The biggest mistake in real estate negotiations has nothing to do with price. It has everything to do with ego. Negotiations break down because the agent makes his own decisions.
In this episode of Real Estate Insiders Unfiltered, Lisa Lipman, #1 Broker at Brown Harris Stevens for 11 consecutive years, unpacks one of the most overlooked skills in real estate: negotiation.
Lippman explains why great negotiators keep their emotions out of the process, keep their clients focused on the end goal, and never let ego derail a deal. It’s a simple lesson, but one that separates the average agent from the elite professional.
highlights
From working with Barbara Corcoran to building one of Manhattan’s most respected real estate businesses, Lipman shares the habits, mindset, and professionalism that have kept him at the top for more than a decade.
The conversation will also consider:
The biggest negotiation mistakes agents make Why luxury real estate isn’t as glamorous as TV suggests What Lippman learned from working with Barbara Corcoran Why first-time buyers remain her favorite clients Daily habits that create long-term success
One of the most fascinating moments was when Lipman shared that a young client was able to find her through AI. This is not because the AI can replace the agent, but because the AI recognizes the value of her experience and advice. As she says, clients choose her because she provides insights that AI alone cannot provide.
Whether you’re a new agent looking to improve your negotiation skills or a seasoned professional looking to hone your approach, this episode is packed with practical advice you can use right away.
Connect with Lisa on Facebook, Instagram, LinkedIn and online at bhsusa.com/agents/lisa-k-lippman.
Real Estate Insiders Unfiltered is currently available exclusively on Inman. Enjoy agent and team-focused content every Monday and leadership interviews every Wednesday. Listen on Apple or Spotify.
James Dwiggins is president of NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.
Keith Robinson is President of Strategy at NextHome, Inc. and co-host of Real Estate Insiders Unfiltered.
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