The Altman Close

Chapter 28THE WALK-AWAY

Now here’s the part that really gets people shook, the true headache of selling real estate. You’re a shark now. Your mere presence intimidates.

Sometimes all you have to do is swim by. The fish scatter. The seals find the nearest rock. The bathers flee for their lives. If they stay in the water, they’re constantly checking around, unsure what to do: all because you came and went. They may come running after you, begging for you back and meeting your terms, but it may not matter to you anymore. They’re not ripe enough to eat. This is a superpower. This is the walk-away.

In order to be in full control of your movements and emotions, you need to be prepared to leave the deal and move on. Why would you do that?

First off, you don’t sweat one deal. It’s not going to make or break you. There’s many fish to swallow and there are many reasons why negotiations crash. So, why pull the walk-away? The contingencies were not met. The inspection report triggered a drop in offer. One of the other parties wants to lengthen or shorten time frames, and on and on it goes.

Don’t assume anything in negotiation. Always ask pointed questions, especially when someone is hard-balling you, acting the jerk, or is unforthcoming. Try to get to the bottom of any statements that ring false or contradict what you know. Business isn’t personal. It’s a transaction, and you can do it rough and stupid or play it like a true professional, smooth and in control of your game.

The science ...