Never Propose A Solution Until You Confirm The Real Obstacle
The transaction felt closed. Contract was drafted. The buyer just needed to OK one single term.
For some reason, the buyers hesitated.
To push things along, the sellers and their agent cut the price on the condition that the deal closed by Friday 6.00-PM.
Instead of speeding things up, the whole thing came to a screeching halt.
Maybe it was one of them Family delays. Maybe the wife was a shift worker and needed time. Or they simply didn’t need to take possession right away and decided – since every child in Vancouver knows it’s a buyer’s market – to pressure for a concession. But by dropping the price without even beginning to understand why they hesitated, a much bigger problem was created.
“Why did they drop the price so fast?”
“Is this even worth what we offered in the first place?”
“Are they desperate? How desperate are they?”

Harris’ Negotiation Rule: Never Propose A Solution Until You Confirm The Real Obstacle
There’s hesitation on the other side? Don’t assume. Instead, Ask, Clarify, Confirm
Ask “What’s the main challenge we need to address here?”
Clarify Determine the real obstacle.
Confirm Repeat back their response and see if you got it right. Wait for them to confirm before you offer a solution.
Half of the time, the hesitation isn’t what you think
We have a lot of local experience and success with this and can help you get out of that corner
Vancouver Investment Expertise | www.HarrisFirst.ca | Harris@HarrisFirst.ca
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The views and opinions expressed by Harris First in this commentary are his own, and not of Oakwyn Realty
Disclaimer: Success is hard. We coach every one of our Clients through fear, overwhelm, and challenges to find success when addressing their real estate dreams. No two agents are the same. No such thing as an average real estate transaction.
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