“This specific advice helped me close a $2M deal last week! The empathy bridge script completely changed how the listing agent perceived my offer. Worth every penny of the mentorship program.”
Vicky helps ambitious real estate agents scale from solo practitioners to team leaders through proven systems and mentorship.
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The market has shifted. Gone are the days when any offer would be accepted. In today's competitive San Diego market, we're seeing 8-12 offers on well-priced listings. But here's the truth: winning isn't about being the highest offer—it's about being the smartest negotiator.
Before we dive into the scripts, understand this: sellers are people, not ATMs. They have emotional attachments, timelines, and fears. Your job isn't to strong-arm them—it's to align your client's goals with their needs.
I've trained over 400 agents on this principle, and those who internalize it close 40% more deals in competitive situations. Let's break down exactly how to do it.
"Don't negotiate price, negotiate value. That is how we win."
When to use: First contact with listing agent, before submitting offer.
Why it works: You're signaling collaboration, not competition. 90% of agents will reveal key intel here.
When to use: Your offer isn't the highest, but it's the cleanest.
Why it works: You're reframing the conversation from "price" to "risk mitigation."
Chart: Offer acceptance rates by contingency type (Source: Vicky Team Internal Data, 2025)
When to use: You're including an escalation clause and need to explain it without sounding desperate.
Why it works: You're educating, not pleading. Confidence wins.
When to use: Inspection reveals issues; you need repairs or credits without killing the deal.
Why it works: Framing it as collaborative problem-solving, not demands.
When to use: You didn't win, but want to stay in the game.
Why it works: 30% of deals fall through. Being the gracious backup builds goodwill.
Here's what I tell every agent in our mentorship program: these scripts work because they're rooted in empathy, clarity, and confidence. But you have to adapt them to your voice and your market.
Practice them out loud. Role-play with a colleague. Record yourself. The best negotiators aren't aggressive—they're prepared.
If you want to master this level of negotiation (and the 47 other skills we teach), our next in-person bootcamp is in March. Spots are limited, and we only accept agents committed to excellence.