What’s your approach when a high-end buyer requests excessive credits or concessions?

High-end buyers often test boundaries—it’s part of negotiation culture at this level. I respond with firm grace.

First, I reframe the conversation: “Let’s focus on what the inspection actually supports.” Grounding in facts removes emotion.

If the requests feel inflated, I counter with partial credits or targeted repairs—enough to maintain goodwill but protect net value.

I also evaluate psychology: sometimes buyers want reassurance, not a discount. A small gesture often preserves momentum toward close.

Negotiation isn’t combat—it’s choreography. The best agents protect relationships and results.