Negotiating Agreements Dialogues

Dialogue 1How To Create a Negotiation skillset Being able to effectively negotiate agreements is a skill that will• Bring you NOW business.• Convert leads into appointments, appointments into contracts, contractsinto closings, and closings into more referrals.• Create a consistent, predictable, reliable monthly income for you.Master this language and you’ll master your power to persuade!

Dialogue 2 How To Create A Powerful Pre-Appointment Mindset

When you stop and think about what you want to communicate inyour pre-appointment package, stop and think about whatspecific outcome you want to occur.Exercise: Using no more than 10 words, how do you want yourprospect to experience you after they read, watch or listen to yourpre-appointment communication?For example, you may want them to think “I know this is going tobe a valuable meeting,” or “Clearly this meeting will be worth mytime.”Once you have a specific outcome, design all yourcommunication to make that occur. Come to the Dojo for specifictraining and coaching.

Dialogue 3 How To Communicate Before Your Listing Appointment

The secret in your pre-appointment package is a simple letteror video that communicates the distinction between propertiesthat will sell and the ones that are Just Listed. The fivedistinctions are

1. Sellers have a deadline; Just Listed has none.2. Sellers will lower the price every 30 days; Just Listed won’t.3. Sellers will invest in staging; Just Listed won’t.4. Sellers will remove all obstacles; Just Listed will create obstacles.5. Sellers will help you; Just Listed is not interested in doing “your job.”

Dialogue 4 How To Communicate SuccessBefore Your Buyer Or Borrower Appointment

The next time you’re in a consultation with a new buyer/borrower,allow them to mentally practice or rehearse their (5-6-7) before iteven occurs.Notice how you can use a word like success as a mnemonic todemonstrate your commitment to their success.First you’ll know it; then they’ll know exactly how prepared youare to make their happy outcome a reality.Customize your communication; you will find a sample letter andpre-appointment video at the Magic Words Dojo.Magic Words1. Seek to Understand2. Utilize Local Market3. Contract and Negotiations4. Coordinate the Transactional Details5. Establish a Celebration Date6. Set Up a Moving Date7. Stay in Touch for Life

Dialogue 5 How To Be Extra Persuasive During Your Initial Consultation

Before your next consultation, stop and think how you can usethese three tools to be extra persuasive.(1) Because people like people who are like themselves,matching their behavior will enable you to establish deep levels ofliking.(2) Because people like to do what other people are doing, thenmake frequent use of testimonials and stories about how existingclients made the decisions you want your client to make; this willmake you more persuasive.(3) Because people like to be consistent with previouscommitments, at an appropriate time in the consultation remindthem of their earlier commitment and ask them to make a choice.

Dialogue 6 How To Discover How To Motivate People

Ask a person, “What do you want?” Then listen vigilantly so youcan discover if they are “move-to” or “move-away” people.“Move-to” people say, “To get, to have, to become.”“Move-away” people say, “To avoid, so I don’t have to, I don’twant to.”It’s pointless telling a “move-to” person that by doing somethingshe can avoid a problem later.It’s just as pointless telling a “move-away” person that by doingsomething she will achieve great things.You’ll find that you will be more persuasive when you give youradvice and match their direction of motivation.

Dialogue 7 How To Deepen Rapport By Matching Your Client’s Senses

The more you choose words which agree with the way yourclients think, the more you deepen your rapport and your powerto persuade.A person thinking in pictures (visual) will use words such as“picture, imagine, focus, perspective,” etc., and may employphrases such as “picture this,” “look at it from my point of view,”or “let’s get this in perspective.”A person thinking in sounds (auditory) may say things like“sound, hear, ring, buzz,” etc., and may use phrases such as“sounds good to me,” “I hear you,” or “that rings true.”Other words and phrases point to feelings (kinesthetic) such as“feel,” “handle” or “smooth.”

Dialogue 8 How To Use Stories And Sensory-Rich Language To Embed The Command “Sign the Contract”

• (Client Name), I remember sitting with (Friends Name) like we are now.• I asked, “(Friends Name), are you ready to sign the contract?”• and he looked at me with such focus and intensity,• like Tiger Woods before sinking a long putt.• He then took my pen,• and with one smooth stroke slid his signature across thecontract,• and then looked up at me with a smile and wink• and said, “Yes, Joe, I’m ready to sign the contract.”• Shall we?

