Keith explains, "Becoming a master real estate negotiator often results in what I call negotiating authority. This is the ability to control the deal while setting aside your own beliefs about certain things. It is the power to explore what is not truly known yet and trust the process of demand and supply side economics. This means "Trusting Buyers." Agents often believe they are experts in value and negotiating. Agents are never experts in "value" nor should they be. But agents should always be experts in representing the pubic whether buying or selling a home with exceptional skill. In particular, agents should be experts in finding out what value is by being open to what the market (buyers) thinks, not them. To do so, the agent must believe there is a better way to find out what the true value of a home can be. This approach helps agents get more listings too because it removes the bluster and replaces it with a thoughtful and logical approach to listing and selling a home: it is honest and correct. This process is teachable, definable and truly an artful process."