Who has the leverage?

In a buyer’s market, that question can determine how a negotiation ends.

This week, Andrew walks through a recent deal where a buyer came back after the home inspection looking for a significant price reduction. We break down how he and his sellers created leverage before that second negotiation ever happened, investigated the inspection concerns, brought the conversation back to the facts, and ultimately put themselves in a position where they were prepared to let the deal go.

That leads into a bigger conversation about pricing and positioning listings in today's Fraser Valley market, including what to do when you're already 45 or 60 days into a listing and realize the conversation with your seller should have been different from the beginning.

We also talk about getting beyond broad market statistics and doing the work to understand the micro-market your client's property actually competes in. A Fraser Valley average doesn't necessarily tell you what's happening with a particular condo building, neighbourhood or property type.

Plus, AI is rapidly changing how consumers find information and choose professionals, we've got some Little Oak events coming up, and we finish with a reminder not to let all the noise and change happening around the real estate industry distract you from what actually grows your business: your people, your relationships and the value you provide.

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