A $20,000 gap. One question closed it.
🎙️ Full Episode 339: tracyhayespodcast.com/339
Tracy Hayes has watched buyers walk away from a $600,000 house over $1,000 — the same people who'd drop $1,000 on a pair of shoes without blinking. Somewhere in the negotiation they lose the fact that they love the house.
Marilyn Gilman ran the math on a deal stuck $20,000 apart. She told the other agent to do the exercise with their buyers: what's the actual monthly difference? Call it $150.
"Is it worth monthly to you $150 to lose the house that you really love?"
They bridged it. They bought the house.
She does the same thing on the sell side: "What's your goal? You're gonna net plenty — but is your goal to make 40% on a house?" It makes people look inward.
Her line for it: you've got a fish on the line, and you're not going to get him in the boat over a couple thousand dollars.
📲 Connect with Marilyn Gilman | The Gilman Group, Berkshire Hathaway HomeServices:
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