# Mastering the CODO Method — Condensed Reference

CODO = Closing On Day One. Don't wait for the end to close — close from the first interaction.

## Part One: The CODO Method

### The Five-Step Path
1. **Know the Star Players:** Map every person involved — client, family, other agent, solicitor, mortgage broker. Document what each wants.
2. **Know the Opposing Team:** Research the other agent (experience, current listings, style). Research their client (motivations, lifestyle, family). Use LinkedIn, social media.
3. **Create the Right Urgency:** Push (prepare client), Pull (pull deal away to remind why they're invested), Persist (consistent language/story). ABC Method: Answer → Bridge ("how about") → Communicate solution.
4. **Study the Market:** Know every comparable — recently sold, currently available, under offer. Facts are your strongest weapon.
5. **Work the Setting:** Control the environment — phone, face-to-face, video. Timing and setting affect outcomes.

## Part Two: The Playbook

### Negotiation Styles
Identify if opponent is competitive or collaborative, then adapt.

### The HALL Method
- **H**ave Empathy
- **A**lways Counter
- **L**ook for the Sweet Spot
- **L**isten

### The Funnel Technique
Start broad, narrow to commitment:
- **Top:** "What are you looking for?" / "Why this area?"
- **Middle:** "How often do you entertain?" / "Modern or period?"
- **Bottom:** "Would you consider a project?" / "When do you see yourself moving?"

### Managing Expectations (10 Rules)
1. Manage YOUR expectations first
2. Say "no" without saying "no" ("I'm working on A, so B would be Wednesday")
3. Acknowledge the emotion
4. Ask clarifying questions
5. Anticipate problems
6. Consider multiple outcomes
7. Brainstorm compromises
8. Focus on objectivity
9. Don't lie
10. Under promise, over deliver

### Improv as a Negotiation Muscle
"Yes, and..." — never shut down a conversation. Build on what's said. This keeps dialogue flowing and creates connection.

## Part Three: Psychology of Negotiation

### Five Principles
1. **Understand Your Opponent:** Feed ego if needed, guide if they're new. Ask questions — people love to talk.
2. **Acknowledge Their Points:** Mirror back. Show empathy. "I understand you feel this way because of X, so how do we get to Y?"
3. **Never Push for Yes:** Get to "no" with reframed questions. "Would it be terrible if your buyer came up another £10k?"
4. **Let Silence Talk:** Present your point, then shut up. Let THEM propose solutions.
5. **Keep it Positive:** Lose emotions = lose the deal. "Everything is always OK. We will figure it out."

### Five Techniques
1. **The Pull:** Walk away from a stalled deal. Risky but effective.
2. **The Facts:** Comps, data, evidence. Hard to argue with facts.
3. **"What Do You Want to Do?"** — Let the other side propose. Don't push.
4. **The Stealth Negotiator:** Play all sides subtly.
5. **Setting Failsafe Terms:** Build safety nets into offers.

### Closing Guide Essentials
- Working for the DEAL (not to "win")
- Playing for the other side to win
- Interest over ego
- Focus on interests, not positions (the vacation analogy)
- Three prices: First offer, Best target, Walkaway price
- Use comps to support every number
- Set client expectations from the start
- Communication is key — negotiate relationships, not just deals
- Find solutions, not problems
- Take emotions out of it