good deal

to you or it might be a good deal to

someone else or it might not expresses

are just going to ignore the rest of

what I say because all the they're

looking for is confidence in the answer

more so than than what my actual answer

what the actual words is I use so I

really need to assess closely what

expressive clients or agents have

revealed to me up to that point to try

to give them a confident answer to their

question that doesn't push them in a

direction that they don't want to go in

right because that's certainly not what

I'm trying to do I'm not trying to push

a client to make a decision they don't

want to make I'm just trying to help

them find out and figure out what that

decision is that they actually want to

make and this is more challenging that

you might think so is this a good deal

to come back to that question the way

I'll likely answer it is something like

well it's a great deal for someone

looking for a mid-century modern in this

area because the last one that came up

on the market sold for x amount right

that puts more specificity to my answer

while also helping me avoid the Trap of

answering a vague question with a vague

answer that kush could push a client in

the wrong direction it's also not so

specific that it could push them in the

wrong direction as well it's not like

I'm saying wow yeah this is I mean this

is an incredible deal I would for sure

buy it if I were you I'm hedging it I'm

explaining well it's a good deal Within

These specific parameters and I want to

make sure that they know that and then

let how do they respond to that how do

they ex Express after getting that

information and then I'm going to

reassess things after that same thing

when I'm dealing with the agents I I

want to balance that when I get those

questions from them whatever those

questions might be I want to balance

being too vague with being too specific

with expressive agents because I want to

see how they react they are going to

react they're going to let me know what

they think so I want to give them just

enough information to figure out you

know how they feel and to see how they

respond and then I'm just going to play

the negotiation from there off of

their responses all right now if we stay

on the feeler side of the quadrant but

go to the slow patient and more

introverted Corner then we get the

amiables all right now the amiables are

an interesting one for me personally

because a lot of how our interaction

goes depends on whether they really

trust me or not if they Trust TR me then

my skill set as a negotiator really

fills in the gaps of their personality

however if they don't trust me for

whatever reason then they are going to

see my personality and negotiating style

as overly pushy and aggressive and so

with amiables I I really go out of my

way to not be pushy and to establish

trust like I really want them to feel

that trust right

away and if an amable asks me a question

like what is this house worth I'll give

them an answer but then I'll follow it

up with something like well what is it

worth to you because that's the most

important thing at the end of the day

because they really aren't as interested

in data as they are just in validation

and so they're either trying to

validate or invalidate their feelings on

a property by asking me a question like

that but really I want them to more

explore their feelings rather than

trying to get external validation right

I want them to again a lot of this is

not with my client I don't want to be

negot ating with my own client what I

want is is to

redirect our communication so that

they are negotiating with themselves and

figuring out what they actually want

because that's one of the biggest

struggles that that many clients in real

estate have and so with amiables I

really try to understand their thought

process because expressives tell you

exactly what they're thinking but

amiables can keep their true thoughts

close to the best so when there is an

emotional response to something by an AM

able that catches me off guard well I

know that they haven't been completely

forthright with me

because if they were then I wouldn't

have been caught off guard by their

emotional reaction so until I really

know what they're thinking I'm kind

of hampered in terms of of my ability to

negotiate with them and to help them

in the best way that I can now

decisiveness can be a real struggle with

ambles whoa I almost knocked over my

ring light here decisiveness is

frequently a struggle with am because

they're slow to make decisions but they

also base decisions more on feelings and

data so they aren't impulsive but

they also don't have logic behind the

decisions that they make when they

finally do make them so sometimes I need

to be really blunt with them if they are

making a mistake but I have to be

careful not to make them feel like I'm

being pushy because they don't respond

well to that so I'm going to focus more

on hey how would you feel tomorrow if

you lost out on this house you know just

over 5 ,000 right you're not willing to

come up 5,000 we know we could secure it

for that amount how would you feel

tomorrow if you found that that someone

else bought this house would you be

upset about that and then let them

work through their feelings on their own

without me being like hey I think it's I

think it's a mistake for you to to pass

up on this house over $5,000 I want them

to come to that conclusion on their own

and if they don't come to that

conclusion then that tells me that they

weren't ready to make an offer on that

house things like that

phrases like that I will use

frequently to try to get them to search

their own feelings and control those

feelings themselves rather than having

their feelings control their decision

making 100% of the time now what I

really really want to avoid with

amiables is them making a decision to

please me now that might sound insane

you know for instance for a home buyer

or home seller to make a decision

specifically to please their realtor but

I have dealt with many instances where I

could tell that an amable was starting

to really feel bad about how long for

instance their search process was going

or you know that they you know turned

down an offer that I thought was a

pretty strong offer and and and so

I've had situations where I've started

to feel like an amiable client is

perhaps bordering on making an Impulse

decision just because they wanted to

please me and I always want to make sure

I snuff that out the momentum I sense it

because I i' rather them not buy or sell

a house than buy or sell one to make me

happy and I'm being completely honest

when I say that it is a bad feeling when

someone decides to move or or do

something like that and then later

regret it and if they regret it they're

likely going to blame you as the agent

in some way and I don't want that to

happen now there aren't a tremendous

number of agents who are amiable I've

had a ton of clients who are amiable

not a ton of Agents but there are some

and the ones who are amiable tend to

be I'm just going to be honest pretty

easy for me to negotiate with because I

know they want to avoid conflict so I

can just make suggestions for conflict

avoidance that benefits my client more

than them and you'd be surprised how

frequently that works right because if

avoiding conflict is like number one

then you know you might be willing to

quite frankly sell out your client a

little bit in order to avoid conflict

that's not good I'm not saying that

every amable agent does that but that

is something that an amiable agent's

going to struggle with and from my

perspective amiable agents can be a

little bit challenging to deal with if

their client is a very different

personality than them for instance I've

dealt with amiable agents who are

representing more driver style clients

and those negotiations can be very very

strange often I can tell the agent is

exasperated and sometimes they will

reveal that they're exasperated and

and you know basically they're just

trying to keep the peace but they're

feeling this pressure from their clients

and they're struggling to hand it well

handle it well and so sometimes I

find myself you know really trying to

just act like a friend or someone you

know a sounding board for them someone

that they can go to for validation and

if I can make them feel validated in a

way that their clients don't I can

sometimes really control that

negotiation because they'll feel like

I'm on their side more than their client

