@rubytech/create-realagent-code 0.1.26 → 0.1.27

package/payload/platform/plugins/estate-coaching/skills/serhant-training/references/buyers-guide.md

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+# Serhant Buyers Guide — Condensed Reference (UK Adapted)
+
+The original guide covers the NYC purchasing process. Below is the methodology adapted for UK estate agency.
+
+## The 9-Step Buyer Journey (UK)
+
+### 1. Get a Mortgage Agreement in Principle (1-3 days)
+- Know what you can comfortably spend before searching
+- Shopping without an AIP is like going to the shops without your wallet
+- Connect buyers with trusted mortgage brokers
+
+### 2. Instruct a Solicitor (1-3 days)
+- Buyers should have a solicitor ready before making offers
+- Recommend trusted local solicitors early in the process
+
+### 3. Find a Property (varies)
+- Narrow to 2-3 preferred areas
+- Consider commute, schools, amenities, transport links
+- Factor in lifestyle priorities
+
+### 4. Negotiate (1-7 days)
+- Expert negotiators fight for the buyer
+- Everything is potentially negotiable: fixtures, completion date, chains
+- Properties are delivered as seen unless negotiated otherwise
+
+### 5. Offer Accepted — Instruct Solicitor & Surveyor (1-2 weeks)
+- Solicitor begins searches and due diligence
+- Buyer arranges survey (homebuyer report or full structural)
+- Memorandum of sale issued to all parties
+
+### 6. Mortgage Application (2-4 weeks)
+- Full mortgage application submitted with accepted offer
+- Lender arranges valuation
+- Mortgage offer issued
+
+### 7. Searches & Enquiries (2-6 weeks)
+- Local authority searches, environmental, drainage
+- Solicitor raises enquiries with vendor's solicitor
+- Any issues negotiated or resolved
+
+### 8. Exchange of Contracts (timing varies)
+- Buyer signs contract and pays deposit (usually 10%)
+- Both parties legally committed
+- Completion date agreed
+
+### 9. Completion & Keys!
+- Remaining funds transferred
+- Keys handed over
+- CONGRATULATIONS — time to celebrate!
+- "Your referral is the greatest compliment we can ever receive"
+
+## Key Principle
+Guide the buyer through every step. Set expectations early. The more informed they are, the smoother the transaction.

package/payload/platform/plugins/estate-coaching/skills/serhant-training/references/codo-method.md

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+# 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

package/payload/platform/plugins/estate-coaching/skills/serhant-training/references/website-planning-guide.md

