Does your agent have any superpowers when it comes to handling your real estate?
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Does your agent have any superpowers when it comes to handling your real estate?
Connor “with Honor” MacIvor - January 31, 2025** Tags: [Santa Clarita real estate](/-/Blog/tag/Santa Clarita real estate), [Santa Clarita homes for sale](/-/Blog/tag/Santa Clarita homes for sale), [Santa Clarita real estate agent](/-/Blog/tag/Santa Clarita real estate agent), [Santa Clarita Realtor](/-/Blog/tag/Santa Clarita Realtor), [buy a home in Santa Clarita](/-/Blog/tag/buy a home in Santa Clarita), [sell a home in Santa Clarita](/-/Blog/tag/sell a home in Santa Clarita), [Santa Clarita home values](/-/Blog/tag/Santa Clarita home values), [Santa Clarita market report](/-/Blog/tag/Santa Clarita market report), [Santa Clarita relocation](/-/Blog/tag/Santa Clarita relocation), b ** 0 Comments | Add Comment
The Connor with Honor Difference: Real Estate with Integrity, Strategy, and a First Responder Mindset
Part 1: Why Most Real Estate Agents Fail Their Clients and How I Operate Differently
Real estate is filled with agents who focus more on flashy marketing than actual results. You’ve seen them—the ones posting about luxury vacations, expensive cars, and the high life, making real estate seem like a fast track to riches. But when it comes to actually negotiating a deal, many of them fall flat.
This is why not all real estate agents are created equal, and it’s why choosing the right one can mean the difference between a smooth, successful transaction and a costly mistake.
I’m Connor with Honor, and my approach to real estate isn’t about gimmicks—it’s about strategy, negotiation, and understanding people in a way most agents don’t. Coming from a law enforcement background, I don’t just see a property transaction. I see the people behind it—their motivations, their tells, and their strategies.
Why Traditional Real Estate Training Falls Short
Most real estate agents are trained to follow a scripted, one-size-fits-all approach. Their sales techniques are built around:
This might work for them, but it doesn’t work for you.
My focus is different. I analyze every transaction with a first responder’s mindset, ensuring you’re not just getting any deal, but the best possible deal.
The Psychology of Negotiation in Real Estate
Buying or selling a home isn’t just about numbers—it’s about human behavior and leverage.
By understanding the agent on the other side, I gain an advantage before negotiations even begin.
If you’re considering selling your home, I offer a Free Market Analysis to help determine the best listing strategy.
The Advantage of Knowing the Other Agent
Understanding who the other agent is and how they operate can mean:
This is not how most agents think. They approach deals blindly, relying only on price comparisons and standard tactics.
How This Benefits You as a Buyer or Seller
If you’re buying, knowing how to position your offer correctly can save you thousands of dollars and prevent unnecessary bidding wars.
If you’re selling, understanding how buyers and their agents think helps structure counteroffers that maximize your return without scaring away qualified buyers.
Most agents won’t tell you this because they don’t think this way.
Choosing an Agent Based on More Than Just Listings
Many people choose their agent based on who they see the most—who has the most ads, social media posts, or billboards. But the real question should be:
If you’re serious about buying or selling a home in Santa Clarita, the right strategy is more important than just flashy marketing.
If you’re ready to work with an agent who approaches real estate like a strategic game of positioning and negotiation, you can contact me today.
Part 2: The Psychology of Negotiation in Real Estate – Winning the Game Before It Starts
Why Most Agents Lose Negotiations Before They Begin
Most real estate agents rely solely on market data to make their case in negotiations. They assume that if the comps support a certain price, the other side will logically agree and accept the offer or counteroffer.
This is where most agents fail.
People don’t make decisions based purely on numbers. They make them based on emotion, fear, confidence, and perceived leverage.
Think about it:
Most agents don’t understand this dynamic. They focus on price, terms, and contingencies, but they fail to read the room, understand body language, or recognize psychological triggers that influence decisions.
Tactical Advantage: Knowing the Agent on the Other Side
Let’s get real for a moment—when I walk into a negotiation, I already have an intel profile on the other agent.
As I mentioned in Part 1, every agent is different. Some are Buffini-trained relationship builders, some are Ferry-trained sales sharks, and some are independent hustlers who just want to close the deal and move on.
By knowing:
…I can predict their moves before they make them.
