Most agents think negotiation begins at the offer table — but it starts the moment a prospect first reaches out. In this article, I draw on negotiation theory to show that every early client conversation is really a trust negotiation: homeowners are quietly sizing up your character and competence long before they reveal their real timeline, fears, or motivations. The agents who recognize this — and lead with curiosity instead of a pitch — are the ones who get the full story, and ultimately the better outcome.

Read the full article and find out how to make your lead conversations work harder for you.