We've been watching a show on Netflix called Owning Manhattan featuring real-estate-mogul-of-the-moment (and author of "Sell It Like Serhant"), Ryan Serhant.

In the second episode, two agents, Chloe and Nile, are forced to pitch to a client of the Serhant agency why they should be the one he selects for selling his 20 million dollar architectural-masterpiece condo.

Nile got up and told client that he had personally sold 250 million dollars worth of real estate and he wanted to add 20 million more to that number. He went on to talk about his amazing team who are all very connected, that he's a shark (or was it bulldog?) and he gets deals done. 

Chloe got up and explained that she knew the product. The condo was a work of art and in order to sell it, you have to understand it, which she did. She brainstormed ideas for having a huge open house party and how to showcase the unique features of the property to appeal to the right kind of buyer. 

They were both totally different presentations and while both had some positives, Nile was all about him and his abilities while Chloe zeroed in on the property itself and the seller. They both faced a potential no and faced it with confidence. 

Since Chloe knew she could not win with accolades or experience, she used what was her superpower: listening and focusing on the other person's vision so that they feel understood.

And Chloe won the deal. 

Like what happened to Nile, sometimes a "no" will happen because you made it all about you and not about the buyer. When you make it about the other person it's hard to go wrong.