Playing nice

It would be easy to feel a sense of competition with the other agent, but a friendly and collaborative approach is often best for you and your client. Getting off on the right foot will help during contentious times, such as submitting a counteroffer.

“It’s all about communication and respect,” Sutton says. “Less experienced agents think that if they’re not as cooperative, then they’re representing their clients in the best way. I completely disagree. Successful transactions begin with a collaborative discussion between the agents.”

Being open-minded and professional will help agents build a positive reputation among agents and clients alike.

“It’s finding a good balance of the partners you want to work with, but sometimes you end up with a less-than-ideal situation,” he says. “You use the most patience possible. There’s a time to shake the branches and a time to bite your tongue. More often than not, it’s biting your tongue.”

Egos can come into play, especially during expensive or high-profile transactions, or those among top-producing agents. And while there’s not much one can do about the other people involved in a deal, checking your own is a good way to keep the deal afloat.

“During a negotiation, there’s a balance between trying to get the best price and terms, and keeping someone engaged and wanting to continue the transaction,” Maggio says. “There’s going to be these milestones along the way where you’ll ask for things. They’ll remember how you were during the listing and during the showing.”

Because so many people are involved in the closing of a deal, personality clashes can often arise. Maggio says he takes pride in making sure everyone works together well throughout the process. He uses a sports metaphor to underline his point.

“Much of it comes down to a clash of personalities. All these people want to be right and take control. I look at myself as a point guard in all this, directing the flow and moving the ball forward as a team,” he says.