This is one of my favorite communication tools when working with clients. It's particularly handy when you have a client who is taking a hard stance that's unlikely to yield the outcome they're looking for.

It's three simple steps. Acknowledge, repeat it back, and then confirm that they're okay with the most likely outcome.

For example, you're working with the client in a multiple-offer situation. If they say $575,000 is the maximum price that we're willing to pay for this property, I would revert back and say:

Okay, just to confirm, I'm understanding $575,000. That's as high as you're willing to go, no matter what. And if someone else wins the bid for $576,000, we'll be okay with that.

Or let's say we're working with a buyer who says, I want to wait for interest rates to drop before I make a purchase.

I would repeat back,Okay, loud and clear. You want to wait for interest rates to come down a little bit before you buy? Just to make sure I understand: if, let's say, three years from now, interest rates haven't dropped at all, and you're still renting, are we okay with that?

This is one of my favorite communication tools because it's a great way to reframe your client's position without challenging them or coming across as confrontational.