Dialogue 9 How To Discover How People Make Major Decisions

Ask the question, “How will you know when I have done a goodjob?”Then listen vigilantly so you can discover if they are “internaldeciders” or “external deciders.”Internal deciders say “I just know” or “I’ll know.”External deciders say “By the results” or “You get the job done.”If you tell an internal decider to do something because otherpeople are doing it, they’ll say, “So what?”If you tell an external decider to do what they think is right, they’llget frustrated.You will find that you become more persuasive when you giveyour advice and match their source.

Dialogue 10 How To Start Your Contract Presentation To A Seller

• (Client Name), (Buyers Name) have agreed to buy your house• and I’m not going to say that this is the perfect contract;• however, for just a moment imagine that because (Buyers Name)have agreed to buy your house,• you now can (5-6-7).• While you imagine that,• let’s take a closer look at the terms in which (Buyers Name) haveagreed to buy your house.• Shall we?

Dialogue 11 How To Present Low-Ball Offers To Sellers

• (Client Name), I’m curious,• if a good friend of yours wanted (5-6-7)• and was given this offer and asked your advice,• what would you say to them?

(This works well because it’s sometimes easier to see what wouldbe good for someone else. You can use this fact to helpsomeone find solutions to their own challenges. When you thinkabout another person’s situation, the emotional connectionsaren’t the same, so you can think more clearly.)

Dialogue 12How To Help People Stop Thinking About It And Decide.

• Imagine if I were you and (pause)• say (pause) I really want this,• when I’m in a situation like yours,• I just STOP and say, “Stop messing around and make adecision.”• Or at this point, once I’ve been through the figures,• I just STOP and say, “It’s time to sign on the dotted line.”

(The “STOP” is a pattern interrupt, and creates an opening foryou to send their internal dialogue in a new direction. Powerful,wouldn’t you say?)

Dialogue 13 How To Embed A Trial Close

• (Client Name), with some people I just ask,• “Are you ready to sign the contract now?”• but with other people• I wait to make sure they get all their questions answered first.

(If they respond when you ask your embedded question, you’ve gotyour answer.)

Dialogue 14 How To Negotiate For A Price Reduction Using A Positive Sandwich

• (Client Name), you have really gone out of your way• to make the home available to anyone• who might be interested in looking at it• and you have staged it perfectly.• Well done.• Perhaps what we could do next (pause)• I don’t know if (pause)• you can do this (pause)• it’s certainly not easy. (pause)• Do you think (pause)• you could make it available to more people• by testing a slightly lower the price?• But,• you sure are keeping it clean so it shows well.

Dialogue 15 How To Use The 30/60/90 Day Pricing Formula

• I, like you,• know how important your (5-6-7) is to you,• but you may not know• that how fast or slow you get (5-6-7)• all depends on where you choose• to begin to test your sales price.• Based on what you told me (5-6-7),• you have three choices to test.• A 30-day price of $_____.• A 60-day price of $_____.• Or (3) a 90-days-or-more at $_____.• What would happen if you test-priced it at $______• because you really want (5-6-7)?

Dialogue 16 How To Use The “Consulting Skills” Close

• It’s good that I am your consultant,• and you may already be aware of that• when you see how I define problems during the transaction• and differentiate the essential objectives from less relevantconcerns.• (Client Name), experience shows• you must anticipate likely obstacles to getting your (5-6-7)• and then identify sensible means to avoid them.• (Client Name), you’re going to become happy• when you find how I recognize• the different needs of all the relevant people• impacted by the decisions you make.• So let’s go ahead and _____,• shall we?

Dialogue 17 How To Use The “Negotiating Skills” Close

• (Client Name), just imagine• how amazed you’ll be• when you notice how I treat your money like it’s mine,• because when it’s time to save you or make you money,• I am like a Pit Bull.• (Client Name), in the weeks and months ahead,• when you’re already (5-6-7),• you’ll look back and quickly become aware• that my negotiating skills alone were worth every penny youpaid me.• So let’s go ahead and ______,• shall we?

Dialogue 18 How To Use The “Overseeing The Details” Close

• (Client Name), in the days and weeks and even months ahead,• I imagine you will appreciate• my role as the person who oversees all the transactionaldetails.• As a matter of fact,• one of my greatest skills• is to see things from multiple perspectives,• which means I can identify likely, unintendedconsequences of our decisions• because I recognize the conclusions that can and cannotbe drawn from a particular exchange with all the differentpeople involved.• Think how relaxed you’ll feel when you’re (5-6-7).• So, let’s go ahead and ______,• shall we?

