Sep
24
5 Unbeatable Reasons for Using Audacity to Get the Most Out of Real Estate Negotiations
Filed Under Real Estate Negotiation
You, more than likely, are timid. That is extremely dangerous.
When you are timid, your value is lowered and you create a never-ending cycle of doubt and disaster.
Ever wonder why you almost always lose every real estate negotiation or listing presentation you enter?
It’s probably because you are timid.
Machiavelli said, “It is better to be impetuous than cautious, for fortune is a woman, and it is necessary, if you wish to master her, to conquer her by force.”
In other words, it’s better to enter a real estate negotiation or listing presentation boldly rather than bashfully.
Audacity and shyness elicit very different psychological responses from people. Shyness puts obstacles in your path. Boldness eliminates them. That’s why it’s essential to overcome your natural timidity–and practice the habit of audacity.
What are some of the benefits of audacity? The following are among the most pronounced reasons for cultivating a habit of audacity.
1. The More Audacious the Claim the Better
We all have weaknesses. But entering a negotiation or presentation with boldness has a miraculous impact timidity or shyness could never have.
Con artists will tell you the bolder the lie, the more convincing it becomes. People will hardly believe someone would have the audacity to sell the Eiffel Tower [work safe video on YouTube]–if it weren’t true.
The sheer audacity of the story makes it credible. Audacity distracts people away from a claim’s weaknesses. It draws attention to your strengths–and not your deficiencies.
What does this mean to you? When entering a negotiation or listing presentation, go further than you planned.
Ask for the moon and you will be surprised how often you get it.
2. Lions Circle Weak Prey
Some people have a sixth sense for the weakness of others.
When you show a willingness to compromise, back down, bend, be pushed around or retreat, you bring out the lion in people who aren’t necessarily bloodthirsty.
Don’t forget: Everything depends on perception, which Johnathan Miller points out in his post “[On Top of the Mountain] What’s Up with Value?” is personal.
Once you are seen as the kind of person who quickly retreats, compromises or backs down, the word will get out. And you’ll be pushed around without mercy even though it’s a subjective, personal perception.
Audacity announces to people “Not one to be bullied.” And that word will get around, too.
3. Audacity Strikes Fear and Creates Authority
Wish you could overpower a bully? Someone who–intentionally or unintentionally–is behaving audacious? Then do this.
Assert yourself. Pull out your bold move. You could:
- Tell them to be quite.
- Walk out of the home or office, slamming the door.
- Pound your fist down and grit your teeth.
- Smile, and tear up the contract.
In her article, “Top 10 List: What Sellers and Buyers Expect from a Real Estate Agent,” Elizabeth Weintraub strongly believes that people not only want you to be friendly–but assertive.
I couldn’t agree more.
The bold move makes you seem larger and more powerful than you really are. If it comes suddenly, with the stealth and swiftness of a viper, it inspires that much more fear.
By intimidating with a bold move, you establish precedent: in every subsequent encounter, people will be on the defensive, in terror of your next move.
4. Audacity Destroys Gaps
When you hem and haw you create a gap that allows others to think as well. You don’t want to do that.
Besides, your timidity infects people with awkward energy. It elicits embarrassment. Doubt springs up on all sides. You don’t want that, either.
In persuasion, two things are fatal:
- Hesitation. It allows people time to reflect. To think about what you are saying. To weigh their options.
- Timid speech. As Greg Swann points out at Bloodhound Blog in his post how to tell a hawk from a handsaw (quoting Ben Jonson) hesitation in speech injures you. People think disordered speech reflects disordered mind.
Boldness destroys such gaps. The swiftness of the move injects confidence. The energy of action and precision of voice leaves people no space to doubt and worry.
The bold move crowns persuasion with triumph. It leaves no time to reflect.
5. Audacity Captivates Peoples Attention
Want to captivate an audience at your next listing presentation? At the right time, make a bold move.
Audacity gives you presence and makes you seem larger than life. The timid fade into the curtains. The bold draw attention. Stand out. Demand respect.
What draws attention naturally draws power. We cannot keep our eyes off the audacious. We cannot wait to see their next bold move.
For example, you could:
- Make a near-unbelievable claim: “I don’t work for anything less than 9% commission. That’s how good I am. Let me explain.”
- Give them an offer beyond their imagination: ”If I don’t sell your home…I’ll buy it from you. And pay your moving costs.”
- Stun them into silence with an impetuous, daring move: Arrive at the listing presentation with your “For Sale” signage in your arms.
Whatever you do, think large.
What Not to Do with Audacity
Audacity should never be the strategy behind all of your actions. Some circumstances don’t require a tire iron–but a kid’s glove.
Audacity should be part of a larger plan. Think through your negotiations and listing presentations and always conclude with a bold move.
Learn to control and use audacity at will. And Never lose the ability to tell when boldness is appropriate–and when it is not.
Timidity, on the other hand, has no place in power.
Faking it, though, can bring tremendous results. It can make you likable, approachable and personal. A perfectly timed show of shyness allows others to put their guard down. And that’s when you can regain the upper hand.
That is, if you ever lost it. Or never had it.
Did you find this article useful? If so, leave a comment. And if you like what you read, subscribe to the Real Estate Marketing Blog.
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