does and again not every amiable

agent is like this I'm I'm not trying to

to make it sound like they're all bad

agents but when I figure out that I'm

dealing with an amiable immediately I'm

trying to use conflict avoidance to my

advantage I'm I'm thinking about it from

that perspective so long story short out

of all of these amiables can be my

favorite type of personality to

negotiate with and they are the ones

often that I can bring the most value to

as a negotiator myself as long as I can

understand what they're thinking what

the basis for their emotions is and

as long long as that they trust me

now last but not least is a quadrant

where thinker and extrovert combine

the chart that I'm looking at the upper

leftand quadrant and and it's where

yeah thinker and ex introvert combin

for the analytical personality style now

an analytical is really data focused and

often won't tell you much what they're

thinking these are the types of people

who want to look in every attic they

want to crawl every crawl space they

want to read every contract clause and

they want to understand every step of

the process etc etc they they're they

are very very into Data very very

into details don't want surprises want

to assess everything and have tons of

time to do it and unsurprisingly a lot

of the people who are analytical are

intrigued by real estate investing but

often times they struggle with making

their first purchase as Real Estate

Investors because they miss the force

for the trees right probably the client

I've struggled with the most are this

very type the ones who are analytical

and think they can be a real estate

investor but they can never get past

their spreadsheets at some point you

have to move on past the spreadsheet and

say you know what I haven't seen a

better deal than this or this makes

sense this might not check off all 10 of

my boxes but it checks off seven or

eight of them and I just need to pull

the trigger so when I get a potential

new investor client that seems really

analytical I immediately dive into

numbers what numbers will work or not is

it realistic for us to even find what

you're looking for I had one recently

that reached out to me and I

immediately you know laid out you know

like I just want to be realistic here's

what the Market's like right now and I

didn't hear back from them they might be

listening to this I don't know if

you're listening to this reach back out

to me because I'd love to actually have

more of a conversation with you but

sometimes that happens the analyticals

they once they hear the numbers they're

like okay yeah that's really not

going to work for me and I save them a

lot of time and and effort just having

that initial conso now in general if I

sense I have an analytical client my

number one concern for them is knowing

what are the things that they are going

to analyze most thoroughly I need to

know this if I can get a sense of what

data is most important to them then I

can be a source of that data and bring

some common sense to their analysis

right because that's what analyticals

often times struggle with they struggle

with com sense they need to understand

the common sense side of the transaction

and and not just get buried in

numbers now analyticals really really

don't want to feel pushed into a

transaction or a negotiation so making

them feel like they're being forced into

something is a really easy way to

immediately lose trust with them so when

I have an analytical I am super duper

focused on providing as much data as

possible before during and after a

showing when a showing is over they're

going to want time and space to assess

their options so I'll usually give them

some advice on how much time they have

for instance if I feel like the home

will sell quickly I'll make sure that

they know that there's a a potential

risk with them waiting a long time you

know I might say you know hey there's

been a lot of activity on this home if

if you're really if you really like it I

wouldn't waste a whole lot of time

but I I'm not going to say with them

yeah we need to make an offer tonight

whereas if it's like a driver that I'm

talking to I might say a driver you know

what your best bet would be to make an

offer tonight and a driver is going to

respond well to that an analytical is

going to push back on that and they're

simply not going to make an offer at

that point because they're going to feel

pressured they're going to feel like

it's a bad impulse decision and they're

going to pull away now my biggest

struggle with analyticals is that they

can sometimes get too focused on what

they don't know why is there wood right

here why is there moisture in the crawl

space why hasn't the rent been raised

recently on tenants these can all be

good questions but there were also be

unanswered questions in a real estate

transaction every single time there you

can never answer every single question

you can never check off every single box

and you have to be okay with living with

some unknowns and analyticals tend to

shut down if you know if they have 10

questions and only get nine of them

answered but can't get that 10th

question answered I've seen them shut

down before and that that's really a

shame but it

happens now on the realtor side of

things there's really not a whole lot of

of analytical Realtors right this is a

this is not an easy business to be both

introverted and and you know

extremely analytical extremely focused

on details and just overly thinking

things but those that are I try to

show them what that I can also do

analysis right I already said I'm a

driver but I'm an analytical driver so I

can go toe-to-toe with any analytical

person on data if you don't believe me

just listen to my data or in a podcast

I've got plenty of them plenty of

episodes where I've talked about data so

you want to argue comps with me fine

I'll show you the comps I used and I'll

show you exactly why I priced things the

way I did you want to overthink specific

details I'll explain to you why those

details aren't as important as as

they're making them seem you know and

provide data to support why I think

you're overthinking it so these are the

sorts of ways I will approach

negotiating with them is I will focus

on I'll turn the data back around

towards them right if they're throwing

data at me I'm just going to be prepared

with my own data and just turn it right

back at them so there are those are

some of my thoughts on various

negotiation tactics and remember right I

already said this before but I think

it's really important you don't get what

you deserve you get what you negotiate

and negotiating style it needs to be

based on who the other party is and

there might be multiple parties and and

I am in a fluid situation my negotiating

will change from one transaction to the

next from one party that I'm talking

about to the next it's got to be based

on on both parties and if you're a

driver you think that or or if you're

an expressive you think that there's

only one way to negotiate I've got bad

news for you that's not true and

and I've got and I now have a real

estate negotiation expert certification

to prove it I'm just joking well I do

had that certification but but

obviously that's not going to be the

argent that I make for telling someone

that I negotiate better than them but

I will say this if you're hiring a

realtor e do a lot of you know

assessment of their negotiating ability

upfront right you don't want to hire a

realtor with bad negotiating skills then

once you hire them trust them trust

their ability right if you've already

done the leg work UPF front you can't be

second guessing them you don't know

what's happening behind closed doors

so make sure you think about all of that

when picking out who you want to help

you buy or sell your home that's all for

today's episode Piper Insurance Groups

information is in the show notes reach

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Umbrella quote today my information in

the show notes if you need a realtor in

the green Bill area like rate review

subscribe all those good things for the

show and we will talk again next time
Hello everyone and welcome to another

episode of Selling Greenville your

favorite real estate podcast here in

Greenville, South Carolina I'm your host

as always Stan Mccune realtor right here in

the Greenville area and you can find all

of my contact information in the show

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today today I want to talk about a

