In many places, there has been a bit more stock around, and days on the market are perhaps a little higher than usual in some areas.
Of course, that’s the laws of supply and demand – and that’s real estate.
So, in times like these, understanding the forces shaping a customer’s decision-making process can be the difference between getting your client sold and someone wanting to pull out.
This Prompt Pack, built on Bob Moesta’s revolutionary demand-side selling principles, will hopefully help you understand what’s really driving your clients’ decisions.
The four forces impacting negotiation
Every negotiation involves a delicate interplay of Push, Pull, Anxiety, and Habit Forces.
These forces dictate a seller’s motivation, hesitation, and, ultimately, their willingness to accept or reject an offer.
Push Forces: What’s Driving Them to Sell?
Push Forces are the seller’s internal motivators, why they’re selling now, and what’s pressuring them to act.
- Timeline Pressure: Are they relocating for a job? Downsizing for retirement? Or just testing the waters?
- Cost of Staying: Monthly mortgage payments, interest rates, maintenance, or missed opportunities can add urgency.
- External Market Factors: A great offer now might seem better than gambling on an uncertain auction.
2. Pull Forces: What’s Drawing Them Forward?
Pull Forces reflect a buyer’s or seller’s vision for the future—their ideal outcome.
- What’s Next? Are they moving to a dream home or unlocking equity to invest elsewhere?
- Progress They Want: The faster they sell, the sooner they can start their next chapter.
- What Does Success Look Like? They want to sell at the highest possible price but without unnecessary delays or risks.
3. Anxiety Forces: What’s Holding Them Back?
Anxiety Forces are the fears and uncertainties that make us hesitate.
- Market Concerns: Will holding out lead to a higher bid or leave them empty-handed?
- Price Fears: What if the auction doesn’t meet their expectations?
- Worst-Case Scenarios: Losing the current buyer, market conditions worsening, or needing to start over.
4. Habit Forces: What Emotional Attachments Exist?
Habit Forces are the sentimental ties and comfort factors keeping sellers from moving forward.
- Emotional Attachments: Family memories or long-term ownership can make letting go tough.
- Comfort Factors: Selling is stressful—staying is familiar.
- Hesitations: They may feel unsure about parting with a home that’s been part of their identity.
Prompt Pack
How to Use These Prompts
Think of these prompts as your negotiation strategy assistant. Whether you’re:
- Interviewing new clients
- Preparing property marketing
- Handling negotiations
- Supporting client decisions
- Managing transactions
These prompts help you focus on what matters—helping your clients make progress in their lives rather than just completing a transaction.
The collection is perfect for agents who want to move beyond features and benefits to create deeper client connections and better outcomes.
I’ve included:
- Buyer and Seller Analysis
- Offer presentation
- Counter Offer
- Negotiation Dialog Templates
- Objection Handling
- Progress Focused Strategy
- Stalemate Resolution
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*Read the original version of this story published on AI-Powered Agents here.