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+# Website Planning Guide — Condensed Reference (UK Adapted)
+
+Serhant + Luxury Presence guide to building a lead-generating estate agent website.
+
+## Why Your Website Matters
+- 78% of buyers and vendors begin their search online
+- Every touchpoint (social, business cards, signage) points back to your website
+- Your website = centrepiece of credibility + lead generation
+
+## Step 1: Define Your Brand
+
+### Your "AND"
+What are you passionate about OUTSIDE of property? This differentiator sets you apart.
+- "I am property AND [hiking/cooking/community/renovation/etc.]"
+- Your AND creates connection points with potential clients
+
+### Three Brand Adjectives
+Choose three words that describe your unique value — avoid generic words like "trustworthy" or "reliable" (those are expectations, not differentiators).
+
+### Unique Value Proposition
+Combine your brand + target audience: "I specialise in helping [target client] achieve [outcome] through [unique approach]."
+
+## Step 2: Define Your Target Audience
+- Property types, price ranges, postcodes/areas
+- Demographics: income, education, life stages, interests
+- What do they need from an agent?
+
+## Step 3: Baseline Metrics
+Track your current funnel: Monthly traffic → Leads → Qualified → Appointments → Clients → Under Offer → Completions → Fees
+
+## Step 4: Domain Name
+- firstnamelastname.co.uk (preferred)
+- Concise, memorable, easy to spell and pronounce
+- Purchase early
+
+## Step 5: Lead Magnets
+
+### Buyer Magnets
+- Property alerts by postcode
+- Area/relocation guides
+- First-time buyer e-books
+- Buyer's step-by-step guide
+
+### Vendor Magnets
+- Free home valuations
+- "Prepare your home for sale" guide
+- Recent sales in your postcode
+- Market trend reports
+
+Always collect: Name, email. Optional: qualifying questions.
+
+## Step 6: Homepage Best Practices
+- **Opening:** SEO-optimised title ("Monmouthshire Property Expert"), high-quality hero image, IDX/property search
+- **CTA:** Low-commitment first ("Search properties" or "Download free guide"), not "Book a call now"
+- **Testimonials:** 3-6 client quotes + key accolades
+- **USP:** What makes you different from every other agent?
+- **Separate funnels:** Buyers → property search page. Vendors → valuation/seller resources.
+
+## Step 7: Key Pages
+- **Just Listed/Just Sold:** Showcase best properties with stories and results
+- **About Me:** Compelling biography (WHO, WHAT, WHERE, WHEN, HOW, WHY). Not a CV. Include your AND.
+- **Property Websites:** For premium instructions only — dedicated site with unique branding, virtual tour, neighbourhood guide
+
+## Step 8: Metrics to Monitor
+
+### Lead Generation Metrics
+- Bounce rate (not always bad — unqualified showing themselves out)
+- Number of conversions (raw lead count)
+- Conversion rate (per magnet and overall)
+- Keywords (branded vs generic — measures brand recognition)
+
+### Credibility Metrics
+- Average time on page (content engagement)
+- Average pages per session (site exploration)
+- Returning sessions ("warm" prospects coming back)
+
+### Leading vs Lagging Indicators
+- **Leading (you control):** Ad spend, click-through rate, conversion rate, SEO content published, monthly sessions
+- **Lagging (you track):** Visitors → Leads → Qualified → Appointments → Clients → Under Offer → Completions → Fees

package/payload/platform/plugins/estate-onboarding/.claude-plugin/plugin.json

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+{
+  "name": "real-agency-onboarding",
+  "description": "First-run member onboarding — career stage assessment, profile capture, and starting content recommendation.",
+  "version": "0.1.0",
+  "author": {
+    "name": "Rubytech LLC"
+  }
+}

package/payload/platform/plugins/estate-onboarding/PLUGIN.md

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+---
+name: real-agency-onboarding
+description: "First-run member onboarding — career stage assessment, profile capture, and starting content recommendation."
+tools: []
+always: false
+metadata: {"platform":{"optional":true,"embed":["public","admin"]}}
+---
+
+# Real Agency — Onboarding
+
+First-run member setup — turning a new conversation into a profiled member with a clear starting point in the curriculum.
+
+## When to Activate
+
+The user is going through initial onboarding (career stage assessment, profile setup, starting content recommendation).
+
+## Skills
+
+| Skill | Purpose |
+|-------|---------|
+| `bootstrap` | First-run member onboarding — career stage assessment, profile capture, starting content |
+
+## Tools Used
+
+No MCP server. Skills operate via existing platform tools:
+- `memory-search` — retrieve domain knowledge from the knowledge base
+- `render-component` — present structured choices during interactions
+
+## References
+
+Domain knowledge files loaded on demand by each skill. See individual skill files for their specific reference listings.

package/payload/platform/plugins/estate-onboarding/skills/bootstrap/SKILL.md

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+---
+name: bootstrap
+description: "First-run member onboarding — assesses career stage, captures profile, recommends starting content."
+---
+
+# Bootstrap
+
+Handles the first interaction with a new member. Turns a new conversation into a profiled member with a clear starting point in the curriculum.
+
+## When to Activate
+
+No member profile found at `memory/users/{phone}/profile.md`. This means the person has never been onboarded.
+
+## Reference Table
+
+| Task | When | Reference |
+|------|------|-----------|
+| Onboarding flow | New member detected (no profile) | `references/onboarding-flow.md` |
+
+## Key Rules
+
+- Onboarding is conversational, not a form. Ask one thing at a time.
+- Collect: name, career stage, years in industry, goals, email (optional).
+- Create both `profile.md` and `progress.md` before the conversation ends.
+- End with a specific content recommendation — not "check out our modules" but "Based on what you've told me, start with {module} in {pillar}."
+- Never ask for information you already have (identity comes from the platform).

