Clay Johnson: Hi there guys, Clay Johnson, Castle and Cooke Mortgage. It’s awesome to be here again with Cheryl from Dynamite Productions. Cheryl Knowlton, she is incredible. If you’ve been in her classes, just does an amazing job. And so you just finished teaching real estate negotiation experts how to be a real estate negotiation expert.
Cheryl Knowlton: Yes, mm-hmm (affirmative).
Clay Johnson: I was so impressed at the interaction at how many people were involved in that. And I was actually taking notes, because I got some great ideas. But as you’re teaching that, what are you hoping, the habits that we’ve talked about, what habits are you hoping that your folks come away with on that?
Cheryl Knowlton: There are so many that for the purposes of this video we’ll have to keep it brief, but one of the habits I hope that they really come away with is just entering the situation with less emotion, less emotional attachment to the outcome of the transaction, more focused on the needs of their client over their own. Article one of the code of ethics, right? And also recognizing a very, very important lesson that no matter how flat you smash it, there are two sides to every pancake. And to not only represent the interests of our client, but to calm down, take a breath, and try to use tactical empathy, which we learn about from the amazing Chris Vos, to use tactical empathy to try to understand the position of the other side.
Clay Johnson: That is so perfect. It was so true, and as I’m watching that, I’m thinking of different circumstances, situations I’ve been in. And whereas it’s more on the mortgage side of things, negotiating with the timeframes or with the price oftentimes, but it was some great feedback and great class, and thanks as always. So, with that, guys, that’s a wrap for now. Until next time …
Cheryl Knowlton: We’ll see you in the next video.
Clay Johnson: See you.