When it comes to real estate negotiation—whether you’re representing a buyer or a seller—the first thing you want to do is understand what your client is thinking and ensure they feel understood.
Doing so starts with a Cold Read, in which you look at your clients, size them up, and then use Labels™ to have them tell you what’s on their mind.
If you’re representing a buyer, you might say this after a Cold Read: It seems like you really want this house. If you’re representing a seller, you might say: It sounds like getting top dollar is what’s most important to you.
Whether your calculations are correct or not, your client should give you more information to help you better understand the lay of the land.