This isn’t guesswork. This is a strategic, calculated approach that works.
If you’re selling, you want an agent who knows how to expose weaknesses in the buyer’s agent. If you’re buying, you want an agent who knows how to push the seller’s side just enough to get a better deal without breaking the deal entirely.
The Power of Perceived Leverage
In negotiations, leverage isn’t just about what’s on paper—it’s about what the other side believes to be true.
If I’m representing a seller, I never let buyers think they have the upper hand. Even if my client needs to sell, the way we position the listing makes it seem like we have options and time.
If I see a listing sitting too long on the market, I’ll time my offer strategically to maximize seller anxiety.
Final Thoughts: Why You Need an Agent Who Understands the Game
Most real estate transactions don’t fail because of pricing alone. They fail because one side doesn’t understand human behavior.
I’m not in this business to be like every other agent. I don’t copy and paste sales scripts, I don’t rely on automated marketing fluff, and I don’t leave deals to chance.
If you’re serious about buying or selling and want to be represented by an agent who understands negotiation, leverage, and psychology, let’s talk.
You can contact me today to discuss a strategy that works for your specific goals.
Next Up: Part 3 – The Mistakes Most Buyers and Sellers Make (And How to Avoid Them)
In Part 3, we’ll dive deep into the most common mistakes buyers and sellers make, how they end up costing thousands of dollars, and what you can do to protect yourself from these traps.
Part 3: The Costly Mistakes Buyers and Sellers Make (And How to Avoid Them)
Real estate transactions are high-stakes financial moves, yet most buyers and sellers unknowingly make mistakes that cost them thousands of dollars. These aren’t minor missteps—they are critical errors that lead to lost negotiations, wasted time, and deals falling apart.
In Part 1, I covered why most agents fail their clients and how my first responder mindset gives buyers and sellers an edge. Part 2 explained the psychology of negotiation and how understanding human behavior impacts real estate deals. Now, we’re diving into the common mistakes buyers and sellers make—and how you can avoid them.
Mistakes Buyers Make (And How to Protect Yourself)
1. Getting Emotionally Attached Too Soon
One of the biggest mistakes buyers make is falling in love with a home before securing a deal. The second you show too much enthusiasm, the seller’s agent has leverage. They know you’re hooked, which means:
How to Avoid It:
Keep emotions in check until the deal is finalized. Let me handle the negotiations, so we don’t give away any advantages.
If you’re starting your home search, use my Advanced Search Tool to find homes that meet your exact criteria without wasting time on properties outside your budget.
2. Not Understanding Market Value Before Making an Offer
Some buyers assume they can lowball a seller and still get the house. Others overpay because they rely on outdated market information.
How to Avoid It:
Before making an offer, I provide a real-time market analysis to ensure we position your offer correctly.
Check out my Santa Clarita Market Reports to see recent home sales and trends before making a move.
3. Shopping for Homes Before Getting Pre-Approved
Many buyers start looking at homes before getting pre-approved, only to find out:
How to Avoid It:
Get pre-approved before looking at homes, so you know exactly what you can afford.
Start the pre-approval process here and be ready to make offers with confidence.
4. Skipping the Home Inspection to “Win” the Deal
In competitive markets, buyers sometimes waive inspections to make their offer more attractive. But this is a dangerous mistake.
How to Avoid It:
Never skip a home inspection. If needed, we can structure your offer creatively to stay competitive without sacrificing due diligence.
Mistakes Sellers Make (And How to Avoid Them)
1. Overpricing the Home
Many sellers overprice their homes based on:
The Risk of Overpricing:
How to Avoid It:
Price your home correctly from day one based on real market data, not guesswork.
Request a Free Market Analysis to see what your home is actually worth in today’s market.
2. Ignoring First Impressions
Most buyers decide within seconds whether they like a home. If your home is cluttered, dark, or outdated, buyers will move on—even if the price is right.
Common Presentation Mistakes:
How to Avoid It:
Proper staging, deep cleaning, and strategic photography can add thousands to your final sales price.
I provide guidance on how to maximize your home’s presentation before it hits the market.
3. Accepting the First Offer Too Quickly
Some sellers get excited about their first offer and jump on it without negotiating.
How to Avoid It:
Let me evaluate every offer carefully. I ensure we leverage competition to maximize your final price.
