The Negotiation Starts Before You Think It Does

Most people think negotiation begins when an offer gets submitted.

It doesn't.

It starts the moment either side makes contact.

What Your Agent Says — and How They Say It

Every conversation between agents carries information.

How eager a buyer sounds.

How motivated a seller seems.

Whether there's a deadline in play.

An experienced agent controls that flow of information intentionally.

A careless one gives away leverage without realizing it.

The Seller's Position

Sellers often reveal more than they should in listing descriptions and through their agents.

Estate sale. Relocated. Must sell.

Those words are signals. Buyers who pay attention use them.

The Buyer's Position

Buyers make the same mistake.

Falling in love publicly. Saying too much at a showing. Submitting an offer the same day with no pause.

All of it communicates desperation. And desperation weakens your hand.

Information Asymmetry Is the Real Advantage

The side that knows more — and reveals less — almost always does better.

That's not manipulation. That's negotiation.

Understanding what the other party wants, what they fear, and what their timeline is will tell you more about how to structure a deal than any comps analysis.

What This Means for You

Whether you're buying or selling, your agent's ability to read a room and manage information is worth more than most people realize.

Ask your agent: What's our strategy here?

If they don't have one, that's your answer.

Alan Jacobson

Real Estate Agent | Keller Williams Reserve

U.S. 561-596-2191

AlanJacobsonRealtor.com