Real Estate Negotiation 101 – The “CALMER” Negotiation System

When I started in the Real Estate Business back in 2019, I was suddenly thrust into daily negotiations- and believe me, it wasn’t easy.

My first real estate job involved negotiating with dozens of tough, experienced Middle Eastern used car salesmen and mechanics in an industrial property in South Ottawa. Great people. Fantastic tenants. But masters of negotiation who weren’t about to let a new agent from small-town Ontario get the better of them.

And I made all the rookie mistakes:

• I asked for too much and pushed good offers away.
• I asked for too little and left money on the table.
• I got emotional when offers were low or when tactics got tricky.
• I was rigid when I should have been flexible-and flexible when I should have stood firm.
• Most of all, I was stressed out by the entire process.

What Changed Everything

Luckily, I had mentors. I started reading the best books, took real-world training, and most importantly, I practiced – week after week – on live, high-stakes negotiations.

Over time, I developed a system that works.

It’s fair, it’s firm, and it’s persuasive-not pushy. It helps you “win” negotiations whether you’re buying or selling, and whether you’re up against a bank, a savvy investor, or an everyday homeowner just trying to move on.

I call it the CALMER Negotiation System.

The CALMER Negotiation System

C – Clarify Your Goals

The first step is to know what you’re really trying to achieve. What kind of future are you building with this purchase or sale? Clarity leads to smart decisions and fewer regrets.

A – Assess the Situation

Next we work to understand the market and your counterparty’s goals, options, and constraints. A strong grasp of the facts reduces risky assumptions-and gives you the edge. 

L – Leave Emotions on the Sidelines

Negotiation is emotional by nature-but decisions should be driven by data and systems as much as possible. Calm is your competitive advantage. We pre-plan how we will respond to certain scenarios, so we are not taken by surprise.

M – Motivate Through Vision

People don’t respond to pressure, but they do respond to vision. By working to help them see how a deal will benefit them, we can motivate them without being pushy.

E – Engage Your Counterparty

Negotiations are about trust, and so keeping up good communication and engagement helps get your counterparty invested in making a deal. Creating engagement is an important part of a Realtor’s job and can help get you better deals.

R – Reassess As You Go

Stay flexible. New information is always emerging-use it, don’t let it throw you. We have a process for how we deal with new information as it comes up.

Want to Learn More?

If you’re buying or selling a home in the next 12 months and want to negotiate with confidence, I’d love to show you how the “CALMER” System can work for you.

Just text “CALMER” to (613)614-3376 and I’ll send you some simple tools you can use to get the best possible deal – without the stress.

Let’s make real estate negotiation easier, calmer, and more effective – for you.

Best,

Chris Hendricks

Real Estate Broker

ChrisHendricks.ca