1. I’m on your team? Be on the same side of the equation as your client.
2. My recommendations a based on what’s best for you to achieve your goals.
3. People buy using their own buying patterns. Don’t disrupt that flow.
4. Hard on the issue, soft on the people. Don’t pitch buyers and sellers against one another.
5. The pull back, challenge and squeeze. When the offer is written don’t simply sit there, show some emotion. Ouch, that’s low! Did you realize that includes the land and the house?
6. The law of contrast.
7. Isolation and parking. Is this the only issue preventing us from moving forward? The question isolates the real objection. Acknowledge the answer, leave it alone.
8. Have walk away power. Don’t just take on the listing for the sake of it.
9. Let go of the exaggerated need to be liked.
10. Never let perfect get in the road of better.