4. Choosing the Wrong Agent
This is the biggest mistake of all. Many sellers pick an agent based on:
The problem? Not all agents are skilled negotiators.
How to Avoid It:
Choose an agent with a proven track record of strong negotiation skills and a strategic marketing approach.
Read my testimonials to see what past clients have to say about working with me.
Final Thoughts: Avoiding Costly Mistakes Starts with the Right Strategy
If you’re serious about buying or selling, your success depends on avoiding these common mistakes and working with an agent who understands the game.
I don’t sell real estate like every other agent. I focus on psychology, strategy, and getting my clients the best possible outcome.
Contact me today to discuss how we can position you for success in today’s market.
Part 4: Why Traditional Real Estate Marketing is Broken (And What Actually Works Today)
The real estate industry is filled with outdated marketing tactics that no longer work in today’s digital, data-driven world. Many agents still rely on postcards, cold calls, and overpriced ads to try and get attention, but these methods are ineffective at actually selling homes quickly and for top dollar.
In Part 1, I explained why most real estate agents fail their clients. Part 2 covered how negotiation psychology can give buyers and sellers an edge. Part 3 revealed the most common mistakes that cost clients thousands of dollars. Now, let’s talk about real estate marketing—why most agents get it wrong, and how my approach delivers better results.
Why the Traditional Approach to Marketing Homes is Outdated
For decades, real estate agents followed a one-size-fits-all marketing plan that included:
This approach used to work, but the world has changed. Buyers are more informed, more skeptical, and more likely to do their own research before even contacting an agent. The old-school “spray and pray” marketing methods no longer drive real results.
What Actually Works in Today’s Real Estate Market
Marketing a home today requires a strategic, data-driven approach. Simply putting a listing on the MLS and hoping for the best is not enough. Instead, I focus on:
1. Targeted Digital Marketing
Most buyers begin their home search online—which means marketing needs to be built for search engines, social media, and high-traffic real estate platforms.
If you’re thinking about selling, request a Free Market Analysis to see how we can position your home for maximum exposure.
2. Strategic Listing Presentation and Staging
The way a home is presented online and in-person directly affects how much a buyer is willing to pay.
If you’re preparing to sell, contact me to learn how proper staging and listing presentation can maximize your home’s value.
3. SEO-Optimized Listing Exposure
Most agents just throw listings on the MLS and call it a day. I go further by leveraging search engine optimization (SEO) to ensure buyers searching online actually find the listing.
If you’re searching for your dream home, use my Advanced Search Tool to refine results based on your specific needs.
4. Video Marketing and Virtual Tours
A simple photo slideshow isn’t enough anymore. Video content and 360-degree virtual tours allow buyers to experience a home before they even visit in person.
If you’re considering selling, let’s discuss a customized video marketing plan that showcases your home in the best possible way.
5. Reverse Engineering the Buyer Search Process
Most agents wait for buyers to find their listing—I actively target buyers before they even start their search.
If you’re moving to Santa Clarita, I offer a Relocation Assistance Program to help streamline your transition.
Why This Matters for Buyers and Sellers
If You’re a Buyer:
The right marketing strategy affects how quickly homes sell, how much competition you face, and what kind of deals are available.
To start your home search the right way, use my Quick Search Tool to find available listings.
If You’re a Seller:
The marketing strategy used for your home determines how much money you walk away with.
If you’re considering selling, request a Free Market Analysis to see how we can position your home for success.
Final Thoughts: The Future of Real Estate Marketing
The real estate industry is changing. Buyers and sellers are more informed, more skeptical, and more strategic than ever before. The agents who rely on outdated tactics will continue to struggle, while those who embrace modern marketing strategies and negotiation psychology will dominate.
I don’t sell real estate like everyone else because I’m not like everyone else.
If you’re ready to buy or sell with a real estate expert who understands marketing, negotiation, and strategy, let’s talk.
Contact me today to discuss how we can position you for success.
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Full Transparency
Yes, I earn referral fees when you work with agents I recommend. But unlike national platforms like Zillow or Realtor.com, I personally know and vet every single agent in my network of 17 trusted professionals.
My recommendations are based on YOUR specific needs and the complexity of your situation—not who pays the highest referral fee. I live in Santa Clarita Valley, and my reputation in this community depends on your success. Local accountability matters.
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