))
170 - Information Controls the Process: Mastering Real Estate Negotiations
Manage episode 485497956 series 3639407
Content provided by Lee Woodward. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Lee Woodward or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ppacc.player.fm/legal.
Send a message directly to Lee ( Include your details )
Mat Steinwede returns to share his expertise on negotiation, highlighting how information gathered early in buyer relationships creates powerful leverage for achieving premium prices.
• Information controls the process – use what buyers tell you early to guide later negotiations
• Great negotiation starts at the first meeting by truly listening to what matters to buyers
• Focus on building quality relationships with fewer buyers rather than quantity
• Common mistakes include quoting discount prices when asked "what will I get it for?"
• Accepting low offers without qualification costs vendors thousands
• Reference points and framing help move buyers through psychological "platforms"
• For stuck negotiations, sometimes bringing parties together face-to-face breaks deadlocks
• Written offers in formal marketplace reports can convince reluctant vendors
• Practice negotiation scenarios regularly through role play and mental rehearsal
• The best negotiators connect buyers to their property goals rather than fighting over price
If you want to become a premium negotiator, Mat recommends dedicated practice: "I've been role-playing with myself for 10-12 years. I don't want to play on people's real homes. I want to be well-versed in handling their homes best."
Hosted by Lee Woodward
Proudly brought to you by Lee Woodward Training Systems.
Brought to you by Nexr
Elevate your real estate business with Nexr – the strategic partner that helps you overcome challenges in securing more listings, building better teams, and achieving faster growth. With over 20 years of experience in developing Tier 1 agencies, Nexr provides bespoke solutions tailored to your unique needs. Ready to redefine the future of your business? Visit nexr.com.au today.
Discover more:
Chapters
1. Introduction and Sponsor Message (00:00:00)
2. Matt Steinway Returns for Negotiation Masterclass (00:00:52)
3. Information Controls the Process (00:04:11)
4. Gathering Buyer Intelligence Early (00:08:36)
5. How Relationships Impact Price Points (00:13:35)
6. Common Negotiation Mistakes to Avoid (00:18:33)
7. Managing Difficult Negotiations (00:27:05)
8. The Power of Written Offers (00:34:09)
9. Final Advice on Becoming a Premium Negotiator (00:39:33)
173 episodes
Share
