Key Lessons from Greg Harrelson & Abe Safa
(Level Up Podcast)
In this episode of the Level Up Podcast, real estate pros Greg Harrelson and Abe Safa break down what truly drives successful real estate negotiations. Spoiler alert: it’s not some secret hack—it’s all about communication.
Whether you’re a seasoned agent or just getting started, their insights shed light on how to guide clients through complex deals with confidence and clarity.
🔑 Key Takeaways on Real Estate Negotiation Strategies
1. Negotiation is collaboration—not combat
Forget the “win-lose” mindset. Successful real estate deals happen when both parties feel heard and satisfied. Overly aggressive tactics can backfire, often causing deals to collapse and harming client trust.
2. Communication shapes outcomes
Deals often fail due to how something is said—not what is offered. A poorly worded comment or a dismissive tone can turn clients off or create unnecessary resistance. Tone and timing matter.
3. Mindset matters more than strategy
Approach each negotiation as a chance to solve problems, not win arguments. The best outcome isn’t always the lowest price or the highest bid—it’s what serves the client’s long-term goals in today’s market.
4. Clients need to feel understood
Even if clients don’t get their ideal terms, they want to know you’ve truly listened. Acknowledging emotional drivers behind decisions builds trust and helps prevent regret.
5. Emotional control is critical
Agents must stay calm under pressure. Your role is to provide clarity and stability—not to get caught up in the chaos. Emotional decisions often derail otherwise solid deals.
6. Use time as a tool
Sometimes the smartest move is to hit pause. Giving clients space to “sleep on it” can ease tension and lead to better, more thoughtful decisions. This delay tactic often saves deals that are on the brink.
7. It’s not just about price
Agents should think beyond the number. Terms like closing dates, repair requests, contingencies, and occupancy timelines all carry weight. Focus on what matters most to your client and look for trade-offs.
8. Flexibility is a superpower
Great negotiators know when to stand firm—and when to give. The goal is to protect your client’s priorities without pushing the other side too far, which can lead to remorse or even deal collapse.
💡 Final Thought
Greg and Abe emphasize that empathy, emotional intelligence, and clear communication are the real differentiators in real estate negotiation. These skills not only close more deals but also strengthen relationships and build long-term success.
Want to sharpen your negotiation skills? Check out their coaching platform, Agent Success Academy, and subscribe to their daily texting tips for real-world advice you can use immediately.
For deeper training on these principles, explore our Language of Sales course, which teaches NLP techniques to connect and close, and our Objection Handling Mastery course to strengthen your negotiation confidence and communication skills.
To take your real estate career to the next level, explore the Agent Success Academy, our all-in-one coaching platform designed to help agents grow with proven systems and daily support.