class that I took recently well not

specifically about the class but some

things from the class that that I

think will be interesting with regard to

real estate

negotiation negotiating is something

that we're constantly doing in fact

there was one thing that was said in

the class that I really liked which was

that you don't get what you deserve and

I'm I'll probably come back to this

later in the in the episode but it said

you don't get what you deserve you get

what you negotiate and isn't that the

truth right you go to any company for

instance in the corporate world it

doesn't matter how hard you work for

that company and what you deserve to be

paid for that company if you don't stand

your ground and negotiate a fair wage

for yourself you're not going to get it

now of course some companies out there

they don't negotiate and at that point

you're only negotiating tool is to

potentially walk away and go to another

job and a lot of people end up doing

that but this is true in real estate

you've got to negotiate everything or

else you don't get anything now to

back up for a second I mentioned that I

had a class about this I've actually had

multiple classes in in recent weeks that

were optional but I'm trying to

obviously I'm always trying to better

myself as an agent so I took one class

that was an accredited buyers

representative course a 12-hour course

so 6 hours per day for 2 days and

that was an in-person class and then I

took the real estate negotiation expert

course which was a zoom class that was

strangely an 8 hour class but it took 16

hours to complete so I was in Zoom for

eight hours a day for two days and I was

about to die the class was great but

just being in a zoom call for8 hours is

just kind of draining it was just kind

of insane but it was a very good

course taught by someone who has

extensive background in negotiation was

trained at Harvard in negotiating and

then has ex extensive corporate world

experience in negotiating and also in

real estate as well this person is

currently a real estate in addition to

being a trainer they're a real estate

agent as well and so a lot of really

useful information some of it I felt

like is kind of common sense right if

you if you've been in real estate as

long as I have and I've been in real

estate for about 9 years now you you

couldn't survive in real estate that

long without some sort of ability to

negotiate so I was glad and also not

surprised that a lot of what he said was

like oh yeah I've been kind of doing

that subconsciously but it was still

helpful for me to actually break it down

and think through the mechanics of real

estate negotiating and how it all works

but there was one particular

particular part of the course that I

liked and that was when they broke down

every one into four main types of

negotiators we're going to come back to

that here in a second but I just want to

think about this one thing that

honestly I didn't even talk about in the

course but that I think is is really

important and that is typically in a

negotiation it's one it's a one-on-one

thing right you're negotiating with one

other party but in real estate there is

sometimes four or more usually four or

or more negotiators you've got the buyer

you've got the seller you've got the

buyer agent you've got the listing agent

and they may each have different

negotiating Styles and all of these play

a role in the transaction and these

things are very important to understand

when you are negotiating a real estate

transaction because they're all going

to have different styles every party is

going to have a different style the

agent style might be very different than

the style of the person they're

representing sometimes that comes out in

in a

negotiation and so I think it's it's

interesting to talk through these

different styles what the pros and cons

of them are and how it works for

realtors having their own negotiating

Styles while their clients might have a

different way of negotiating and I think

again it's very important to remember

that everyone negotiates if you're going

back and forth with your kid about nap

time or as I have to do frequently at

night negotiating with my dog about

about going to the bathroom right before

bedtime these are all negotiations

that are happening constantly and

real

estate is just another thing where

negotiating happens the difference is

that you know real estate agents are

supposed to be experts at negotiating

sometimes they are sometimes they aren't

but often times their clients think that

they are experts in negotiating and

often times they they are not and

that being said I will say I I've had

some clients that are very good at

negotiating for one reason or another

oftentimes they come from backgrounds

that involve heavy negotiating at work

or whatever the case may be and so

some of this information might be

remedial to some of my listeners but I

think what I will be discussing here

over the next 20 minutes or so will be

useful even for those who have some kind

of professional negotiation background

okay so let's talk about the four types

of negotiators to

start and and of course this is based on

on the content provided by the National

Association of Realtors I know there's a

gazillion negotiating books out there

that break this these down into other

sorts of subtypes but for the from the

standpoint of real estate I felt like

these four types were very

accurate and so they essentially broke

it down into four quadrants that were

basically you you've got feelers and

thinkers right on the on the top and the

bottom feelers on the bottom thinkers on

the top and then you had introverts and

extroverts depending on what side of the

spectrum you're on there and so you've

got these four quadrants whether you're

introverted extroverted feeling or

thinking and the introverts tend to be

slower and more patient the extroverts

tend to be more fast and or impatient

and so when you put all of these

these together you get four different

types depending on what quadrant you're

in the introverted thinkers the

extroverted thinkers the introverted

fers the extroverted fers now there's

a whole process in the class whereby we

determined which quadrant class

participants fell in and I'm not going

to go through that on this episode but

you can probably get a sense where you

