It seems like in the last 5 years or so, the art of negotiation is becoming a lost skill among newer and younger agents. I’m seeing a troubling pattern (on my multiple-offer listings especially) where, instead of countering back after an initial seller counteroffer, they simply walk away—leaving their clients empty-handed. Worse yet, some agents fumble through explaining the counter options, missing the opportunity to advocate for their buyers and push back effectively. They actually get their clients emotional vs. calm with cooler heads prevailing. Where’s the resolve, the backbone, that used to fuel multiple back-and-forth counters? It's frustrating as a listing agent to see this happening.
Negotiating is one of the core pillars of what we offer as agents. It's a fundamental part of the job—alongside educating and guiding our clients through the process and providing access to on and off market homes. If you take negotiating out of the equation, you’re no longer offering the full service your buyers deserve. Without that third leg of the stool, the whole process collapses, and it's the client who suffers the most. They lose out on homes they truly wanted, not because the deal was impossible, but because the agent lacked the tenacity to fight for it.
They make Buyer Counter Offers for a reason folks. In today's competitive market, negotiation isn’t optional—it’s essential. And without that skill, you're doing a disservice to your buyers. Let’s not forget that it’s our job to advocate for their best interests, and sometimes that means pushing back. If we don’t, the stool topples, and so does the deal.
Final Thought: If you're going to walk away anyhow, why not take a shot at countering your way back to a better win/win first?
Images by Gerd Altmann from Pixabay
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