"How Can We
Help You?"
The Real Estate Client
III. The Choice Of The DealAccuracy vs. Precision
"Deals That Work Every Time"
James Patton, CRS
Did you hear the one about the student, the target, and the duck? The duck, spread-eagled over the bullseye, easily survived the student's quota of two shots in the final round. His math teacher, a sharpshooter, stepped up and fired. The teacher's first shot missed the duck by only an inch to the left. His second shot missed again by an inch, this time just to the right. Still, the teacher claimed victory since "on the average, the duck is dead!" Precisely. But did you want to hit the duck, or did you want a math class?
You don't need to be a good negotiator to be a good deal maker. A good dealmaker will prepare, then dream, but dream with discipline. A good dealmaker need not know the mechanics of the deal. A good dealmaker will abstain from over-negotiation and pseudo-negotiation. You will prevail by remembering your goal, trusting your instincts, being honest with yourself and those around you, and working it smart (not clever, as in the above introductory example).
The "deal," while central to a transaction, is not its most critical element. When all is said and done, the critical element is you achieving what you intended. On the one hand, the goal often gets overlooked in the hubbub of "moving forward," even in relatively slow paced Honolulu. On the other hand, and potentially more devastating, is the misunderstanding or false expectation of what a particular deal can bring. A transaction beautiful in design, elegant in execution, and precise in outcome fails nevertheless when it doesn’t deliver what was intended or needed.
In football, tight ends running the wrong way have made beautiful touchdowns -- for the other team. In medicine, surgeons exhibiting great skill have amputated the wrong leg or removed the wrong eye. In negotiating (as in hunting, football, and medicine) the accuracy of a result far outweighs the technique employed. Parts may not fit just right, but if we get to our moral, ethical, and legal "there" using moral, ethical, and legal means, we are successful. Micromanagement can produce a beautiful plant in a dead forest -- and an elegant "deal" that goes nowhere. A trick is to keep the focus on the goal, not on the process. We are forewarned to not get it backwards and modify the goal for the sake of a smooth transaction or an accommodation to error, flawed technique, or fear.
At settlement, we realize the most important element in a transaction is not the making of a deal per se, but result. The result depends on the choice of goal and the manner of getting it. The concept of choice is so powerful that it is actually better to negotiate a "right" deal poorly than negotiate a "wrong" deal well. "Right" deal may be defined as fit of result and intention. Think on this for a moment -- result is more important than planning is more important than execution. Good goal planning anticipates a less than perfect execution, and a good result forgives a poor plan. In my capacity as your real estate agent, I can help you choose the right deal and help you get it -- accurately, on terms that take you precisely where you want to go.
James Patton, CRSToll Free (800) 997 - 8701
Call Today To Get The Process Started
©2003 Coco Isle Realty
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