might be based on my descriptions right

are you more introverted are you more

extroverted are you more of a thinker

are you more of a feeler now what am I

I'm more of that extroverted thinker

which put me in the category of being a

driver so let's go through this for a

second extroverted thinkers that's the

upper right hand quadrant they're

drivers they're controlling they're

decisive they're impatient they're

results driven that's the way I am not

with my clients I'm not impatient or

decisive or controlling with my clients

but in terms of the transaction I'm very

much that way the introverted thinker

that is the analytical person they are

process focused they are logic driven

they're skeptical they're objective

they're going to be slow in terms of

assessing different deals different

opportunities and that's the way they

are they're the analytical type

then you've got right underneath them

the introverted feelers they are the

amiable negotiators they tend to a be

conflict avoidant relationship driven

very consistent very loyal they're not

going to rock the boat they're not going

to come in with a hard and fast

negotiation their negotiation style is

going to be focused on the other person

and trying to make everyone feel good at

the end of the negotiation and then

you've got in the bottom right hand

corner you've got the extroverted

feeler those are the expressives the

expressives like recognition they are

not detail oriented in any way typically

even if they think they are I this is

a funny one sometimes You' got

expressives that think they're detail

oriented and they're really not I've

run into that a lot and that's because

they're talking a lot they've got a lot

of opinions out there so they've got

opinions about themselves and and

they might have an opinion that they are

very detailed but they're not I've

already mentioned they talk a lot yes

they're emotionally driven all of those

things so there you go drivers

analyticals amiables and expressives

those are the four negotiating type now

I already mentioned I'm a driver if

you want to get more specific I am an

analytical driver and so let's talk

about drivers for just a second I'll

just start by saying this a lot of

Realtors are drivers this is a very

common type of negotiator for for my

profession because I I think it's

pretty logical if you aren't controlling

in Resorts or or results oriented on

some level you're probably going to just

get bul dozed over in a negotiation by

others who are more aggressive than you

right that makes sense and the vast

majority of my investor clients are also

drivers sometimes non investor clients

will also be drivers but those are

usually people who are either really

high up the corporate ladder or have

sales jobs that involve a lot of intense

negotiating right it's typically at

least in my experience my clients that

are drivers tend to be more of the

investors unless they are kind of

more those highlevel business Executives

that are driving just naturally they

don't even know that they're doing it

now what I love about drivers is their

decisiveness they can oftentimes walk

into a house and within a few minutes or

sometimes even a few seconds know if

they like it or not and they also have

very clear expectations right just get

the job done just find me the house that

I want or just sell my house just get it

done I don't need a lot of small talk I

don't need a lot of chitchat I don't

need excuses I just need results and

they usually know what they want and

just expect you to deliver it for them

and as a result success or failure is

really easy to measure and I like that

about drivers I like to be able to be

able to measure my own success or

failure however drivers have their flaws

when it comes to just in general with

their personality and with regard to

negotiating right sometimes they can be

too decisive and not think through a

decision fully before making up their

mind and this is where when my client

is a driver I really try to slow him or

her down and make them fully understand

the decision they're about to make and

the consequences of it so I'm kind of

even though I'm not negotiating with my

client I'm negotiating their their

expectations and their processes right

and my main concern with the driver is

that they will make a decision too

hastily and then regret it at some point

and this can happen on on the buy side

but also on the sell side of a

transaction right on the buy side they

jump too quickly into you know loving a

home on the sell side they might want

to accept an offer right away that I

don't personally think is the best

decision for them at the time and so in

those instances I might encourage them

you know hey I think this might be a

situation where you might want to hold

off or perhaps counter the offer that

you have rather than simply accepting it

so that you can keep driving and keep

moving

forward drivers also tend to think

they're better negotiators than everyone

else I've kind of already alluded to

this and and you know what I haven't

said earlier in this episode is that

sometimes I run into situations where

driver clients want to try to coach me

on how to negotiate a real estate

transaction sometimes even telling me

specific words to say the problem with

this is that they don't know who I'm

negotiating with now in the old school

of negotiating used a one-sized fits-all

approach and just rammed that one size F

all approach down the throats of

whomever it was you were negotiating

with but these days negotiation training

is is more about trying to make both

parties feel like they're in a win-win

situation than making one party feel

like they have to lose for you to win

and so at the end of the day you need

to know the other party to know how to

negotiate and so when my clients tell me

how to negotiate something I listen

politely and take their advice to heart

but having their best interest in mind

May mean that while I attempt to reflect

their energy and wishes to the other

party I might not use the exact word

wording that they are recommending and

I'm never going to commit to them to use

the exact wording that they that they

recommend and actually what's funny is

there was one time I had a driver client

who told me the exact words they wanted

me to say to another agent and of

course this was an agent that was into

