315: Navigating Negotiations & Communication with Buyers & Sellers

Feeling stuck between representing your client and not looking crazy with the co-op agent? This episode is for you.

We’re hearing from a lot of y’all lately that you are feeling lost when it comes to presenting low offers, rough repair requests, and those fun times when your clients want you to ask for things that make zero sense. If you are nodding your head; you’re not alone.

In today’s chat, we’re diving deep into the art of negotiating, communicating clearly, and most importantly, setting and managing client expectations in this shifting market. Whether it’s an offer you're embarrassed to present, a buyer asking for $15k in closing costs, or a seller who thinks their 90s carpet is just fine—this episode is packed with real stories, actual scripts, and mindset shifts that will help you show up with confidence.

We’re not here to sugarcoat. We’re here to help you keep your professionalism intact, even when your clients are testing your patience.

In this episode, we’ll cover:

• What your fiduciary duty actually means (and why it matters)
  
  

• How to present lowball offers without cringing
  
  

• What to say when a client’s expectations are unrealistic
  
  

• When (and how) to push back while still representing your client
  
  

• Why “I think” needs to leave your vocabulary
  
  

• Real stories of negotiation wins and losses
  
  

• How to use market data as your superpower
  
  

• The secret to staying calm and confident, even when a builder tells you they hope to never work with you again
  
  

If you’ve ever worried about what other agents think of you, or if you’ve felt torn between doing what your client wants and what you know is right, this is your pep talk.

Products, People & Previous Episodes Mentioned:

• Book: Never Split the Difference by Chris Voss
  
  

• Hustle Humbly Email Templates: https://hustlehumblypodcast.com/emailtemplates
  
  

• Join the Community: https://hustlehumblypodcast.com/membership
  
  

 

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💬Key Quotes/Takeaways

1. “You’re not just a messenger. You’re their agent. That means you have to offer advice.” – Katy
   
   

2. “Just because a client asks for the moon doesn’t mean you have to present it without question.” – Alissa
   
   

3. “Professionalism always wins, even when you're delivering bad news.” – Katy
   
   

4. “Data gives you confidence. Use it to lead the conversation instead of saying ‘I think.’” – Alissa
   
   

“You can present a ridiculous offer and still be professional about it.” – Katy

 

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Music:

Straight A’s by Conner Price

The Good Life by Summer Kennedy