They say the art of negotiation is the art of buying time; however, with an auction deadline looming time is of the essence.

Does this sound familiar? First offers rejected when perhaps they required further consideration. Buyer can’t participate at the auction, only to be positioned in a multiple offer environment post.

Negotiations don’t begin on auction day, on auction day they should be in the final stages.

To negotiate is to ask more and better questions and truly seek to understand the position of both the buyer and the seller. Only then can we be of better service.

The most successful agents simply have more difficult conversations. To have more difficult conversations we need to be willing to ask the questions that others aren’t willing to ask.