I blame it on Donald Trump and his personal how-to books. Actually not him, but the public's interpretation of his how-to books.
And I do because it seemed to have started about six months after The Art of the Deal hit the bookstores and was a run-away success.
While most Gentiles probably intuitively know it, most don't know that proper business dealings follow a Jewish mitzvah which paraphrased means, "Make certain there is something on the table for everyone."
The idea is that even if you have the upper hand in a negotiation, it is your moral obligation to make sure that the terms are fair and fair to all concerned. When you don't, to Jews it is similar to having broken one of the Ten Commandments.
I think I must have been about fifty when The Art of the Deal made amateur negotiators into pseudo-Donald Trumps. I remember how appalled I was that one of my clients of many years started unfairly beating up --- making impossible demands --- on a poor fellow who was trying to sell his property to him for a fair price.
I stopped the meeting, and asked my client if I could speak with him in the hall. When we went out of earshot of the others, I all but yelled at him, "What in God's name are you doing?" He told me that he was doing what he had learned Donald Trump did.
Well, I told him, "That's not real, and even if it is, you're too honorable of a man to take those ideas into your bag of tricks." Then I said, "There is a Jewish mitzvah that says 'Make certain there is something on the table for everyone.' We're going to continue doing our business together that way, or you need a new Realtor." He knew I meant it, and we'd had too many successful dealings together for him to let me go on my way.
Then I learned he wasn't an anomaly. Lots of people began thinking they were Donald Trump. Even those guys on TV who push the books that tell you how to buy million dollar mansions with a buck and no risk to your credit.
Saturday, I presented a clean and full-price contract to a listing agent. In the old days, the seller would have signed his name and been thrilled. Not this time. The contract was sent back to me countered with about twelve ridiculous Donald Trump Demands. And, in reality, they didn't mean a darned thing to the seller except he didn't want my client to have them. He wanted everything on the table for himself.
So what is my point? It is that real estate agents and attorneys have a professional obligation to all parties. They must do their very best to restrain their clients from being Donald Trump The Art of the Deal interpreters.
BILL CHERRY, REALTORS
DALLAS
1-800 314-7110
OUR 43RD YEAR SELLING TEXAS
Hi Bill..I haven't talked to you in ages!!
It always surprises me when I come across an agent who takes an adversarial stance from the outset...In a lot of cases it seems natural for a Seller to behave that way...then it's up to us to calm them down and instill reason! But when the Agent starts out that way (I often think it's an effort to impress) their Seller takes the cue...and you end up many times with a lose,lose instead of a win,win!
Bill,
Bravo!! Well said.
Dominick
Miss Joanie, I'm so glad to hear from you, too! Hope all is well up north. And thanks for your worthy thoughts and prospectives on this blog.
And Dominick, I humbley bow to your brovo. Thanks.
Bill
"Then I said, "There is a Jewish mitzvah that says 'Make certain there is something on the table for everyone.' We're going to continue doing our business together that way, or you need a new Realtor." He knew I meant it, and we'd had too many successful dealings together for him to let me go on my way."
Mr. Cherry you're a man after my own hart. I'm proud to know you. There is little I wouldn't use when negotiating, but I would never berate, belittle, or blackmail. I would never let a client do it.
I did once buy the note on a farm after they refused my clients fair offer. Then we raised the offer 5% and presented it with a copy of the mortgage assignment. My client didn't like raising the offer, but we bought the note for 50%. I think I'm still a good guy, my client agreed.
Trump's made so much money he thinks he's above the rest of us.
Bill
Bill, I have to admit I read the book as well and dreamed, but that's as far as it went on my end.
Bill... you are a genuine mensch! To put it in everyman's speak... every deal should be a WIN-WIN transaction. Nobody needs to walk away bloodied and beaten for it to be a successful transaction. It sounds to me like you know that. I just wonder why so many other people don't.
Bill, I totally agree. I admire your strength of character in refusing to continue with a client who was making unreasonable demands. I believe in win-win negotiations, where everyone can walk away feeling good about the results.
That each one of you testified that we share similar ethics in our dealings is a sign of great character. I'm so appreciative of your comments.
I wish this post could be FEATURED. Makes so much practical sense. It's like some buyers think we can "steal a house for them". My reply is" i'm good but not that good". Thank you Bill so much for this post.
You know, Robert, that's very definitely one of my major pet peeves...this business of thinking that some particular agent can convince a buyer to pay more for a home than it's worth, or that by having them as the listing agent, that Realtor will personally sell the home when others can't/won't.
We've got a lot of those reputations around Dallas, especially in the wealthy neighborhoods. I find the whole thing fascinating.