Every real estate deal comes down to one thing: negotiation. In Episode 108 of the Miami Real Estate Podcast, host Omar De Windt sits down with Eddie Blanco, Broker of Stratwell and Chairman of the Board for the Miami Association of Realtors 2025, to explore what separates an average negotiator from an exceptional one.
You can also watch the full episode on YouTube, where Eddie shares practical strategies, mindset shifts, and the common mistakes agents make when it is time to close a deal.
What Makes a Great Negotiator in Real Estate?
Eddie explains that great negotiation is not about overpowering the other side but about creating alignment. The best agents understand that their job is to protect their client’s leverage while still building trust and cooperation with everyone involved.
Every word and every tone matters. From the very first showing to the final counteroffer, strong communication shapes how the other side views your client’s motivation and position.
Takeaway: The best negotiators focus on understanding and clear communication rather than pressure or control.
How Should Agents Handle Low Offers?
Low offers can test your patience, but Eddie reminds agents that the key is to stay calm and stay curious. A low offer is not a dead end; it is a starting point for conversation.
He encourages agents to ask questions, learn what is motivating the other side, and use that insight to guide the negotiation forward. By approaching the situation with professionalism and curiosity, you keep doors open and protect your client’s long-term interests.
Takeaway: Respond with curiosity, not emotion. Every offer provides an opportunity to learn and reposition the deal.
How Does Pricing Psychology Influence Negotiation?
Pricing is not just about numbers. It is about perception. Eddie explains that the way a property is priced and presented can influence how both buyers and sellers feel about it.
He encourages agents to use market data, timing, and presentation strategy to support their pricing decisions. This approach builds confidence and helps clients see value clearly, even in a competitive market.
Takeaway: Pricing is emotional. When you communicate value clearly, you gain credibility and strengthen your client’s position.
What Are the Most Common Negotiation Mistakes?
According to Eddie, the biggest mistakes agents make are taking things personally and failing to prepare. Negotiation requires composure, research, and awareness. When agents come to the table without the right information, they lose confidence and control.
Being prepared with market data, understanding the motivations of the other party, and anticipating objections make every conversation more productive.
Takeaway: Preparation builds confidence. The more you know before you negotiate, the more effective you become.
The Bottom Line
Negotiation is not just a transaction; it is an art that reflects your professionalism and mindset. Eddie Blanco explains this in the Miami Real Estate Podcast. The best agents use strategy, empathy, and preparation to protect their clients and create positive outcomes for everyone involved.
Whether you are representing a first-time buyer or a seasoned seller, mastering the art of negotiation can elevate your business and your reputation. To hear Eddie’s full insights and real-world advice, listen to his episode on the Miami Real Estate Podcast or connect with Stratwell to see how our team helps clients navigate every deal with clarity and confidence.
Listen to the full episode:
🎧 Miami Real Estate Podcast: How to Negotiate a Real Estate Transaction with Eddie Blanco
📺 Watch on YouTube