Dialogue 19 How To Satisfy Your Client’s Analytical Conscious Mind And Pre-Frame Your Contract Presentation

• (Client Name), my coach Joe Stumpf says,• “Present all contracts as if your client is skeptical• because that makes me a more rigorous consultant foryou.”• So don’t (pause)• believe everything I’m saying (pause)• because you want to decide for yourself that (pause)• this contract makes sense.• So let’s first see that (pause)• it makes your (5-6-7) come true (pause)• and then see that (pause)• the term makes sense,• shall we?

Dialogue 20 How To Embed The Command “Accept This Offer”

• (Client Name), I’m curious,• how aware you are of the consequences• if you decide not to (pause)• accept this offer?• Now, think what would happen if you choose to go for it,• and accept this offer now?• Has it occurred to you how good you’ll feel• knowing that you get your (5-6-7) when you accept thisoffer?

Dialogue 21 How To Present A Contract To A Person Who Is Hesitating

• (Client Name), I’m curious,• have you ever not waited when you wanted to wait• and everything worked out just fine anyway?• Because you don’t (pause)• have to (pause)• sign the contract (pause)• because you want to decide for yourself that (pause)• this contract makes sense.• So now let’s first think that (pause)• it makes your (5-6-7) come true (pause)• then think that (pause)• the term makes sense,• shall we?

Dialogue 22 How To Pace Then Lead Your Clients To A Logical Conclusion

• As you sit here listening to me,• you might want to think how to answer these fourquestions...1. What would happen if you did accept this offer?2. What would happen if you didn’t accept this offer?3. What won’t happen if you do accept this offer?4. What won’t happen if you don’t accept this offer?

(Now you can help them consider all possible ramifications to acourse of action while you embed a helpful command.)

Dialogue 23 How To Help People Deal With Difficult Situations And People

• (Client Name), maybe you’ve noticed• the reason some pro athletes struggle to overcome defeat• is that they become emotional about it.• Experts say, rather than remain upset,• it is more useful to step back and ask yourself,• “What can I learn from this situation?”• and then apply it to future situations.• I’m curious,• what if you had to find a blessing in this situation• so you could• learn from it now,• and then• refocus your thinking• on your (5-6-7)?

Dialogue 24 How To Suggest They Sign The Contract

• As we sit here now• and as you consider what your next best step might be,• (Client Name), there is no need• for you to sign the contract now,• so you can just relax• and fully enjoy this moment.

Dialogue 25 How To Negotiate For More Time

• I’ve heard it said• that the risk you’re taking when you are making a baddecision outlasts the benefits when you make a gooddecision for years to come.• Experience shows• that people don’t set out with the intention to make a baddecision,• because it seems right at the time.• In fact, people don’t even make bad decisions;• they make good decisions with bad or insufficientinformation.• So let’s take time now to make a good decision,• and by taking more time now• you can fully relax• and make an informed decision• so you can be happy now• and stay happy as you (5-6-7).

Dialogue 26 How To Help A Move-Away Person Accept A Reasonable Offer

(Client Name), as you say ____ (parrot phrase) ____,I become curious when I hear this – how can you be sure?Are you sure enough to be unsure?How can you be really sure that you’re correct about that?Seriously (smile, pause, raise your eyebrows, lean in),have you ever been wrong about anything before?I’m asking you that because I’m really curious,if you don’t accept this offer,what are the things that you’ll loseby not taking actionthat you won’t want to lose?

Dialogue 27 How To Handle A Counteroffer Using The “Train In The Station” Metaphor

• I know how you feel,• Mike felt the same way and what he found was,• it was like standing at the train station waiting for the$400,000 train• when the $385,000 train is here now (hold up contract)• and it’s ready to take off.• Like you, he wanted to wait for the next train because hebelieved it was going to be the $400,000 train,• but the next train in was $375,000. (put contract away)• (Client Name), I suggested that he get on board the $385,000,• he chose to wait,• and three months later he ended up on the $360,000.• Let’s learn from Mike’s experience,• shall we?

