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Super Agent: Real Estate Success At The Highest Level by JoAnn Callaway, Joseph Callaway

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7 The ABCs of Making a Deal

It is true that not every deal can be made. A worse truth, however, is that deals that can and should be put together, don't get done. Spouses, lawyers, friends, relatives, buyers and sellers kill deals and yes, agents kill deals, too. The good news is that you don't have to be that agent. The even better news is that you can help and keep others from being deal killers.

You can be a super agent and super agents don't break deals, they make them. This difference alone probably accounts for half the income disparity between super agents and the rest of our profession. Imagine, just by making deals like a super agent you may double your income. Double. So let's think a little about why deals get done and why they don't.

Deals that cannot be made are a result of one or more party having unreasonable demands or expectations. Absent unreasonableness, most deals are doable. This is wonderful news. This means your challenge does not lie in trying to change the unchangeable facts, or moving the property to a different location, or adding on or taking away from the structures. Your job is to just get the parties to be reasonable. This is doable.

The Three Secret Ingredients to Making a Deal

So, how do you achieve reasonableness? How do you make this happen when you don't even have influence on the other side? For that matter, you often don't have influence on your own client. Clients have free will. They can be arrogant, timid, pushy, nice, mean, and any other ...

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