Shear Line: Negotiation Mastery with Eirik Gislason

Episode 212 | The Negotiation Architecture of Australian Real Estate: Transparency, Urgency, Information, and Trust

In this episode of Shear Line: Negotiation Mastery, Eirik Gislason goes international with guests Haesley Cush and Jared Antin for a fascinating look at real estate negotiation through the lens of the Australian market. From auctions and public competition to buyer representation, access to data, price guidance, underquoting, transparency, and trust, this conversation explores how different market systems create different pressure points for buyers, sellers, and agents. While the rules and procedures may look very different from the U.S. market, the human side of negotiation remains remarkably familiar. Buyers still worry about overpaying. Sellers still fear leaving money on the table. Everyone wants useful information, confidence, clarity, and the ability to make a good decision under pressure. This episode examines the "negotiation architecture" of Australian real estate and reveals what professionals in any market can learn about leverage, emotion, trust, and decision-making when the stakes are high and the information is imperfect. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe to Shear Line: Negotiation Mastery podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Host: Eirik Gislason bhsusa.com/real-estate-agent/the-excelsior-team linkedin.com/in/eirikgislason instagram.com/eiriktheexpert archwaypartnersinc.com Guests: Jared Antin bhsusa.com/bhs-leadership/jared-antin linkedin.com/newsletters/7327452203596615680?… Haesley Cush instagram.com/haesley?… instagram.com/rwnewfarm instagram.com/raywhitecollective Sponsor: Marc Lawrence of World Wide Land Transfer worldwidelandtransfer.com Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. bhsusa.com

Episode 211 | Relationships, Disruption, and the AI Shift in Real Estate

In this episode of Shear Line: Negotiation Mastery, Eirik Gislason sits down with Marc Lawrence, Co-Founder of the New York office of World Wide Land Transfer, longtime real estate attorney, broker, investor, title professional, and industry connector. Marc and World Wide Land Transfer are also proud sponsors of the podcast, making this conversation especially meaningful as we explore the mechanics behind successful transactions and the relationships, trust, judgment, and execution that make them possible. With more than three decades of experience across real estate, development, title, capital, and investment, Marc brings a rare perspective on where the industry has been and where it is heading. Known for his Marc My Words presence on LinkedIn, where he has built a following of 20,000 people, Marc has made a name for himself by connecting capital, deals, and people. In this episode, we dig into the relationship side of real estate, the rise of AI as a true business disruption, and how technology will change operations, staffing, training, margins, client expectations, and the way professionals prepare for negotiation. The big takeaway: the future does not belong to relationships or AI. It belongs to the professionals who know how to use both. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe to Shear Line: Negotiation Mastery https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Host: Eirik Gislason https://www.bhsusa.com/real-estate-agent/the-excelsior-team https://www.linkedin.com/in/eirikgislason/ https://www.instagram.com/eiriktheexpert https://archwaypartnersinc.com/ Guest: Marc Lawrence Sponsor: Marc Lawrence of World Wide Land Transfer https://www.worldwidelandtransfer.com/ Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/

Episode 210 | The Mail Bag: Private Listings and Renovation Costs

In this special Mail Bag episode, Eirik Gislason is joined once again by fan-favorite part-time co-host Jay Billiet as they celebrate a podcast milestone and tackle some of the most thought-provoking questions submitted by their audience, including the ongoing battle over Clear Cooperation, Compass, Zillow, and private listings; negotiating with sellers who stand to lose money on the sale of their property; and evaluating unrenovated properties in a market shaped by inflation and rising renovation costs. Through the lens of collaborative negotiation, Eirik and Jay explore the interests beneath the surface and the strategies that help create clarity and better outcomes in today's increasingly complex market. If you have questions for Eirik and Jay for an upcoming Mail Bag episode, please email your questions to Eirik at egislason@bhsusa.com [egislason@bhsusa.com]. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe to Shear Line: Negotiation Mastery https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Host: Eirik Gislason https://www.bhsusa.com/real-estate-agent/the-excelsior-team https://www.linkedin.com/in/eirikgislason/ https://www.instagram.com/eiriktheexpert https://archwaypartnersinc.com/ Guest: Jay Billiet Sponsor: Stage and Fold | https://stageandfold.com/ Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/

Episode 209 | Live From The Real Deal NYC Forum

What happens when two skilled negotiators sit down live at the The Real Deal NYC Forum with no script, no agenda, and a hot mic? You get strategy, best practices, deal insights… and apparently an impromptu Arnold Schwarzenegger impersonation. In this special live episode of Shear Line: Negotiation Mastery recorded at the Metropolitan Pavilion, Eirik welcomes back one of the podcast's favorite returning guests, Ben Willig, D.A.D. at Brown Harris Stevens, for a free-flowing conversation on real-world negotiation strategy and the conversations agents are having right now behind closed doors. It's candid, unscripted, insightful, occasionally chaotic – enjoy! Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe to Shear Line: Negotiation Mastery https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team https://www.linkedin.com/in/eirikgislason/ https://www.instagram.com/eiriktheexpert https://archwaypartnersinc.com/ Guest: Ben Willig https://www.bhsusa.com/bhs-leadership/ben-willig Sponsor: Stage and Fold | https://stageandfold.com/ Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/

Episode 208 | Silence: The Source of Great Strength

What if the most powerful move you could make in a negotiation is saying nothing at all? In this episode of Shear Line: Negotiation Mastery, we welcome Andres Perea-Garzon, luxury real estate expert and Brown Harris Stevens colleague, for a conversation that challenges one of the most common instincts in any high-stakes interaction: the need to fill the silence. That instinct doesn't just weaken your position, it often reveals more than intended and gives away control in the process. Used strategically and intentionally, silence becomes your advantage, creates clarity, slows emotional reactions, and compels the other side to share more than they planned. It establishes control and signals confidence without saying a word. This episode is a powerful reminder that the space between words is often where the real conversation begins, and where the strongest negotiators separate themselves. Filmed at Brown Harris Stevens' Studio 1873, Part of the Mastery of Real Estate (MORE) Network. Subscribe to Shear Line: Negotiation Mastery https://podcasts.apple.com/us/podcast/shear-line-negotiation-mastery-with-eirik-gislason/id1809006572 Connect with Eirik Gislason: https://www.bhsusa.com/real-estate-agent/the-excelsior-team https://www.linkedin.com/in/eirikgislason/ https://www.instagram.com/eiriktheexpert https://archwaypartnersinc.com/ Guest: Andres Perea-Garzon Sponsor: Stage and Fold | https://stageandfold.com/ Brown Harris Stevens is one of the largest privately owned real estate brokerages in the country, with more than 40 offices across four states: New York, New Jersey, Connecticut, and Florida. https://bhsusa.com/