“What Do You Focus on During Your Deals?”

Dear El Cardinale,

I recently went through a difficult real estate negotiation. I found myself getting sidetracked by the buyer. The guy kept suggesting different options and terms. I struggled to keep track of which scenario was going to yield the best results for me! What do you focus on during your deals? How do you ensure you don’t get confused?

– Wheeler B. Dealer

Dear Wheeler,

The way I keep on top of the details during negotiations is to use the Prepared to Win-Win(tm) worksheet. This tool reminds us of what is important, what assumptions you need to test, and how to develop novel approaches at the bargaining table.

Often in real estate deals, I see negotiators rushing to the bottom line of price. They miss out on the opportunity to develop other terms that have value for the parties. Recently I negotiated on the behalf of a client who was selling land who wanted a legacy for the community. Price mattered to the seller, and we got top dollar, but equally important to the client was the confidence they had that the site was going to be developed in a way that the community would support.

Want to learn more about The Prepared to Win-Win(tm) worksheet, or the other proprietary tools I use when buying and selling real estate? Send me an email at or call me at 704-953-5500 and I will be happy to send you a free copy!

Real estate transactions can be fraught with frustration and pitfalls.

Sometimes the hardest part turns out to be working with your broker, the person who is supposed to help you through the complexities. Veteran commercial real estate broker and client advisor John Culbertson discovered that brokers’ interests aren’t always aligned with those of their clients. He realized there was a better way to advocate for clients and get the deal done.


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