Dialogue 28 How To Tell The Seller The Facts About The Market

• (Client Name), the fact is,• one of the greatest motivators for buyers to buy in the pastwas the promise of appreciation,• and now that promise does not hold true based upon theheadlines that the buyers are reading.• Experience shows they want to increase their chances ofnot losing money by making lower offers.• This is compounded by the fact that it is harder to come upwith the larger down payment requirements,• and it’s also a fact there are more homes for sale thanbefore.• (Client Name), based on these facts,• your next best step is to accept this offer and get on withyour (5-6-7).

Dialogue 29 How To Ask The Seller To Lower Their Price Or Cancel The Listing

• (Client Name), in order for us to achieve your (5-6-7),• we will need to lower your price to $_________.• Please allow me to do that (pause)• if you cannot,• I don’t want to be the agent that keeps you from (5-6-7)• so I will be sending a cancellation agreement.• Thank you and I wish you the best.

Dialogue 30 How To Motivate Buyers Who Are Negotiating By Doing A Simultaneous Price Reduction

• (Client Name), because we want to create more motivation for thisbuyer to act quickly and accept our counteroffer,• I suggest we tell the world what the new price is• and we do that now by lowering the price in the MLS.• The lowered MLS price• should give the buyer a little bit of a sense of urgencyabout reaching an agreement right now.

Dialogue 31 How To Put A Face On An Offer

To make a seller receptive to your offer, you can make the sellerfeel a connection to your buyer. Help your buyer write a letter tothe seller letting them know why they’re the perfect buyer.

Outline:The names, ages and relationships of all occupants. A littlehistory about their previous homes and how that relates to thishome. Their occupation, education and struggles to get to wherethey are in life. List the specific reasons why they fell in love withthis home. Explain why they deserve to live in this home andhow they will care for it.

Dialogue 32 How To Handle “We’re Interviewing Other People”

• (Client Name), I’m not going to say• “Work with me”• because you already know I want you to do that,• and if you want to try to find someone who might help youget your (5-6-7),• like me,• then listen carefully and make sure they take lots of time tofind out what is important to you,• like I did,• because we want to know you have a person like me whois completely focused on your (5-6-7),• and please get a list like this of 10 references• before you sign the listing contract. (Hand them your list)

Dialogue 33 How To Help People Move Though The Cycle Of Change

• (Client Name), I’ve heard it said that there are four stages of changepeople go through.• As you listen, stop and say to yourself,• “Where am I now, and where am I going next?”• One is uninformed optimism; you feel excited and intriguedby the change.• Two is informed pessimism; you feel confused by reality.• Three is informed optimism; you now feel optimismreasserting itself because now you accept the reality of thesituation.• Four is completion; you now commit to finding a workableplan of action because you want your (5-6-7).

Dialogue 34 How To Accelerate Their Decision

• So let’s just say you don’t accept this offer for $_______.• Is keeping it on the market at $_______• like we have for the past ______ days• going to get you your (5-6-7)?• I’m curious,• in 90 days• if we are sitting here• and we don’t get a better offer, will you say to yourself,• “I should have accepted $________?”

Dialogue 35 How To Ask For And Get An Unconscious Buying Signal

• That’s a nice house, isn’t it?• Do you like it enough to make it your own? (pause)• If I told you tomorrow that someone else bought thisproperty would you feel disappointed?• In an effort to better help my clients,• I typically ask them after they’ve viewed a property,• “Do you want to buy this one?”• Would it be okay if I asked you that question, too?

Dialogue 36 How To Work With The Buyer’s Advisors

• (Client Name), when (advisor) goes (or comes) with you to theproperty,• I suggest you take the lead and show them the property,• and of course I’ll be standing by if you need anything.• One more thing,• I do want to warn you,

• (advisor) will see their role as protector and likely be hyper-critical of the property.

• Let’s be patient with (advisor),• shall we?

Dialogue 37 How To Calm An Angry Client

• I can share your frustration• because I and a good friend and client of mine, Mike,• went through the same thing.• And what we discovered was that• when we fully expressed our anger at this moment,• we were then able to put all of our good, powerful energyand thinking into what we wanted to do next,• like you,• to make your (5-6-7) come true.

Dialogue 38 How To Help Your Seller Think Like A Buyer

• (Client Name), (Buyers Name) have agreed to buy your home,• and (Client Name),• since (Buyers Name) have agreed to buy your home,• if you choose to counteroffer• it’s a little bit like saying, “I want to buy my house backfrom (Buyers Name)”• for whatever amount of money you may want tocounteroffer.• I’m not saying accept this offer,• and I do want to advise you• that you may really want to think it over• before you decide to buy this house back from (Buyers Name)• because contractually your home is sold.

