What To Look For in a Realtor: Make Sure They Can Negotiate

What's the key to powerful negotiation?

While Hollywood might have us believe that negotiation success comes from eloquent speaking and persuasive presentations, the reality is quite different.

It's listening. Find out how I use this skill at The Duplex Doctors.

The Secret Weapon: Active Listening

The true cornerstone of effective negotiation is something much more subtle but infinitely more powerful: listening.

We often prioritize speaking over listening. We're eager to make our points, state our needs, and push our agenda. But when you truly focus on listening—giving complete attention to what the other party is saying—you can gain invaluable insights that strengthen your negotiating position.

Years ago, I would literally press the mute button on my phone during negotiations to ensure I couldn't interrupt while the other person was speaking. After years of practice, I've internalized this discipline. Still, the principle remains the same: when you listen intently, you pick up on subtle cues, choice of words, and sometimes even information the other party didn't intend to reveal.

Real-World Examples

The Inherited Properties

One broker I was working with once mentioned offhandedly that his client "didn't even realize his mother had all these properties" and had just inherited five of them.

This casual comment prompted me to investigate the tax records, where I discovered these properties were worth several million dollars. This knowledge immediately strengthened our negotiating position—someone who unexpectedly came into millions likely wouldn't be overly concerned about repair costs.

We requested substantial plumbing renovations on the property, and they agreed without hesitation. This advantage came not from speaking persuasively but from listening carefully to information that was volunteered without prompting.

The "Other Offer" Situation

In a recent negotiation for a beautiful duplex in St. Louis Park, the selling agent told us, "We have another offer coming in. We would like to work with you first because I don't like to work with more than one offer at a time."

To an inexperienced agent, this might sound like pressure to increase the offer quickly. But the statement was revealing—in a hot market, why would an agent prefer not to work with multiple offers, which typically benefit the seller?

Reading between the lines, I understood that the other offer was likely weak, and they preferred our stronger position. Rather than panicking and raising our offer, we maintained our stance. We successfully negotiated $24,000 off the property price. This scenario would typically play out very differently in a multiple-offer situation.

The Bottom Line

The skill of listening effectively in negotiations isn't just about hearing words—it's about interpreting meaning, recognizing patterns, and identifying opportunities that others might miss. It's about maintaining discipline when you're eager to speak and tuning in to what's really being communicated.

Having negotiated on over 500 investment properties in the Twin Cities over the last 15 years—more than any other agent in the area—I've found that this approach consistently yields superior results for my clients.

If you're looking to buy or sell property and want expert negotiation on your side, I'm here to help. You can reach me directly at 612-332-9000 or email me at Jason@theduplexdoctors.com.

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