Mastering Negotiation in Real Estate & Life | Robin Kencel’s Proven Strategies
Description
Robin Kencel shares powerful negotiation strategies from her luxury real estate career, teaching how mindset, rhythm, and empathy drive better deals.
In this episode of RealDealChat, Jack Hoss sits down with Robin Kencel, top Greenwich, CT real estate agent, ballroom dancer, and negotiation coach, to explore what it takes to master negotiation — in business, relationships, and life.
Robin shares insights from her decades in high-end real estate and reveals how emotional intelligence, observation, and consistency can transform even the most difficult deals. She discusses the psychology of luxury clients, the importance of communication tempo, and how everyday mindfulness can sharpen your negotiation skills.
You’ll also hear how she balances a high-performing career with ballroom dancing and acting, plus practical lessons anyone can apply — whether you’re negotiating a multimillion-dollar home or your next business deal.
What you’ll learn:
- The biggest mistake people make when approaching negotiation
- How to read personalities and adapt your communication style
- Why “keeping the rhythm” is critical to getting deals done
- How mutual respect and empathy create better outcomes
- The difference between analytical vs intuitive clients
- What luxury clients really want from agents and advisors
- How to set boundaries & expectations through communication
- Using improv and observation to improve emotional awareness
- Why a positive mindset often determines negotiation success
- Simple exercises to become a better listener & observer
📍 Learn more about Robin and her team at RobinKencel.com
💡 Want help scaling your real estate business with AI and automation? Visit https://realdealcrew.com
Timestamps
00:00 – Negotiation is not conflict — it’s communication
01:00 – Robin Kencel’s real estate background and daily routine
03:00 – Time management: using your calendar as a power tool
05:00 – Organization, rituals, and systems for high performance
06:00 – The psychology behind high-end real estate clients
08:00 – Analytical vs intuitive decision-making in negotiation
09:00 – The key to understanding your client’s communication style
10:00 – Why frequent communication builds trust and momentum
11:00 – How pricing becomes its own negotiation
13:00 – The importance of staging and professional photography
16:00 – Real-life negotiation story: rhythm, patience & mutual respect
18:00 – Managing negotiation tempo and preventing “deal fatigue”
20:00 – Everyday negotiation: from family to ballroom dancing
22:00 – Practical tips to sharpen observation and listening skills
23:00 – Rapid fire: lies, advice, books & time-saving tools
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