The property had been on the market for a while with another REALTOR when I became the new listing agent. There were threads for me to unravel, words I needed to hear from the Seller, knowledge I had to impart. Then an offer was presented about 20% below the asking price. My client was vexed by the offer, yet drawn in. Wanting to negotiate, yet torn by his impulse to be insulted by the offer.
And so, the tango began.
I laughed to myself at the analogy, but our negotiations, our communications in the business are much like a tango. With no real knowledge of the tango, I did a little research. How do you learn to tango?
Learning to tango is challenging. Get yourself a good teacher.
(Learning to be a good REALTOR is, too. Get yourself a good mentor.)
Immerse yourself in the music. You need to feel it, not just hear it. It needs to become a part of you.
(Immerse yourself in your knowledge of real estate. Take classes, engage conversations with proven leaders in the field, hone your knowledge of tools, data, and your area.)
Start with the embrace.
(Ah, contact with a client! Ask them questions and then be quiet and listen to them. Learn who they are and what they need. Connect with them.)
Maintain your posture.
(Set a framework for your business. Plan your work and work your plan. Plan your day the night before. And do not stoop to levels that are unacceptable.)
Practice the basics first.
(Learn the tools of the trade. Read the paperwork, dissecting the words so that you can explain them to your clients. Become well-versed in the tools you use. If you don’t know, ask. Try to learn one new thing about your business every day.)
If you’re a leader, plan ahead.
(If you’re a REALTOR, you ARE a leader. So do plan ahead. Be prepared. Always.)
If you’re following, feel your partner’s weight.
(Build trust by being aware of your client’s needs, by listening, by being responsive. Under promise, over deliver.)
Keep it simple and the rest will come. Though you can add flare and be progressive… corte, swivel, turn… don’t get overwhelmed.
(Once you have the basics of the business in place, you can add the extras, but never forget the principles and ethics upon which your business is built.)
When you learn the steps and listen to your clients, you learn what both partners in the dance want and need. That's what helps to negotiate. You know that if you lead in one direction, the other person is likely to follow, or to turn, or to perform a long drawn out corte. You learn to anticipate and be ready and to follow where your client wants the dance to go.
Slow, slow, quick, quick, slow.
That’s the pace of the real estate tango.