texting they they did not want to have

phone call Communications and so the

client was so adamant on how I needed to

handle this negotiation that I literally

used the exact wording that they told me

texted it and naturally the negotiation

didn't work out because it wasn't it was

just never going to work out right my

client that insisted I use specific

wording they didn't know what this other

agent was like the other agent didn't

respond well to what they had to say and

then when my client was upset about it I

simply showed them the messages and said

hey I said exactly what you told me to

say and naturally they response was well

I didn't mean for you to come across

that way but I literally just used their

exact wording so how else was it

supposed to come across and so again

this is where drivers I've found even

sometimes they will say something say

they want you to do something but they

don't even necessarily mean it really

they're just trying to figure out how to

get the results that they want and

perhaps they have an inflated opinion on

how they can negotiate their own

way into getting those results

now when I'm negotiating with another

agent who's a driver I'm not going to

spend a lot of time buttering them up

right some agents you need to do that

but but generally speaking with drivers

you don't need to do that they don't

need it they don't want it instead I'm

going to really focus on details and

specifics that could make them feel good

about the negotiation one way or another

just get down to the meat and potatoes

right that's what a driver wants no

chitchat just tell me what I need to

know in order to keep my momentum going

now if you stay on the extroverted side

of the quadrant but move from thinkers

to feelers right cuz we've been in that

that thinking extroverted area which

is the drivers now we're moving down to

the feeling extroverted area you get the

expressive type of negotiator the

expressive personality and the

expressives tend to be one of the

more challenging ones for me personally

because I can get frustrated rehashing

quite frankly over and over again you

know conversations that we've had about

things that we've already discussed so

many times in the past and this is

expressives they like to just talk and

revisit and revisit and ret talk and

and at the end of the time what I've run

into very often with expressive is that

they can struggle with committing to

something because they're more impulsive

than decisive and that's really really

an important distinction in my opinion A

person who is impulsive they make a

decision without thinking about it a

person who is decisive

they have the ability to make a quick

snap decision based on limited

information that's a completely

different thing well expressives tend to

be more impulsive than decisive they're

not making decisions based on limited

information they're just making an an

Impulse decision essentially

regardless of the information that is

presented so when I have an expressive

client I am very concerned about the

possibility that they make may make a

decision too quickly and then

immediately change their mind due to

being impulsive so drivers also can make

quick decisions that I'm trying to slow

them down but this is a little bit

different this is more of I'm not just

trying to slow them down I'm trying to

make them actually stop and think about

their decision and be decisive rather

than impulsive but I also have to

balance this with the possibility that

that they may make an emotional decision

on the flip side to reject something you

know for instance a seller might reject

a good offer or a buyer might reject a

house that fits everything that they've

told me that they want or need and then

down the road they'll regret rejecting

those those things that they rejected

simply out of impulse for one reason or

another and this is a a really key

difference between drivers and

expressive drivers hardly ever look back

and regret a decision they're always

just looking forward for the most part

expressives on the other hand they will

relive a decision over and over again

sometimes agonizing over to over a

decision that they were so confident

about just a few days earlier that being

said at the end of the day some of my

most satisfying transactions by far in

my career have been when my client

wasn't expressive because they

communicate so much and they give so

much feedback that I can find what they

want oftentimes more easily than with my

reserved clients because I've got more

more conversations more data to work off

of and usually at some point even if

they are impulsive I'll be able to pick

up on what impulse PES are driving them

more than people that aren't

communicating what's going on in

their head maybe with an expressive curb

appeal might be a bigger deal to them

than it is to others maybe they're in

love with a certain architectural style

Etc if I can figure out what those

patterns are I can usually provide great

value to them helping them find the

homes that match what they seem to react

to best because I've got the information

from them I've I've been able to glean

information from communicating with them

and so with expressives a lot of

listening is required and so I really

tried to be a listening ear and a sound

board to them and I want to at the

end of the day be a neutral party that

can help them negotiate their own heads

space and understand what it is that

they actually want because a lot of

times with expressives they don't even

know what they want they just have a lot

of ideas and a lot of words that they're

bouncing around and eventually they'll

kind of figure it out along the way but

they need someone to come alongside of

them and help them

negotiate all of these feelings and all

these thoughts that they have and that's

some of the value that a realtor can

provide now this can be especially true

with expressive Realtors and there's a

lot of them this might be maybe the the

main quadrant of Realtors is this

expressive side this heavy on feelings

heavy on

extraversion often an expressive

realtor will call me just a vent about

what's happening a transaction or if

I call them with a question that should

only take minute to get a response I

might need to endure a 30 minute

conversation with them telling me a

whole lot of stuff that I really don't

need to know without me being able to