package/payload/platform/plugins/estate-onboarding/skills/bootstrap/references/onboarding-flow.md

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+# Onboarding Flow
+
+## Purpose
+
+Turn a new contact into a profiled member. By the end, you know who they are, what stage they're at, and where to start them in the curriculum.
+
+## Context to Gather
+
+Collect these conversationally — not as a form, not all at once:
+
+1. **Name** — "What should I call you?"
+2. **Career context** — Solo or team? How long in the industry? This tells you their experience level.
+3. **Current challenge** — What brought them here? What's their biggest pain point right now? Common triggers:
+   - Getting more listings
+   - Building a personal brand
+   - Scaling without burning out
+   - Social media strategy
+   - Converting valuations
+4. **Goals** — Where do they want to be? What does success look like for them?
+5. **Email** (optional) — "If you'd like webinar invites and updates, drop me your email. Totally optional."
+
+## How to Approach
+
+**Start warm, not corporate.** The member has just started a conversation. They may not know what Real Agency Club is yet. Introduce yourself briefly:
+
+"Hey! I'm the Real Agency Club AI — here to help you build a bigger estate agency business. I draw on training from working UK estate agents like Adam Mackay, Steve Backley, and others. Not theory — real practice."
+
+**Then discover.** Ask about them. One question at a time. React to their answers — show you're listening, not processing a form.
+
+**Assess career stage from their answers:**
+- **New** (0–2 years) — still learning fundamentals, needs structure
+- **Established solo** (2–5 years) — knows the basics, needs growth strategy
+- **Experienced** (5+ years) — looking to scale, differentiate, or build a brand
+- **Team builder** — transitioning from solo to running a team
+
+**Don't ask them to self-categorise.** Infer their stage from what they tell you about their experience and challenges.
+
+## Where to Search
+
+Search `memory/public/courses/` to find the right starting recommendation:
+- New agents → Agency Blueprint pillar
+- Brand-focused → Real Marketing pillar
+- Business/scaling → Real Business pillar
+- Mindset/performance → Real Coaching pillar
+- Just curious → Offer the content directory overview
+
+## How to Frame the Recommendation
+
+Be specific and personal:
+
+"Based on what you've told me, I'd start with **{module title}** in the {pillar} section. It's from {contributor} — they cover {specific thing relevant to the member's stated challenge}. Want to dive in?"
+
+Not: "We have several modules you might find interesting."
+
+## After Onboarding
+
+1. Create `memory/users/{phone}/profile.md` with the member profile schema (see AGENTS.md)
+2. Create `memory/users/{phone}/progress.md` with empty progress schema
+3. If the member wants to start a module, transition to content mode immediately — don't make them ask again
+
+## Tone
+
+Warm, curious, direct. You're meeting someone for the first time at an industry event — not processing an intake form. Show genuine interest in their situation.

package/payload/platform/plugins/estate-sales/.claude-plugin/plugin.json

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+{
+  "name": "real-agency-sales",
+  "description": "Sale-agreed to completion progression for UK residential sales agents. The headline workflow is chase-progression: daily ranked stalled-deal surfacing with tone-matched draft messages and per-message approval gates. Includes risk-scorer (fall-through risk scoring, used by chase-progression) plus the existing sales-discovery, sales-closer, sales-negotiation, and sales-progression skills.",
+  "version": "0.1.0",
+  "author": {
+    "name": "Rubytech LLC"
+  }
+}

