“Open minds lead to open doors” Unknown
The most successful real estate agents not only invest in honing their transactional skills, they also develop the intangible aspects of a flexible mind that is an imperative for successful negotiations. Agents with a flexible mind have the ability to transport themselves out of the confines of their personal bubbles of belief in order to clearly understand the other person’s perspective.
A common red flag for an inflexible mind is an argument that begins with these words “I respectfully disagree,” or I am deal maker not a deal breaker”.
A lengthy, emotional diatribe of unsupported glittering generalities often ensues with the hidden intent of belittling the other person. Whether one says it politely or states it outright, the message is clear, “you are an idiot!”
The word “respect” is the operative word here. Disagreement without belittling someone leads to understanding and discovering the common interest of both sides. This subsequently evolves into great relationships and lifelong friendships.
My father (A) exemplified the concept of mental flexibility. As a young man, he learned to speak every dialect of Arabic. This was an asset when it came to negotiating oil leases in the Middle East for American, French, Italian and English companies. He understood the Koran and was well versed in the customs and the etiquette of each country.
His negotiation skills were legendary. As a civil engineer, he was also employed by the Israelis to help rebuild their country’s infrastructure. From my point of view as a child, his best feat was getting the King of Saudi Arabia to give me a special dispensation that allowed me to bring my doll with me to Saudi Arabia. This was extraordinary at the time.
Developing a flexible mind is like exercise. It must be practiced on a regular basis to rise beyond the prism of judgment and personal standards.