How do you coach sellers to stay rational in emotional negotiations?

Even the calmest sellers can become emotional when real money and memories are involved. My role is to be the anchor of logic.

First, I normalize the feelings — it’s natural to react when your home’s value is challenged or a buyer nitpicks your design choices. Then I shift the focus to data: comps, inspection reports, and net proceeds.

I also reframe negotiations as strategy, not conflict. Every counteroffer is simply communication — not rejection. That perspective keeps sellers objective and forward-focused.

Negotiations work best when emotion fuels purpose, not reaction. A calm seller is a powerful one.