package/payload/platform/plugins/estate-sales/PLUGIN.md

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+---
+name: real-agency-sales
+description: "Sale-agreed to completion progression for UK residential sales agents. The headline workflow is chase-progression: daily ranked stalled-deal surfacing with tone-matched draft messages and per-message approval gates. Includes risk-scorer (fall-through risk scoring, used by chase-progression) plus the existing sales-discovery, sales-closer, sales-negotiation, and sales-progression skills."
+tools: []
+skills:
+  - skills/chase-progression/SKILL.md
+  - skills/risk-scorer/SKILL.md
+  - skills/sales-discovery/SKILL.md
+  - skills/sales-closer/SKILL.md
+  - skills/sales-negotiation/SKILL.md
+  - skills/sales-progression/SKILL.md
+  - skills/negotiation/SKILL.md
+profileKeys:
+  - realagent.batch_cap
+  - realagent.phrasing_pet_peeves
+  - realagent.risk_weights.fee_multiplier
+  - realagent.skip_recipients
+always: false
+metadata: {"platform":{"optional":true,"embed":["public","admin"]}}
+---
+
+# Real Agency, Chase Progression and Sales
+
+Seven skills covering chain progression (the headline workflow) and the existing sales cycle.
+
+## When to Activate
+
+The user is working on stalled deals, chain progression, fall-through risk, sale-agreed deals, or any of the existing sales-cycle skills.
+
+## Skills
+
+| Skill | Owner specialist | Purpose |
+|-------|------------------|---------|
+| `chase-progression` | negotiator | Master workflow: daily ranked stalled list with per-message approval |
+| `risk-scorer` | negotiator | Computes fall-through risk score (used inside chase-progression) |
+| `sales-discovery` | negotiator | Qualify prospects |
+| `sales-closer` | negotiator | Detect buying signals and close |
+| `sales-negotiation` | negotiator | Frame value, protect price |
+| `sales-progression` | negotiator | Track transactions from sale agreed through to completion |
+| `negotiation` | negotiator | Negotiation framework (existing) |
+
+## Tools Used
+
+No MCP server. Skills operate via existing platform tools:
+
+- `memory-search` for domain knowledge
+- `render-component` for structured choices
+- `profile-read` and `profile-update` for the customisation profile
+- `action-pending`, `action-approve`, `action-reject`, `action-edit` for the per-message approval gates in chase-progression
+
+## References
+
+Domain knowledge files loaded on demand by each skill.

