​When you've hit a wall with a seller, especially on something as critical as access, it’s smart to bring in a new approach. The goal is to get everyone back on the same page and moving toward the finish line. Here's how you can reframe the situation and bring in a "higher authority" to reset expectations without derailing the deal. ​Shift from Negotiation to Reassurance ​Your current approach of explaining the deal might be causing the seller to dig in their heels. They might be feeling overwhelmed or like they've lost control. Instead of you being the one to push for the lockbox, it's time to bring in a new voice. ​By bringing in a partner or a trusted agent as a "higher authority," you can introduce a fresh perspective. This person can present the information with a different tone—one of industry expertise and reassurance, not negotiation. This new voice can make the seller feel supported rather than pressured. ​How to Introduce the "Higher Authority" ​Frame this as a positive step for her, not a last resort for you. You could tell the seller something like this: ​"I can tell you're still a little unsure about the lockbox, and I want to make sure you're completely comfortable with the process. To make things smoother, I'd like to have my partner, [Partner's Name], give you a quick call. He handles these kinds of situations every day and can walk you through exactly how the lockbox works and why it's so important for getting a fast sale. He can answer any questions you have and make sure all your concerns are addressed. This is a common step we take to ensure all our sellers are confident and feel secure." ​This approach accomplishes a few key things: - ​Elevates Authority: It presents your partner as an expert who can solve her problem, not just a colleague backing you up. - ​Shows Empathy: You're acknowledging her feelings ("I can tell you're still a little unsure") instead of just pushing for your solution. - ​Normalizes the Situation: By saying, "This is a common step we take," you're making her feel less like she's the difficult one and more like this is part of your standard, professional process.

Making the transition from cash to Novations the proper structure