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I believe the number one job of an agent or broker is to solve the problems and make sure clients have a meeting of the minds.
So whether it is that you’re representing a landlord in a transaction to find a new tenant, your job is to ensure you facilitate whatever the negotiations may be so that you can bring them closer together.
Of course ownership is going to want the highest and best number. Of course the tenants are going to want the lowest and cheapest price. However in real estate, compromise is the only way to get to that end goal, which is the close.
So how is it that you facilitate these things in a transaction?
Get to know the people you’re talking to. Get to know the people you’re negotiating with. A lot of times people will start off asking for things just as a means of asking for something in a deal but that may not be their biggest concern. That may not be their hard no.
You have to understand what the long-term goals are and what the ramifications of each different aspect of a deal is. When you do that, you’re able to close the gaps and make sure you get to the close.