package/payload/platform/plugins/estate-sales/skills/chase-progression/SKILL.md

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+---
+name: chase-progression
+description: "The headline daily-and-on-demand workflow that protects pipeline fee income. Surfaces stalled sale-agreed deals ranked by fall-through risk and fee value, drafts tone-matched messages per stakeholder, and fires only the messages the operator approves. Triggers when the operator says 'chase the chain', 'chase progression', 'where is everyone on <address>', 'push <name>'s deal', 'push the chain on <address>', 'follow up on the <name> solicitors', 'what's stalled', 'stalled deals', 'any updates on <address>'. Also runs as a sub-flow of the morning round."
+---
+
+# Chase progression
+
+The master workflow owned by the negotiator. The headline of the product. Sales agents lose more fee income to stalled chains than to any single other cause; this workflow protects every pipeline fee the agent has earned.
+
+Done well, every weekday morning the operator opens chase-progression, reads 5 to 15 ranked stalled deals with drafted messages, approves the ones to send, edits one or two, skips the ones already handled, and is done in under 10 minutes. The alternative is a half-day a week on the same work, done badly.
+
+## Inputs
+
+- The customisation profile.
+- Every sale-agreed deal in the CRM with its full state, including last contact per party.
+- The mortgage offer expiry dates held in the CRM where available.
+- The calendar (for surveyor and viewing schedules).
+
+If invoked with a property name ("push 14 Garth Road"), the workflow narrows to the single-deal deep dive for that property and skips the across-pipeline view.
+
+## Architecture principles encoded here
+
+- Read before write. The workflow opens by reading the chain state for every deal. It does not draft a message until the deal state has been built.
+- Stage, don't send. Every message is a draft until the operator approves it. The workflow never fires a message that has been edited but not re-approved.
+- One screen of output. The ranked list collapses to one screen even when there are 15 deals. Each row is one line until the operator expands it.
+- Cite the source. Every cause sentence cites the connector reads that support it. Every draft message references the actual deal record.
+- Teach the profile. Edit-before-send diffs are the gold signal; see learning hooks.
+- Reversible. A sent message creates a CRM activity entry. The "spoke to them" override removes a recipient and logs the verbal contact.
+
+## Two views
+
+### Across-pipeline view
+
+Every sale-agreed deal stalled past the threshold for the relevant stakeholder type, ranked by fall-through risk multiplied by fee value. For each deal, one line shows:
+
+- Property
+- Days since the last positive movement
+- One-line cause from chain state
+- Drafted message ready to fire
+
+Built by composing `chain-progression-tracker` (state), `risk-scorer` (risk), `priority-ranker` (rank), and `tone-matched-drafter` (drafts).
+
+### Single-deal deep-dive view
+
+When the operator names a property, the workflow returns the full state: every party, every last-known status, every outstanding action, every risk flag, and draft messages for every stakeholder who needs chasing. Each draft is in the right tone for that recipient and channel.
+
+## Tone and channel per recipient type
+
+The profile holds a tone preference per type, calibrated from voice samples and from edit-before-send diffs. Defaults:
+
+| Recipient type | Default tone | Channel default |
+|---|---|---|
+| Vendor (familiar) | Conversational, first name | WhatsApp or mobile |
+| Vendor (formal) | Polite, surname | Email |
+| Buyer (familiar) | Conversational, first name | WhatsApp or mobile |
+| Buyer (formal) | Polite, surname | Email |
+| Vendor solicitor | Formal, surname, references file | Email |
+| Buyer solicitor | Formal, surname, references file | Email |
+| Mortgage broker | Polite, first name, references buyer | Email or phone |
+| Surveyor | Brief, polite, references property | Email |
+
+Defaults are starting points. Within a month of use each agent's tone profile is distinct.
+
+## Approval gates
+
+Per message. The workflow presents drafts in a batch (cap 15). The operator can:
+
+- **Approve all.** Fires every message as drafted.
+- **Approve, edit some.** Edits are captured for learning. Remaining approved messages fire as drafted.
+- **Approve some, skip some.** Fires only approved ones. Skipped recipients are excluded from chase for 24 hours.
+- **Pause.** Saves the batch and returns to it later.
+
+If the operator has more than 15 stalled deals, the workflow surfaces two batches of 15 with a pause between rather than one batch of 30. Approve-all-and-regret is the failure mode the cap prevents.
+
+## The "spoke to them" override
+
+The most frequent operator action with this workflow is "don't chase Mrs Patel, I spoke to her yesterday". The workflow recognises this phrasing, removes the recipient from the batch, writes a CRM activity entry with timestamp and the note "operator confirms verbal contact, no chase needed", and resets the stalled-threshold clock for that recipient.
+
+## Continuous learning hooks
+
+- Cadence per stakeholder type. "I chase solicitors at 5 days, brokers at 3, vendors weekly". Learned from explicit corrections and from edit-frequency patterns.
+- Tone profile. The deepest learning hook in the product. Every edit-before-send diff is gold. Within a quarter the workflow should be drafting messages the agent sends without editing 80% of the time.
+- Risk weights. Reweighted by which deals actually fall through (negative outcome) and which complete (positive outcome). Slow signal, high quality.
+- Skip patterns. Recipients the agent never chases (a friend, a regular client they handle in person) get excluded automatically once the pattern is recognised.
+- Channel preferences per recipient. If the operator always changes the drafted email to a WhatsApp, the channel preference updates.
+- Phrasing pet peeves. "I hope this finds you well" edited out every time stops appearing in drafts.
+
+All writes go through `profile-writer`.
+
+## Connectors
+
+Read: CRM, email, WhatsApp, calendar, mortgage offer expiry data if held in CRM.
+Write: Email, WhatsApp Business, SMS, each on explicit per-message approval.
+
+## WhatsApp Business templating
+
+WhatsApp Business is rate-limited and template-restricted for the first interaction with a recipient. The workflow knows when a recipient is on an open 24-hour conversation window and when a template message is required. The operator does not need to know which is which; the draft adapts.
+
+## Profile keys
+
+- `realagent.stalled_threshold_days.*` (per stakeholder type)
+- `realagent.tone_profile.*` (per recipient type)
+- `realagent.channel_preference.<recipient_id>` (learned per recipient)
+- `realagent.batch_cap` (default 15)
+- `realagent.skip_recipients` (list, learned)
+- `realagent.phrasing_pet_peeves` (list of phrases the agent edits out, learned)
+- `realagent.risk_weights.*` (learned from outcome correlation)

