In real estate, negotiation isn’t something that starts when a buyer says, “I’d like to put an offer on this property.” That’s when the average agent begins negotiating. But the most effective agents? They’re negotiating from the very first conversation.

In this article, we’ll explore how adopting an Always Be Negotiating (ABN) mindset can help you achieve stronger results for your clients and elevate your role as a trusted professional.

Why “Always Be Negotiating” Matters

When agents wait until the offer stage to negotiate, they miss countless opportunities to shape the conversation in their client’s favor. By starting earlier—at the first inquiry, the first open home, even during the property tour at a listing appointment—you can build leverage and demonstrate real value as an agent.

This proactive approach doesn’t just influence the final sale price. It helps you:

  • Position yourself as a skilled advisor, not just a transaction facilitator
  • Uncover client expectations early
  • Build rapport and trust from the start
  • Strengthen your ability to trade and create win-win outcomes

Asking the Right Questions Early

Negotiation can begin with simple, intentional questions. For example:

  • “What are your plans once we sell your property?”
  • “What are you looking for from me as your agent?”

These questions shift the conversation into a negotiation mindset by surfacing your client’s motivations, priorities, and potential trade-offs. You’re already thinking ahead about how to maximize value for them—beyond just achieving the highest sale price.

Turning Property Details into Negotiation Leverage

Even during a listing tour, you can lay the groundwork for future negotiations. Imagine pointing out inclusions like a spa pool or a unique light fitting:

If the seller plans to leave it, you might suggest excluding it from the contract upfront.

Later, that same item could become a trade-off tool—something you can “give back” in negotiations to strengthen your client’s position.

This approach applies trade-off principles that skilled negotiators use in every industry: prepare, position, and create flexibility long before the final deal is on the table.

The Power of Trade-Offs

By identifying items or terms that could be added or excluded, you build negotiation currency before the formal process begins. This allows you to:

  • Offer concessions strategically rather than reactively
  • Keep control of the negotiation flow
  • Help clients feel more confident and supported in the process

Remember: successful negotiation isn’t about winning every point. It’s about creating balance, momentum, and outcomes that leave your clients satisfied.

Final Thought: Always Be Negotiating

The best agents never switch “negotiation mode” off. From the first inquiry to the final contract, they look for ways to position, question, and prepare their clients for the best possible result.

When you adopt an Always Be Negotiating (ABN) mindset, you move from being just an agent to becoming a trusted strategist—someone who not only closes deals but creates lasting value.

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