get a word in edgewise and so with

them I found that the key for them

when I'm negotiating with an expressive

realtor is for them to feel heard while

I then help them to see the big picture

so I might say something like you know

oh wow you feel like my client is being

really aggressive okay I can see how you

might feel that way but please you you

need to understand that they're cash

strap they have a baby on the way this

is a very stressful time for them I can

assure you from my conversations with

them that they are not trying to be

overly aggressive so what can we do to

make your client feel better about where

this transaction is heading right I'm

letting them know I hear them but also

helping them to try to see the big

picture expressives need to feel like

they are the ones this is an interesting

thing I've noticed over and over again

they need to feel like they're the ones

ending the negotiation or the

conversation right even if I quote

unquote win the negotiation which again

that's the old way of thinking about it

really we we to have a good negotiation

real estate we need to play the long

game we need both parties to feel like

they're winning something or else you

know I'm going to struggle to do

business with this person down the road

and Believe It or Not Greenville is

still a small enough market that you

know maybe you as a buyer or a seller

you're like well I don't care if you

need to do business with this person in

the future you need to do business with

me first

but you might have to do business with

them in the future if you're a buyer or

a seller I can't tell you how many times

a buyer or a seller has had to deal on

the other side of the table with the

same agent that they've dealt with in

the past it does happen because we're

in a smaller Market here and so I

need to at the end of the day make that

expressed person feel like they are the

ones that kind of get that last word in

edgewise and so this involves a lot of

patients to make sure that they get out

of each interaction what they are

looking for even if it may be a longer

conversation than I feel like is needed

I've also found that expressives don't

always want facts so much as they just

want to to sense confidence right

they'll ask questions like do you think

this is a good deal well as a realtor

those are very very difficult questions

to answer because it's so subjective

right it might not be a good deal to one

person but it might be a great deal to

someone else so if I answer well it

depends or if I say something like what

I just said well it might be a good deal

to you or it might be a good deal to

someone else or it might not expresses

are just going to ignore the rest of

what I say because all the they're

looking for is confidence in the answer

more so than than what my actual answer

what the actual words is I use so I

really need to assess closely what

expressive clients or agents have

revealed to me up to that point to try

to give them a confident answer to their

question that doesn't push them in a

direction that they don't want to go in

right because that's certainly not what

I'm trying to do I'm not trying to push

a client to make a decision they don't

want to make I'm just trying to help

them find out and figure out what that

decision is that they actually want to

make and this is more challenging that

you might think so is this a good deal

to come back to that question the way

I'll likely answer it is something like

well it's a great deal for someone

looking for a mid-century modern in this

area because the last one that came up

on the market sold for x amount right

that puts more specificity to my answer

while also helping me avoid the Trap of

answering a vague question with a vague

answer that kush could push a client in

the wrong direction it's also not so

specific that it could push them in the

wrong direction as well it's not like

I'm saying wow yeah this is I mean this

is an incredible deal I would for sure

buy it if I were you I'm hedging it I'm

explaining well it's a good deal Within

These specific parameters and I want to

make sure that they know that and then

let how do they respond to that how do

they ex Express after getting that

information and then I'm going to

reassess things after that same thing

when I'm dealing with the agents I I

want to balance that when I get those

questions from them whatever those

questions might be I want to balance

being too vague with being too specific

with expressive agents because I want to

see how they react they are going to

react they're going to let me know what

they think so I want to give them just

enough information to figure out you

know how they feel and to see how they

respond and then I'm just going to play

the negotiation from there off of

their responses all right now if we stay

on the feeler side of the quadrant but

go to the slow patient and more

introverted Corner then we get the

amiables all right now the amiables are

an interesting one for me personally

because a lot of how our interaction

goes depends on whether they really

trust me or not if they Trust TR me then

my skill set as a negotiator really

fills in the gaps of their personality

however if they don't trust me for

whatever reason then they are going to

see my personality and negotiating style

as overly pushy and aggressive and so

with amiables I I really go out of my

way to not be pushy and to establish

trust like I really want them to feel

that trust right

away and if an amable asks me a question

like what is this house worth I'll give

them an answer but then I'll follow it

up with something like well what is it

worth to you because that's the most

important thing at the end of the day

because they really aren't as interested

in data as they are just in validation

and so they're either trying to

validate or invalidate their feelings on

a property by asking me a question like

that but really I want them to more

explore their feelings rather than

trying to get external validation right

I want them to again a lot of this is

not with my client I don't want to be

negot ating with my own client what I

want is is to

redirect our communication so that

they are negotiating with themselves and

figuring out what they actually want

because that's one of the biggest

struggles that that many clients in real

