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Why this negotiator truly believes both sides can win

By Bianca Dabu
13 August 2021 | 1 minute read
Louise Barton

Negotiation skills have helped this agent keep “clients for life”.

Hailing from the Highlands of Scotland — and having kicked off her real estate career there — Richardson & Wrench North Sydney residential sales agent Louise Barton has continued to have success in the hustle and bustle of Sydney.

But moving halfway across the world hasn’t been the smoothest of journeys, Ms Barton revealed to REB.

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Having left her Scottish real estate career behind, the North Sydney agent said coming down under required a career restart.

She said: “I overcame this by simply starting from the ground up again. I took a position as an associate and remastered my craft. I was like a sponge, taking in my surroundings and learning the legal side of the selling process in Sydney.”

Now a REB Women in Real Estate 2021 Rising Star finalist, Ms Barton said she ultimately found her strength in negotiating.

“Once I started to show my own skill set through hard work and determination, I think that’s when people started to look at me as a serious competitor,” she said.

“I am different, but I embrace this and use that to my advantage.”

Negotiating naturally

Taking pride in being a “natural negotiator”, Ms Barton said she always operates under the notion that both sides can win during a negotiation.

From her perspective, being able to understand the motives and drives of her client as well as their potential buyers ultimately ensures her a winning result every time.

“[You have to] understand the importance of this crucial life event for the buyer as well as seller,” she said.

“Ask clear questions and listen carefully to the responses. Don’t overtalk during the negotiation stage — allow both sides silence after providing them with information in which they can come to a decision.”

This people-centred approach has not only allowed her to achieve fantastic results, but also build authentic connections, Ms Barton said.

Going on to highlight her “client for life” mindset, the agent makes it a point to go above and beyond for all, extending her services past the sale and through to all of the different stages of a client’s investment journey.

“I hold really strong morals around respect and honesty, and my clients appreciate this,” she continued.

“I truly care about each individual client and this creates a bond that goes beyond the sale of their property.”

It means Ms Barton has stayed in touch with most of her past clients — even the ones in Scotland.

“I work on a stay-in-touch strategy of six points of contact per year with past clients,” she said, and she also provides health updates on client property portfolios on a yearly basis.

Looking ahead, Ms Barton aims to continue leveraging on her “true and deep passion” for property as she and her team continues to provide services to property owners, both local and international.

Acknowledging the danger of staying comfortable, she intends to create relationships with more clients than ever before, as well as continue to grow her own team, quipping: “Nothing good comes from being in your comfort zone.”

She added: “You don’t get any more passionate than someone who moved to the other side of the world to better themselves in a career they love.

“There is a quote that sums up my journey perfectly looking back. It says, ‘The harder you work, the luckier you get.’

“Well, I worked really hard to get this ‘lucky’.”

Why this negotiator truly believes both sides can win
Louise Barton reb
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