WIN THE WAR, NOT THE BATTLE

WELCOME

Hello! Y’all want to know something ironic? I never imagined that being an Atlanta real estate agent would end up taking me so many places. Glad I got a little quality time at home last week, because I have upcoming trips to Jacksonville, New York, and Vail. I’m also headed to Las Vegas again—this time to see The Wizard of Oz in the Sphere! To say that I am excited for this would be an understatement.

The Vegas trip sets the stage for today’s topic—negotiation! Because if you think about it, The Wizard of Oz is really a tale of deals struck and lessons learned. Dorothy wanted to go home, the Scarecrow wanted brains, the Tin Man wanted a heart, and the Lion wanted courage. Each of them had to negotiate for what they needed; sometimes with witches, sometimes with wizards, and sometimes with themselves.

In real estate, just like in Oz, everybody is searching for something: a buyer wants the best price, a seller wants the best return, and agents have to help both sides find common ground. The secret isn’t smoke and mirrors behind a curtain. Instead, it’s preparation, strategy, and understanding what all parties involved need. So click your heels three times and let’s get into it!

GLENNDA X TURBOTENANT

I’m going to tell y’all something right now: nothing will take the shine off being a landlord faster than messy accounting! I’m not kidding. I’ve seen too many investors running their business out of a personal checking account or only cracking open their books when it’s time to file taxes. Not only is that stressful, it’s money left on the table…and a recipe for an IRS nightmare.

That’s why I love what TurboTenant is doing for landlords. Their accounting software was built for real estate investors, not some one-size-fits-all business model. With TurboTenant, you can:

• Automate your bookkeeping and simplify financial reporting (goodbye, late-night spreadsheet panic).

• Maximize tax deductions and prepare Schedule E’s with just a few clicks.

• Run complex reports (like depreciation) without feeling like you need a CPA license.

• Track cash flow in real time and download one-click tax packets that make tax season way less stressful.

Think about it: when your business finances are clean, separate, and organized, you’re not just protecting yourself, you’re setting yourself up to scale. No more digging through shoeboxes of receipts (been there), no more missing out on deductions because you didn’t check your books until April 14th (also been there).

Take the guesswork out of accounting so you can spend less time stressing and more time growing your portfolio with TurboTenant.

STORYTIME WITH GLENNDA

You Win? Try Everybody Wins Instead!

Real estate negotiations aren’t all that different from Dorothy’s journey down that Yellow Brick Road, if y’all think about it. I mean, everyone’s looking for something, right? Buyers want their dream home, sellers want top dollar, and agent are the ones just trying to get everyone out safely before the flying monkeys arrive.

I was honored to be featured in Done Deal!, Seth Weissman and Katharine Oates’ book on negotiation. In it, I shared one of the biggest lessons I’ve learned in my career: don’t negotiate against the other agent—negotiate with them. I swear, too many people approach deals like they’re storming the Emerald City gates, ready for a showdown. Sure, you might “win” that battle, but long-term, you’ve soured the relationship, and no one feels good about the deal.

Here’s how I approach a negotiation, step by step:

1. Know who’s across the table.
Before I ever dig in, I learn about the agent I’m working with. Are they detail-driven like the Scarecrow, heart-centered like the Tin Man, or courage-first like the Lion? When I understand their style, I can speak their language. Otherwise, the two of us risk talking past each other, and that’s how battles get won but wars get lost.

2. Get the whole playbook.
People will tell you exactly what matters if you ask. I always want to know: what’s most important to the buyer? What’s non-negotiable for the seller? Nine times out of ten, when you dig a little deeper, you’ll find that both sides actually want the same three things, and everything else is just details. That’s where the magic happens.

3. Make everybody feel like they’ve won.
It doesn’t matter who baked the cake—what matters is that it comes out of the oven and everyone gets a slice. That’s why I present offers joyfully. If the other side feels like they’ve “won,” I can use that goodwill later when they ask for an accommodation. That’s when I can say, “Oh, my stars, y’all have already taken all the marrow out of this deal—we really can’t do much more.” And guess what? They’ll usually understand, because they already feel like they’ve gotten a victory.

4. Build bridges for the long run.
At every closing, I compliment the other agent right in front of their clients: “Your agent did a great job for you!” My clients know it’s coming because I prep them ahead of time, and it works like a charm. It leaves everyone smiling, and it builds trust for the next deal down the road.

The truth is, a negotiation isn’t about crushing the other side. Instead, it’s about collaboration. When everyone walks away feeling successful, you’ve set the stage for smoother inspections, easier appraisals, and friendlier future deals. That’s why I say the real win is when all parties feel like they’ve crossed the finish line together.

Dorothy didn’t make it home by fighting her friends. She made it by walking the Yellow Brick Road with them. That’s how I see negotiations, too. The Emerald City isn’t a single win for one side; it’s everybody arriving together.

@glenndabaker

Have you ever wondered what it really looks like when you’re negotiating the sale of real estate? Here is a behind the scenes look at the ... See more

GLENNDA’S GURU

Welcome, Cindy Ambuehl!

I am just thrilled to introduce my guru today because I am talking to the one and only Cindy Ambuehl! Now let me brag on my friend for a second: with more than $2 billion in career sales, she’s not just playing in the Los Angeles luxury market, she is owning it. In one of the toughest, most competitive markets in the world, Cindy is consistently a top producer, trusted by the most discerning buyers, sellers, and industry leaders.

Hollywood and the entertainment world know her name, too. She’s been spotlighted as one of The Hollywood Reporter’s Top 30 Real Estate Agents, Variety’s “Showbiz Real Estate Elite,” and she’s a regular on RealTrends’ The Thousand. Cindy’s reputation is built on expertise, hustle, and a heart for excellence. This is exactly why she’s one of the most sought-after powerhouses in the business, and I could not be more delighted to share our chat!

Thanks so much, Cindy!

GLENNDAISM

Today’s Words of Wisdom

GLENNDA BAKER & ASSOCIATES

Perfect MCM Harmony

Oh, my stars and stripes, my new listing at 1791 Breckenridge Drive NE in Atlanta isn’t just a house. Instead, this place is living, breathing art. This rare mid-century modern masterpiece was dreamed up in 1964 by Robert Green, who was Frank Lloyd Wright’s last apprentice and Atlanta’s own architectural visionary!

The moment you step inside, you feel how the home is in conversation with nature—horizontal lines, natural stone, walls of glass, and that dramatic central atrium pouring sunlight across the interiors. This space is a perfect example of architecture not fighting its surroundings, but singing along with it in perfect harmony.

I believe what makes this home so special is how it honors its heritage while embracing the present. Acclaimed designer Wesley Williams has reimagined Green’s vision with modern luxury. It’s giving sleek finishes and thoughtful updates without losing an ounce of authenticity. I’m talking from the soaring glass ceiling to the signature perforated panels. This home is your chance to own a piece of Atlanta’s design history, rooted in Wright’s legacy, and elevated for the modern world.