{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Mortgage Wise with Mike Wise","title":"How Top Agents Negotiate: Winning Deals in a “Weird” Market w/Katie Connelly :: Ep 28 Mortgage Wise with Mike Wise","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/ab3a676f\"></iframe>","width":"100%","height":180,"duration":2700,"description":"The real estate market is “weird” right now – higher rates, high prices, and buyers and sellers stuck on the sidelines. In this episode, Mike Wise sits down with Ventura County Realtor of the Year and Real Estate Negotiation Expert, Katie Connelly, to unpack how smart agents are still winning great deals.Katie shares what she learned managing 200+ agents, how her military relocation and VA loan expertise helps service members build long-term wealth, and why negotiation is really about personality, tactical empathy, and structure – not just price. Mike also breaks down the “all-in-one” mortgage strategy that can shave years off a home loan and save hundreds of thousands in interest.If you’re a buyer, seller, or agent trying to navigate today’s market, this conversation gives you practical, real-world tactics you can use right now.Timed highlights:- 0:36 How Katie got started in real estate (and 10+ years in the business)  - 1:36 Managing 200+ agents at a major brokerage  - 2:09 Why Katie went back to full-time sales  - 2:52 What top-producing agents do differently from “hobby” agents  - 3:58 Breaking six figures during Covid while parenting  - 4:41 Do certifications really matter to clients?  - 5:08 Katie’s key designations explained (ABR, SRS, RENE, military relocation, forms)  - 5:46 Serving military buyers and sellers in Ventura County  - 6:38 Why VA loans are so powerful – and safer than people think  - 7:42 Biggest risk with 100% financing (and relocations)  - 8:03 Negotiation: lessons from “Never Split the Difference”  - 8:50 Reading personalities and adapting your negotiation style  - 9:23 Katie’s golden rule: “Both sides give more than they’re comfortable with”  - 10:08 How Katie handles sellers who want above-market pricing  - 10:49 Checks and balances: buyers, banks, appraisers and sellers  - 11:28 Biggest mistake agents make at listing appointments (and commissions)  - 11:56 The Walmart vs. Nordstrom analogy for agent value  - 12:19 Using negotiation...","thumbnail_url":"https://img.transistorcdn.com/5UPkSvv9JEMwDH0oWaEv_UGvGgB29cjS0PuAovSiQIA/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS85MjYy/OWZkNjNjNTUyZWQ5/MzYxZmM3ZTJlNTcz/ODk5My5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}