Build Motivation Before You Negotiate

Price. Terms. Conditions. Counteroffers.

It's tempting to jump straight into all of these when you’re negotiating with a client.

But before you negotiate, take a step back and ask yourself:

Is there enough “M” factor here to get this deal across the line?

The best agents don't just understand what their clients want—they uncover why they want it.

Ask questions like:

"What is it about this opportunity that's most important to you?"

"What would achieving the right outcome mean for you?"

"Help me understand what's driving your decision to make a move now."

These questions uncover the emotional drivers behind the decision.

When clients answer, they're effectively selling themselves on the property. They're telling you why it matters, what they're hoping to achieve, and what's motivating them to act.

That's powerful information.

You might use it immediately, or you might keep it in your toolkit for a conversation later that day or the next. Either way, understanding your client’s motivation helps you lead the negotiation far more effectively.

Remember, negotiation is usually the final stage of the process.

Motivation is what creates movement.

The more clearly you understand what's driving your client, the more effectively you can guide them towards a confident decision.

Build motivation first. Then negotiate.