Strategies to Help Agents Close Deals
In a slower market, sharper prospecting, clearer expectations and steadier negotiation can help agents hold deals together and protect business.
NEW YORK — A slower market is putting more pressure on agents to sharpen both their business habits and their negotiation approach as deals become harder to win and easier to lose, broker David Kramer told Housing Wire
Greater accountability in areas agents can control, including prospecting consistency, adaptability when lead sources shift and clearer expectations with customers before problems arise, can help strengthen performance, he said.
Stronger deal management also depends on understanding the motivations of buyers, sellers and cooperating agents, especially when negotiations become tense. Pricing conversations, ego management and preparation all play a role in keeping transactions together.
Negotiation also depends on timing, tone, and restraint, not only on what an agent says.
"Part of the skill of negotiating is understanding where your client is relative to the other person. So, give them more time without punishing them because that may not serve you well in the end. And then other times you have to use the velvet hammer," Kramer said.
A steadier, less reactive approach may help agents protect both individual transactions and long-term business relationships, he added
Source: HousingWire (03/03/26) L'Eplattenier, Emile
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