Former FBI hostage negotiator to teach tools of the trade at Luxury Connect

On Thursday, October 19, 2017, former FBI hostage negotiator Chris Voss will take the stage at Inman Luxury Connect to reveal the “two words that transform any negotiation,” and provide attendees with everyday tactics they can use while negotiating with buyers and sellers …

Accept, decline or counter: Navigating the real estate offer

The psychology of a real estate deal is the same as any other situation in which two parties are trying to agree on something, whether it’s deciding where to eat or the biggest financial transaction of your life. …

Are your buyers ready to go?

Our housing markets are complex, no matter what kind of market you are in. Both down markets and multiple-offer, up markets have their unique challenges. How can you ease buyers through their process …

Podcast: 15 crazy obvious truths we forget too quickly: Part 1

The things that make us successful in real estate are the habits and behaviors that we develop over time to help us perform at a high level. Sometimes it’s easy to forget the big, obvious things staring us right in the face that have helped us become s…

5 good reasons not to freak out over higher interest rates

One of strongest drivers of demand in today’s housing markets is buyers’ fear that interest rates will rise, and they will never again see rates as low as they are today. That’s one reason the first-time buyer volume of government-guaranteed mortgages, low down payment loans such as FHA and Freddie Mac’s Home Possible Advantage program surged 18 percent in April, according to the American Enterprise Institute …

Just give me 5 stars: The real deal with agent reviews

I have been thinking about agent reviews again because they have been in the news, well not in the national news or anything but in the real estate news. According to industry experts, real estate agents are supposed to embrace agent reviews without re…

Mastering negotiations: persuade, don’t push

When it comes to mastering negotiations, you can learn a lot from an example of one of mine that went wrong. I represented an investor who was selling a rental property that had been extensively remodeled …

5 negotiation strategies you need to close the deal right

Some might say negotiating is for prison wardens and hostage negotiators, but some of the most highly paid people in the world — and the ones that are in the most command of their own time — are superb negotiators …

How to save a deal that’s hanging by a thread

There’s an old adage in the real estate business that no two deals ever go wrong the same way twice. Another truism is that money solves almost every problem that you will encounter. The issue is negotiating who will have to pay out of pocket to make that happen. In the following, I’ll chronicle how to save a deal by sharing some of my experiences both professionally and personally …

3 apps to prepare sellers for D-Day

Clutter is the homeseller’s seemingly innocent but conniving mortal enemy to selling in the least amount of time for the most money. “Over 140 million people over the age of 50 years old are now facing the overwhelming task of downsizing and handling a…