estate have and so with amiables I

really try to understand their thought

process because expressives tell you

exactly what they're thinking but

amiables can keep their true thoughts

close to the best so when there is an

emotional response to something by an AM

able that catches me off guard well I

know that they haven't been completely

forthright with me

because if they were then I wouldn't

have been caught off guard by their

emotional reaction so until I really

know what they're thinking I'm kind

of hampered in terms of of my ability to

negotiate with them and to help them

in the best way that I can now

decisiveness can be a real struggle with

ambles whoa I almost knocked over my

ring light here decisiveness is

frequently a struggle with am because

they're slow to make decisions but they

also base decisions more on feelings and

data so they aren't impulsive but

they also don't have logic behind the

decisions that they make when they

finally do make them so sometimes I need

to be really blunt with them if they are

making a mistake but I have to be

careful not to make them feel like I'm

being pushy because they don't respond

well to that so I'm going to focus more

on hey how would you feel tomorrow if

you lost out on this house you know just

over 5 ,000 right you're not willing to

come up 5,000 we know we could secure it

for that amount how would you feel

tomorrow if you found that that someone

else bought this house would you be

upset about that and then let them

work through their feelings on their own

without me being like hey I think it's I

think it's a mistake for you to to pass

up on this house over $5,000 I want them

to come to that conclusion on their own

and if they don't come to that

conclusion then that tells me that they

weren't ready to make an offer on that

house things like that

phrases like that I will use

frequently to try to get them to search

their own feelings and control those

feelings themselves rather than having

their feelings control their decision

making 100% of the time now what I

really really want to avoid with

amiables is them making a decision to

please me now that might sound insane

you know for instance for a home buyer

or home seller to make a decision

specifically to please their realtor but

I have dealt with many instances where I

could tell that an amable was starting

to really feel bad about how long for

instance their search process was going

or you know that they you know turned

down an offer that I thought was a

pretty strong offer and and and so

I've had situations where I've started

to feel like an amiable client is

perhaps bordering on making an Impulse

decision just because they wanted to

please me and I always want to make sure

I snuff that out the momentum I sense it

because I i' rather them not buy or sell

a house than buy or sell one to make me

happy and I'm being completely honest

when I say that it is a bad feeling when

someone decides to move or or do

something like that and then later

regret it and if they regret it they're

likely going to blame you as the agent

in some way and I don't want that to

happen now there aren't a tremendous

number of agents who are amiable I've

had a ton of clients who are amiable

not a ton of Agents but there are some

and the ones who are amiable tend to

be I'm just going to be honest pretty

easy for me to negotiate with because I

know they want to avoid conflict so I

can just make suggestions for conflict

avoidance that benefits my client more

than them and you'd be surprised how

frequently that works right because if

avoiding conflict is like number one

then you know you might be willing to

quite frankly sell out your client a

little bit in order to avoid conflict

that's not good I'm not saying that

every amable agent does that but that

is something that an amiable agent's

going to struggle with and from my

perspective amiable agents can be a

little bit challenging to deal with if

their client is a very different

personality than them for instance I've

dealt with amiable agents who are

representing more driver style clients

and those negotiations can be very very

strange often I can tell the agent is

exasperated and sometimes they will

reveal that they're exasperated and

and you know basically they're just

trying to keep the peace but they're

feeling this pressure from their clients

and they're struggling to hand it well

handle it well and so sometimes I

find myself you know really trying to

just act like a friend or someone you

know a sounding board for them someone

that they can go to for validation and

if I can make them feel validated in a

way that their clients don't I can

sometimes really control that

negotiation because they'll feel like

I'm on their side more than their client

does and again not every amiable

agent is like this I'm I'm not trying to

to make it sound like they're all bad

agents but when I figure out that I'm

dealing with an amiable immediately I'm

trying to use conflict avoidance to my

advantage I'm I'm thinking about it from

that perspective so long story short out

of all of these amiables can be my

favorite type of personality to

negotiate with and they are the ones

often that I can bring the most value to

as a negotiator myself as long as I can

understand what they're thinking what

the basis for their emotions is and

as long long as that they trust me

now last but not least is a quadrant

where thinker and extrovert combine

the chart that I'm looking at the upper

leftand quadrant and and it's where

yeah thinker and ex introvert combin

for the analytical personality style now

an analytical is really data focused and

often won't tell you much what they're

thinking these are the types of people

who want to look in every attic they

want to crawl every crawl space they

want to read every contract clause and

they want to understand every step of

the process etc etc they they're they

are very very into Data very very

into details don't want surprises want

to assess everything and have tons of

time to do it and unsurprisingly a lot

of the people who are analytical are

intrigued by real estate investing but

often times they struggle with making

their first purchase as Real Estate

Investors because they miss the force

for the trees right probably the client

I've struggled with the most are this

very type the ones who are analytical

