There’s an old saying that you catch more flies with honey than vinegar. In real estate, I’ve found that to be true more often than not.
Recently, I represented a seller who received a very low offer. Now, low offers don’t offend me. They’re part of the business. Every buyer has a budget, every property has perceived strengths and weaknesses, and every negotiation has to start somewhere.
What did create a problem wasn’t the number.
It was the way the offer was presented.
The buyer’s agent submitted the offer knowing it was significantly below asking price. Instead of personally explaining their buyer’s reasoning, they attached a lengthy explanation that had clearly been generated by AI. The wording came across as condescending, dismissive, and almost insulting. It essentially suggested that we had dramatically overpriced the property and failed to understand its condition.
The irony?
We had already taken the property’s condition into account when pricing it. We’d already adjusted the price accordingly and understood exactly what work the home needed.
The problem wasn’t that they disagreed with our pricing.
The problem was how they chose to communicate that disagreement.
Negotiation Is About People
Real estate is often portrayed as numbers on a spreadsheet.
In reality, it’s people making emotional decisions.
A seller isn’t just evaluating the purchase price. They’re evaluating whether they’re dealing with someone they trust to negotiate fairly.
When an agent presents an offer respectfully—even one that’s well below asking price—it keeps the conversation moving.
When an agent comes across as arrogant, argumentative, or dismissive, they often make it much harder for their own buyer to succeed.
I’ve often described this as “pushing water uphill.” Once a seller feels insulted, every future conversation becomes more difficult.
The Difference One Phone Call Can Make
Ironically, I received another offer on that very same property.
It was also below asking price.
But before submitting it, that agent picked up the phone.
They simply said something along these lines:
“David, I know this offer is lower than you’d like. My buyers have looked at several homes and, based on the updates they feel they’ll need to make, this is where they’re need to be. I’m hoping we can find some middle ground.”
That conversation took less than two minutes.
There was no criticism.
No lecture.
No implication that the seller didn’t understand the market.
Just a professional explanation.
Guess what happened?
We negotiated.
We found common ground.
Everyone stayed focused on solving the problem instead of defending their pride.
AI Is a Tool—Not a Negotiator
I use AI nearly every day.
It helps me write, organize ideas, create marketing materials, and improve efficiency. Technology is an incredible resource when it’s used appropriately.
But AI shouldn’t replace professional judgment.
If you’re simply copying and pasting whatever an AI platform generates without considering how it will be received, you’re no longer communicating—you’re outsourcing your relationship with another human being.
Negotiation requires reading personalities, understanding emotions, and knowing when a conversation is better than another email.
That’s something no software can fully replace.
“I’m Just the Messenger”
One phrase I’ve never been fond of is:
“I’m just the messenger.”
No, you’re not.
You’re the professional hired to represent your client’s interests.
That doesn’t mean being confrontational.
It means knowing how to communicate difficult information in a way that moves negotiations forward instead of creating unnecessary conflict.
Great agents don’t simply deliver offers.
They present them.
They provide context.
They build rapport.
They keep conversations productive.
Your Agent’s Communication Skills Matter
When you’re hiring a real estate professional, it’s easy to focus on marketing, social media, production numbers, or years of experience.
Those things matter.
But so does something that’s much harder to measure:
Can your agent communicate effectively when negotiations become difficult?
Can they calm emotions?
Can they explain a position without offending the other side?
Can they build trust instead of creating resistance?
Because sometimes the difference between a successful transaction and a failed one has very little to do with price.
It has everything to do with the way that price is presented.
That’s why I believe negotiation isn’t simply about getting the best deal.
It’s about helping both sides reach a meeting of the minds.
And sometimes, your approach matters more than your numbers.
If you’re buying or selling a home in Central Florida and want someone who believes communication is just as important as negotiation, I’d love the opportunity to help.
You can also explore more real estate tips and market updates on my blog at https://www.daviddorman.com/blog, or learn more about buying and selling homes throughout Central Florida at https://www.daviddorman.com.
For current market statistics and housing trends, the Florida Realtors® website (https://www.floridarealtors.org) is an excellent consumer resource.
Contact David Dorman
David Dorman
Broker Associate | CENTURY 21 Carioti
Serving Ocoee, Winter Garden, Windermere, Orlando, Clermont, Minneola, Groveland, Apopka, Mount Dora, Tavares, Gotha, Dr. Phillips, Bay Hill, Celebration, and surrounding Central Florida communities.
Phone: 407-948-8295
Email: david@daviddorman.com
Website: https://www.daviddorman.com
Real Estate Blog: https://www.daviddorman.com/blog
When you hire David Dorman you GET David Dorman.