Every week, we ask a real estate professional for their Short List, a collection of tips and recommendations on an essential topic in real estate. This week, we spoke with Erin Rothchild, a Realtor at Texas Realty Pros, who shared her tips for working through difficult negotiations.
Here is a list of the ten items that are important to integrate into every transaction:
10. Pray (asking Jesus for discernment in words expressed on my Client’s behalf).
9. Be fully present and prepared.
8. Check your posture.
7. Utilize the Golden Rule.
6. Take notes with key points and key words.
5. Listen twice as much as you speak and keep your ego in check.
4. Present facts and relevant information.
3. Gather additional information and be genuine and encouraging.
2. Allow for questions, ask for input and provide education.
1. Build a bridge and give thanks.
And here are some additional bonus thoughts:
- When dealing with someone who is speaking to be heard (but doesn’t want to listen), do not over explain things. Respond with well chosen words in a concise manner.
- Should someone raise their voice, lower yours.
- If things happen to get the best of you, and you react versus respond, clean up your side of the street – apologize and readdress the discussion.
- Present matters with strength in a calm and confident manner. Do not flex or be a brute.
- Be prepared to think outside the box and avoid being a cookie cutter agent.
- Add a smile (and light humor when appropriate) to your voice to help break down walls/tension. People have a hard time being insolent when they are smiling themselves.
Erin Rothchild is a Realtor with Texas Realty Pros, who’s been recognized as a “Five Star Real Estate Agent” by Texas Monthly in 2011, 2012 and 2013, and a RE/MAX of Texas top producer 2003-2008 and 2010-2011. Erin is deeply rooted in her faith, and knows that in contract negotiations, as well as life as a whole, “The Lord shall fight for you, and ye shall hold your peace.” (Exodus 14:14)