Reactivating the Negotiation Muscle: Tools & Insights for Today’s Sellers
This week, in a conversation with my management team, a key theme emerged: helping Sellers prepare early for negotiations. It’s a skill that hasn’t needed intentional focus for a while—but it’s time to reactivate that muscle.
With that in mind, I’m sharing a powerful pod that can help agents and clients alike navigate today’s more nuanced, negotiation-heavy market. This is a “sound on” 🔊 kind of Fridays with Laura!
🎧 PODCAST RECOMMENDATION: Episode: Life at Ten Tenths – “#1 Negotiation Mistake That Kills Real Estate Deals”
“Far too often, promising real estate deals fall apart for one reason: the negotiation dies too soon.” – Matt and Garrett
In this episode, a conversation around why that happens—and more importantly, how top-producing agents keep deals alive and thriving, even when things get tough. This isn’t about high-pressure tactics. It’s about the professional mindset, language, and process that help clients make sound decisions while protecting the deal.
You’ll learn:
- The mindset shift that changes how you approach every negotiation
- Why you should always counter lowball offers—and how to do it well
- Key conversations to have early with sellers
- How to keep clients calm, focused, and realistic under pressure
- Language frameworks that preserve leverage without being aggressive
- How strong negotiation creates raving fans and repeat business
Whether you’re a newer agent or seasoned pro, this episode is packed with practical, immediately applicable strategies.
🎧 Listen to the full episode here
⚖️ LEGAL INSIGHTS this week as a focus: Understanding WUCIOA (Washington Uniform Common Interest Ownership Act)
With NWMLS Forms changes coming July 25, 2025, I’m also sharing a short, two-part video series from Washington REALTORS® Legal Hotline Lawyer Annie Fitzsimmons.
This law impacts residential properties with recorded CC&Rs after July 1, 2018—and by 2028, it will apply to all HOA-governed communities. Annie’s breakdowns are concise, clear, and essential viewing.
đź“Ś Part I:
Resale certificates, Common Interest Communities (CICs), and upcoming 2028 changes
🔍 Topics Covered:
- What WUCIOA is and why it matters
- How to know if a property is governed by WUCIOA
- Required resale certificate forms (Form 27 vs. Form 27CIC)
- Buyer rights & seller responsibilities
- Key updates coming by January 1, 2028
🎥 Watch Part I
đź“Ś Part II:
Small community exemptions, waivers, and legal flexibility
🔍 Topics Covered:
- What qualifies as a “small community”
- Expanded exemptions starting 2028
- Waiver process for unavailable resale certificates
- Practical impacts on closing, possession & negotiations
🎥 Watch Part II
Whether you’re guiding sellers, working with buyers, or looking to sharpen your own practice, these tools offer a timely reminder: preparation and knowledge are the foundation of confident, successful negotiations and real estate business.
Let’s keep that muscle strong – all summer long. đź’Ş
Fridays With Laura 