Dialogue 39 How To Explain To A Seller Who Sells Their Home

• (Client Name), as you know• I have 37 marketing strategies and mindsets that help mesell your home;• however, experience shows• that only about 15 percent of the time does the listingagent actually sell their own listing.• Now, please know that nothing would please me more• than selling your home myself but that’s not very likely.• My number one responsibility is not to sell your home• but to cause your home to sell.• So when other associates from our company or agentsfrom other firms are showing your home,• you can feel good because you’ll know that I’m doing myjob.

Dialogue 40 How To Describe A Successful Open House

• I’m not going to tell you• that many sellers will have made the mistake andjudged the success of an open house only by the numberof people that attend• because only a small percentage of open houses actuallysell during the open house.• Experience shows• open houses draw attention,• which means it results in people talking and sharinginformation with friends, and activating neighbors, agentsand buyers.• What an open house will do is highlight, reinforce andremind the marketplace about a property’s location andfeatures that ultimately result in a sale.• So when you think of your open house,• remember it’s not quantity• but quality.

Dialogue 41 How To Negotiate A Home Warranty Insurance Program

• As you probably already know,• like yourself,• buyers are concerned about mechanical and other itemsbreaking down after they move in,• and you can understand that, can’t you?• The good thing about that• is that can be addressed by a simple home warrantyinsurance program• because it protects you and the buyer of your house.• As you can imagine,• this home warranty program is effective when used toposition your property to compete against newconstruction properties.• So, let’s get it done now,• shall we?

Dialogue 42 How To Talk About 88 Types Of Turbulence

• (Client Name), ______ is like flying an airplane across the country,• and because there are so many people involved• we will run into turbulence.• Just suppose that I’m the pilot and you’re the passenger.• If you could see what I see in the cockpit,• what you would see is at least 88 types of turbulence,• but since you’re in the passenger seat you can’t see it,• until now. (Give them the list)• Be assured I will be monitoring every phase of thetransaction• and when turbulences arise,• I will quickly be in touch with you• to discuss our options and alternatives.

Dialogue 43 How To Ask For The Listing Before You Discuss Price

• (Client Name), based on what you’ve told me,• I believe I can help you get your (5-6-7).• So I’m curious,• what’s it going to be – 1-2-3 or me?• (They say, “I am impressed with you, but we haven’tdiscussed price yet!”)• You’re right, we haven’t discussed price yet• but you are impressed with me, right?• (“Yes.”)• Then can I assume if in a few minutes we can agree onprice,• can we agree right now• that I’ll be the person to help you get your (5-6-7)?

Dialogue 44 How To Use A Secret Code To Identify Amateur Or Pro

• (Client Name), in the days, weeks and months ahead• you will become aware that there are two types of peopleinvolved in your transactions:• Pros and Amateurs.• I’m not proud of the amateurs because experience shows• they will stretch accepted legal and ethical practices tosecure their way.• The pros like me do just the opposite;• they always tell the truth.• So please be comfortable having a secret code betweenus.• While we are involved with different people during thetransaction, I will simply say either “amateur” or “pro,”• and we will both know what that means,• fair enough?

Dialogue 45 How To Facilitate An Inner Dialogue With Your Client

• Experience shows,• depending on our circumstances we speak from the voice ofour “little self” or the voice of our “big self.”• So I’m curious,• under these circumstances right now,• are you aware of the part of you that is skeptical?• What would skeptical self say about _____?• Are you aware of the fearful part of you?• What would fearful self say about _____?• Are you aware of the positive, optimistic, brilliant self?• Let’s call that self “Big Mind.”• I’m curious,• what does Big Mind want to say to skeptic and fear?

Dialogue 46 How To Get Buyers To Focus On The Property Features Rather Than The Price

• (Client Name), I was wondering,• how easily could you look at homes without knowing theasking price• until after you feel satisfied with the viewing,• because when you focus intently upon a home’s features,• you’re assured to see exactly what you want• and you can be comfortable knowing that each home you’reshown will go inside your price range.• I’m wondering,• how easily could you do that for yourself, please?

