Let It Breathe…

Sometimes we can be too hasty trying to bring a deal to a close. We rush to respond, hurry to provide an answer and think speed is the only thing that matters.

Sure, in real estate, speed is indeed a commodity. It can be a powerful differentiator in terms of indicating your professionalism and genuine care.

But when it comes to negotiation and bringing a deal to a head, occasionally the best strategy is to pause, do nothing and simply let a situation breathe. So what exactly do I mean?

A simple scenario

I spoke with an agent recently who was stuck finalising a deal. The buyers had dug their heels in, the vendors were anxious and hoping for more.

Everyone was looking at the agent for the next move. And they just… froze.

They couldn’t decide what to say, they couldn’t figure out what to do. They didn’t want to make the wrong move.

So I said, “Let it breathe.”

Sometimes silence is a strategy

Sometimes in a negotiation, silence is a strategy. That stillness is strength. Not every offer needs a reply within the hour. Not every buyer needs an instant answer. And not every vendor needs you to solve the entire thing in one call.

Sometimes space and quiet creates clarity. And in that space, people gain perspective. They also reveal what they’re really thinking.

Strategy or avoidance

But also, let’s be clear…There’s a big difference between letting it breathe and avoiding the decision altogether.

One is tactical. The other is fear.

So here’s the test. Ask yourself the following:

• Are you waiting because it’s strategic… or because it’s hard?

• Are you giving the deal space to move… or hoping the problem disappears?

Because when you’re the negotiator, you set the tone. You decide whether it stalls, escalates, or moves forward.

If you’re unsure right now, that’s okay. But don’t stay there, stuck in limbo.

Let it breathe. Get clear. Then move.

And, if you find yourselves unsure of what’s next, a great habit to embrace is role play. Walk through these critical moments and the conversations that matter with a colleague, mentor, or even the BLAC_SALT Ai Coach app.

I guarantee you there is a gross commission income to be won by embracing this one invaluable role-play habit.

If today is a day that a buyer or seller is pushing for clarity, consider saying something along these lines:

“Let’s just give it a little space and see where things settle. We’ll get a clearer picture by this afternoon/24 hours. This is what you hired me to do”.

The above line buys time, builds trust, and keeps you in control.

You don’t have to have instant answers

In the right circumstances, doing nothing, saying nothing and giving a scenario room to breathe can result in an outcome that’s even better than you could have imagined.

So remember, you don’t always have to have a sense of urgency or instant answers. Space gives all parties time to consider what they really want and what they’re willing to do or accept.

It can also give you the room and time you need to find a suitable resolution to an impasse. The quiet provides perspective, and that perspective allows you to remain in control, doing the job you’re hired to do.

About the Author

Manos Findikakis is the CEO of Agents’Agency, Australia’s first multi-brand real estate network, ‘the only fully integrated solution for you and your people to create an unforgettable experience.’

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