Negotiating Without Paper (And Wondering Why You Lose)
And If This Really Worked?
Negotiating Without Paper (And Wondering Why You Lose)
Series: And If This Really Worked?
🎙️ Clip: Instagram agent bragging proudly (yes, this exists):
“I didn’t even write anything down. I just got them to increase the offer over the phone. That’s skill.”
Let’s pause right there. Let’s not play Tiddly Winks. Thats a fun game but I mean ya know that is not the game of serious conversation in Real Estate Transactions.
That’s not skill. That’s wishful thinking.
Negotiations between real estate professionals—at least from what I’ve heard on the other side of the phone—are too often based on unqualified hope.
If your client hasn’t signed something, you’re not doing them a service.
You’re not progressing the deal.
You’re just talking.
Because if your entire “negotiation” exists in the air—with nothing written down—what you actually have is… nothing.
👎 BLOWHARD STRATEGY
🎙️ Clip: GB (super famous), all charm and confidence:
“You don’t need paper, baby—you just need presence. If you know how to talk, you can make it happen.”
Nope.
You’re not selling Girl Scout cookies.
You’re negotiating a deal that could be six, seven, or even eight figures.
Yes, some of us do get to eight figures. That’s $86,853,090. Or maybe just $12,345,678.
Verbal chatter isn’t a deal.
It’s performance—acting without accountability.
You may not win Realtor of the Year like I did.
But hey, you might get an Emmy.
Or a long list of lost clients.
🛑 HERE’S WHAT REALLY HAPPENS:
When you don’t put anything on paper:
There’s no timeline.
No trigger.
No structure.
No pressure.
And no reason for the other side to take you seriously.
It’s like playing chess with invisible pieces on an imaginary board.
And truthfully, seller agents are often the worst offenders—they do not “encourage” proper responses to offers. Even to lowball offers.
But there’s a proper protocol for responding to every offer.
Do you know what it is?
Hint: “Meet in the middle” is not it.
In fact, that’s not even a strategy. That’s a stall tactic dressed as compromise.
Our next series will cover Anchoring and other poor habits that agents confuse with negotiation.
But until you’re on paper—you haven’t even made it to the pretending stage.
💡 WHAT ACTUALLY WORKS:
If you want real movement, put something on the table. Even if it’s imperfect. Even if it’s early. Even Low Ball Offers. Yes even those. If a seller is properly prepared by their representative a proper response will come forward.
Now, once something’s in writing—the game begins. But it should be a fair game. I note that all kinds of offers that are the “we gotta win” or we have to “get it at our price” even when the market says no….never get anywhere either.
Buyers, however, do need to know the difference between making offers and offering to own the home. Those are two different things.
Try this:
“Our client would like to put an offer in writing. Even if it’s not accepted, it gives everyone something real to respond to.”
Or:
“Let’s structure a soft counter with a short timeline. No pressure—just clarity.”
The written offer or counter is what allows everything else to happen:
Timeframes
Concessions
Movement
Progress
Without paper, you’re just talking.
And honestly, like most of the social media stars seem to encourage…
You’re talking past each other.
Realtors: if you’re still “negotiating” verbally, and not sharing actual paperwork?
Go grab a coffee and chat about the weather. You’re not negotiating—you’re networking.
🧠 CLOSING THOUGHT:
No paper = no pressure.
No pressure = no progress.
No progress = no deal.
If your agent is doing all their “negotiating” over the phone, it’s not strategy—it’s delay theater. And it may also signal they haven’t done the real work of aligning their client to the process of fair, serious, outcome-focused negotiation.
This isn’t a talent show. It’s a real estate transaction.
Social media stardom may get you eyeballs.
But it won’t get your client results.
You write. Every time.