Dialogue 47 How To Help People Grieve The Loss Of Their Home

• (Client Name), you may know• there are stages of grief that people experience duringdifficult times.• It may help you understand where you are now and whereyou’re going next.• First is shock: You’re stunned. Frozen.• Then denial: You can’t believe it’s happening to you.• Then anger at everyone and everything.• Then bargaining; hoping that the bad news is reversible.• Then depression, seeing only a horrible end with nothingbeyond it,• followed by support, which is asking for help.• The final stage is acceptance, where you’re ready to moveon to the next phase of your life.• I wonder if you know where you’re at right now?

Dialogue 48 How To Tell If A Seller Will Negotiate Price

Does it say “Seller Motivated” in the MLS?Has it been on the market more than 90 days?Are many lots for sale in the neighborhood?Is the property vacant?Is the seller going through a divorce?Is it the last home built in the development?Has the listing ever expired?Is the seller offering specials?Is it a short sale?Is it a bank foreclosure?Is it an estate sale?Are there many foreclosures in the area?Has a contingent sale failed in the last 45 days?

Dialogue 49 How To Improve Upon The Silence

• Say, “Can I help you determine your purchasing power intoday’s market?”• instead of, “Can I pre-qualify you?”• Say, “Can we please test a new price that is morecompetitive?”• instead of, “Will you lower the price?”• Say, “(Buyers Name) have agreed to buy your house”• instead of, “We have an offer on your home.”• Say, “Based on your (5-6-7), would you give me thecourtesy of presenting an agreement to your seller thisevening?”• instead of, “Do you want to write an offer?”

Dialogue 50 How To Deal With Banks Who Only Want To Talk To The Homeowner

• I understand that you had preferred to talk with thehomeowner,• and I appreciate that because the homeowners signed anauthorization to release information to me.• Feel comfortable adding me to the list of the owner’s(pause)• legally designated advisors.• I imagine that if their attorney also contacted you with thisauthorization,• you would deal with them, would you not? Great!• Feel comfortable knowing that I represent them as theirReal Estate/Mortgage Consultant in the same capacity.• Now, what is the best fax number for you to get ourauthorization?

Dialogue 51 How To Get A Bank To Take Your Short Sale Offer

• You may be right, the property is in good shape• but you probably know that there are ___ homes for sale inthis area right now?• I imagine you also know it could take 12 to 24 months• to get this home sold at the price you’re thinking of now.• You know that I know that you know• the best thing for you is to get it off your books now,• so let me show you the benefits when you accept our offerright now• instead of waiting a year or two to get your money.

Dialogue 52 How To Gracefully Disengage From A Consultation

• (Client Name), I think I should leave.• “Why?”• (Client Name), when you put your home on the market,• you deserve to have an agent who’s really excited aboutmarketing your home.• And at the terms you suggest, that’s not me.• So, I would like to suggest that we end it now• rather than both be disappointed later,• but thank you for the opportunity.

Dialogue 53 How To Use Hypnotic Redirection To Be Credible With Buyers And Borrowers

• As you may or may not have noticed• there is a Buyer’s Contract placed within your HomeFinderpacket.• Now, I wouldn’t advise you to• sign this contract• until you fully satisfy yourself that we can provide you withexactly what you want,• but what I would like to suggest is that as we explore theSUCCESS HomeFinder Systems• you begin to notice the specific ways you can• get the help you need right now• by the systems working for you,• and when you do,• please sign this contract.

Dialogue 54 How To Find Out If Your Negotiation Can Move Beyond An Impasse

• (Client Name), I’ve heard it said• not everyone wants to find a solution.• Problems come in very handy sometimes• and some people will get upset if you try to take theircomfort blanket away.• Would it be OK with you to uncover what’s behind this?

Dialogue 55 How To Negotiate The Non-Negotiable

• I know it’s non-negotiable• but $376,900 is a reasonable offer• because you will get your (5-6-7) when you accept it now.• I know it’s non-negotiable• but we really want to include the washer and dryer• because you want to own a home with all the appliances.

Dialogue 56 How To Throw Things Back In The Pot When It's Time For A Compromise

• Those appliances are worth at least $1,500 new, so myclient wants to take them.

(Now you have something for later. If you are getting close to adeal, and the buyer hesitates over a proposed compromise, youhave something to offer.)

• Here is a workable solution:• You can have what you want;• go ahead and take the washer and dryer, too,• and we can sign this right now,• shall we?