Most real estate negotiations don’t fall apart because of price.
They fall apart because agents make the negotiation about themselves.
In this episode of Real Estate Insiders Unfiltered, James Dwiggins and Keith Robinson sit down with Lisa Lippman, the #1 broker at Brown Harris Stevens for 11 consecutive years, to unpack one of the most overlooked skills in real estate: negotiation.
Lisa explains why the best negotiators remove their own emotions from the process, keep clients focused on the end goal, and never let ego derail a transaction. It’s a simple lesson—but one that separates average agents from elite professionals.
The conversation also explores:
- The #1 negotiation mistake agents make
- Why luxury real estate isn’t nearly as glamorous as TV suggests
- What Lisa learned working alongside Barbara Corcoran
- Why first-time buyers remain some of her favorite clients
- The daily habits that create long-term success
One of the most fascinating moments comes when Lisa shares that younger clients are now finding her through AI, not because AI can replace an agent, but because it recognizes the value of her experience and advice. As she puts it, clients tell her they chose her because she provides insights they couldn’t get from AI alone.
Whether you’re a new agent looking to improve your negotiation skills or a seasoned professional wanting to sharpen your approach, this episode is packed with practical advice you can use immediately.
Connect with our guest, Lisa Lippman:
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