and think they can be a real estate

investor but they can never get past

their spreadsheets at some point you

have to move on past the spreadsheet and

say you know what I haven't seen a

better deal than this or this makes

sense this might not check off all 10 of

my boxes but it checks off seven or

eight of them and I just need to pull

the trigger so when I get a potential

new investor client that seems really

analytical I immediately dive into

numbers what numbers will work or not is

it realistic for us to even find what

you're looking for I had one recently

that reached out to me and I

immediately you know laid out you know

like I just want to be realistic here's

what the Market's like right now and I

didn't hear back from them they might be

listening to this I don't know if

you're listening to this reach back out

to me because I'd love to actually have

more of a conversation with you but

sometimes that happens the analyticals

they once they hear the numbers they're

like okay yeah that's really not

going to work for me and I save them a

lot of time and and effort just having

that initial conso now in general if I

sense I have an analytical client my

number one concern for them is knowing

what are the things that they are going

to analyze most thoroughly I need to

know this if I can get a sense of what

data is most important to them then I

can be a source of that data and bring

some common sense to their analysis

right because that's what analyticals

often times struggle with they struggle

with com sense they need to understand

the common sense side of the transaction

and and not just get buried in

numbers now analyticals really really

don't want to feel pushed into a

transaction or a negotiation so making

them feel like they're being forced into

something is a really easy way to

immediately lose trust with them so when

I have an analytical I am super duper

focused on providing as much data as

possible before during and after a

showing when a showing is over they're

going to want time and space to assess

their options so I'll usually give them

some advice on how much time they have

for instance if I feel like the home

will sell quickly I'll make sure that

they know that there's a a potential

risk with them waiting a long time you

know I might say you know hey there's

been a lot of activity on this home if

if you're really if you really like it I

wouldn't waste a whole lot of time

but I I'm not going to say with them

yeah we need to make an offer tonight

whereas if it's like a driver that I'm

talking to I might say a driver you know

what your best bet would be to make an

offer tonight and a driver is going to

respond well to that an analytical is

going to push back on that and they're

simply not going to make an offer at

that point because they're going to feel

pressured they're going to feel like

it's a bad impulse decision and they're

going to pull away now my biggest

struggle with analyticals is that they

can sometimes get too focused on what

they don't know why is there wood right

here why is there moisture in the crawl

space why hasn't the rent been raised

recently on tenants these can all be

good questions but there were also be

unanswered questions in a real estate

transaction every single time there you

can never answer every single question

you can never check off every single box

and you have to be okay with living with

some unknowns and analyticals tend to

shut down if you know if they have 10

questions and only get nine of them

answered but can't get that 10th

question answered I've seen them shut

down before and that that's really a

shame but it

happens now on the realtor side of

things there's really not a whole lot of

of analytical Realtors right this is a

this is not an easy business to be both

introverted and and you know

extremely analytical extremely focused

on details and just overly thinking

things but those that are I try to

show them what that I can also do

analysis right I already said I'm a

driver but I'm an analytical driver so I

can go toe-to-toe with any analytical

person on data if you don't believe me

just listen to my data or in a podcast

I've got plenty of them plenty of

episodes where I've talked about data so

you want to argue comps with me fine

I'll show you the comps I used and I'll

show you exactly why I priced things the

way I did you want to overthink specific

details I'll explain to you why those

details aren't as important as as

they're making them seem you know and

provide data to support why I think

you're overthinking it so these are the

sorts of ways I will approach

negotiating with them is I will focus

on I'll turn the data back around

towards them right if they're throwing

data at me I'm just going to be prepared

with my own data and just turn it right

back at them so there are those are

some of my thoughts on various

negotiation tactics and remember right I

already said this before but I think

it's really important you don't get what

you deserve you get what you negotiate

and negotiating style it needs to be

based on who the other party is and

there might be multiple parties and and

I am in a fluid situation my negotiating

will change from one transaction to the

next from one party that I'm talking

about to the next it's got to be based

on on both parties and if you're a

driver you think that or or if you're

an expressive you think that there's

only one way to negotiate I've got bad

news for you that's not true and

and I've got and I now have a real

estate negotiation expert certification

to prove it I'm just joking well I do

had that certification but but

obviously that's not going to be the

argent that I make for telling someone

that I negotiate better than them but

I will say this if you're hiring a

realtor e do a lot of you know

assessment of their negotiating ability

upfront right you don't want to hire a

realtor with bad negotiating skills then

once you hire them trust them trust

their ability right if you've already

done the leg work UPF front you can't be

second guessing them you don't know

what's happening behind closed doors

so make sure you think about all of that

when picking out who you want to help

you buy or sell your home that's all for

today's episode Piper Insurance Groups

information is in the show notes reach

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