07/09/2026
Know Who You’re Dealing With — Before You Decide How to Deal With Them
Understand the Person. Protect the Relationship. Strengthen the Outcome.
One of the most important lessons I have learned through more than two decades of business, real estate, sales, marketing, investor relations and relationships is this:
The same approach does not work with every person.
And sometimes, the biggest mistake in business is not losing a deal.
It is losing the right relationship because you failed to understand the person standing in front of you.
Over the years, I have met developers, builders, investors, agents, marketers, consultants, business owners and professionals from every kind of background.
And one thing has become very clear to me:
People are different.
They think differently.
They negotiate differently.
They make decisions differently.
They respond to pressure differently.
They value different things.
Some people care about relationships.
Some care about numbers.
Some want recognition.
Some want control.
Some want speed.
Some need facts, evidence and time before making a decision.
And some make decisions emotionally, even when the numbers appear logical.
So, before trying to convince someone, first understand who you are talking to.
Understand the Person Before You Negotiate With Them
In real estate, negotiation is rarely just about price.
A developer may be concerned about inventory.
An investor may be concerned about security.
An agent may be concerned about commission and opportunity.
A business owner may be concerned about cash flow.
A partner may be concerned about trust or control.
If you only listen to what someone is saying, you may miss what they are actually trying to protect or achieve.
The better professional learns to look beyond the position and understand the person behind the position.
That changes everything.
Don’t React Too Quickly
Business relationships are built over time, but they can sometimes be damaged in a few seconds.
One emotional response.
One careless statement.
One unnecessary public criticism.
One moment of ego.
And a relationship that took years to develop can suddenly become difficult.
Professional maturity does not mean that you agree with everyone.
It means you know how to disagree without creating unnecessary enemies.
You can be firm without being disrespectful.
You can negotiate strongly without insulting someone.
You can say no without humiliating the other person.
You can protect your interests while still protecting the relationship.
That is not weakness.
That is professional intelligence.
Change Your Approach — Not Your Principles
This is something I strongly believe in.
Your principles should remain stable.
Your integrity should remain unquestionable.
Your professionalism should remain consistent.
But your communication and approach should be flexible.
You cannot communicate with every person in exactly the same way and expect the same result.
A good leader understands people.
A good salesperson understands buyers.
A good negotiator understands motivations.
A good networker understands relationships.
And a good businessperson knows when to speak, how to speak, where to speak—and sometimes, when not to speak.
Build Relationships, Not Just Contacts
This is particularly important for our Real Estate Business Club community.
We often talk about networking as if it means collecting more contacts.
But a phone full of numbers is not necessarily a strong network.
A real relationship is different.
A relationship is built when people know you, understand your character, trust your word and believe that working with you can create value.
That is the kind of network that becomes powerful during both good markets and difficult markets.
Before approaching someone, ask yourself:
Who is this person?
What matters to them?
What are they trying to achieve?
What problem are they facing?
What do they value?
What can I contribute?
And most importantly:
What kind of relationship can we build?
These questions can completely change the way you network, negotiate and do business.
You Don’t Have to Win Every Argument
As professionals, we sometimes become too focused on proving that we are right.
But business is not always about winning an argument.
Sometimes the greater victory is preserving a relationship.
You don’t need everyone to agree with you.
But you should communicate in a way that makes people think:
“I may disagree with him, but I respect the way he thinks and communicates.”
That is a much stronger position than constantly trying to prove yourself right.
The REBC Mindset
At the Real Estate Business Club, I want us to build more than a large professional community.
I want us to build a community of people who understand the value of relationships.
A developer should understand agents.
An agent should understand investors.
A builder should understand buyers.
A marketer should understand business owners.
A consultant should understand the problems professionals are facing.
And every professional should learn to understand the person on the other side of the table.
Because when we understand people better, we communicate better.
When we communicate better, we negotiate better.
When we negotiate better, we build stronger relationships.
And when relationships become stronger, business opportunities naturally become stronger too.
After more than twenty years in this industry, this is one lesson I continue to value:
Don’t react to people too quickly.
Understand them.
Don’t judge too quickly.
Observe them.
Don’t try to influence everyone in the same way.
Learn how they think.
And don’t create an enemy where a relationship could have been built.
Because sometimes, the person you misunderstand today could have been one of your most valuable relationships tomorrow.
My advice to every REBC member is simple:
Know the person.
Understand the situation.
Choose your words wisely.
Protect your relationships.
Stay firm in your principles.
Remain flexible in your approach.
Because in business, people are not problems to be managed.
People are relationships to be understood.
And when you learn to understand people, you don’t just become a better businessperson.
You become a better leader, negotiator, communicator and human being.
— Tanveer Mughal
CEO, Real Estate Business Club (REBC)
