One wouldn’t think so.
While hundreds of factors go into successful contract negotiation, there are a few guiding principles. One is that the first broker to show emotion or let it flare up loses. And they don’t lose for themselves, they lose for the client.
There’s a pretty common misconception that meditation is about suppressing your emotions and thoughts and aspiring to have no thought at all. But that isn’t the truth. Meditation is thought. And most often, if one’s doing so earnestly, your thoughts turn to the feelings you’re having, how you view them, and how you deal with them. It’s a superb tool to have at your disposal.
Contract negotiations (if one includes the inspection process) can last for weeks. And in general, emotions tend to cloud your view of things and impinge your ability to operate sharply. I’m not saying it’s not appropriate to show feelings, because of course it is! But having the ability to calmly and with equanimity represent the interest of your client – under all conditions – is a big advantage.
Indeed, gaining the ability to navigate a transaction with clarity and professionalism is the primary reason buyers and sellers hire us.
If your broker gets all fired up and cranky during a conversation with another broker, it’s a red flag. If he or she remains calm and is able to see things no one else does, you’ve got an edge. How you conduct yourself is a function of what’s going on in your head.
Leave a Reply