package/payload/platform/plugins/estate-sales/skills/negotiation/SKILL.md

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+---
+name: negotiation
+description: "Handle offer presentation, deal saving, multi-offer scenarios, and negotiation preparation. Agent captures and prepares — the business owner negotiates."
+publicEmbed: false
+---
+
+# Negotiation
+
+Provides guidance on the information-gathering and preparation side of negotiations. The agent never negotiates directly — the business owner handles all negotiation — but the agent prepares the ground.
+
+## When to Activate
+
+An offer has been received, a deal is at risk of falling through, a multi-offer situation is developing, or preparation is needed for a pricing conversation.
+
+## Reference Table
+
+| Task | When | Reference |
+|------|------|-----------|
+| Negotiation prep (principles + checklist) | Immediately after an offer / counter / wobble | `references/negotiation-prep-principles.md` |
+| Five techniques + tactical principles | Deep preparation for complex negotiations | `references/negotiation-techniques.md` |
+| Deep negotiation guide (Serhant) | Interests vs positions, comp reports, silence | `references/negotiation-deep-guide.md` |
+| Offer presentation prep | Offer received, needs presenting to vendor | `references/offer-presentation.md` |
+| Deal saving | Agreed sale at risk of collapse | `references/deal-saving.md` |
+
+## Key Rules
+
+- The agent NEVER negotiates — no counter-offers, no hints, no pressure
+- Information asymmetry is critical — never disclose vendor circumstances to buyers or vice versa
+- Speed matters — offers and at-risk deals are time-sensitive, always escalate promptly
+- Frame the business owner as the negotiation expert
+- Negotiate for the DEAL, not to "win" — mutually beneficial outcomes
+- Interests over positions — understand WHY, not just WHAT
+- Always know three numbers before entering: first offer, best target, walkaway
+- Let silence do the heavy lifting — present your point, then wait
+- Precise counter-numbers give credibility (£298,450 not £300,000)

package/payload/platform/plugins/estate-sales/skills/negotiation/references/deal-saving.md

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+# Deal Saving
+
+## Purpose
+
+When an agreed sale is at risk of collapsing, identify the issue and help the agent resolve it. Around 30% of agreed sales fall through — the agent's role is to minimise that number through proactive management.
+
+## Common Reasons Deals Fail
+
+### Survey Issues
+- Down-valuation (lender values below purchase price)
+- Structural concerns flagged
+- Costly repairs identified
+
+**Agent's role:** Gather the specific concerns. What exactly did the survey say? What's the buyer's reaction? Are they willing to proceed at a lower price, or do they want the issue fixed first? Compile for the agent.
+
+### Chain Breaks
+- Someone further up or down the chain pulls out
+- A related sale falls through
+
+**Agent's role:** Map the chain clearly. Who has fallen out? What are the options — can the affected party find an alternative quickly? Is there a chain-break solution (bridging finance, temporary rental)?
+
+### Buyer Cold Feet
+- Found another property
+- Change in financial circumstances
+- Emotional uncertainty
+
+**Agent's role:** Understand what's changed. Is it fixable? Remind them (gently) why they fell in love with the property. But never pressure — if they've genuinely changed their mind, it's better to know now.
+
+### Solicitor Delays
+- Slow searches, unresponsive solicitors, missing paperwork
+
+**Agent's role:** Identify the bottleneck. Which solicitor? What's outstanding? How long have they been waiting? The agent can then apply pressure directly.
+
+### Vendor Changes Mind
+- Changed circumstances, emotional attachment, second thoughts
+
+**Agent's role:** Listen, understand, flag to the agent immediately. This is a sensitive conversation the agent should lead.
+
+## Escalation
+
+All deal-saving situations should be flagged to the agent with:
+- What the issue is (specific, not vague)
+- What the parties have said
+- What the options appear to be
+- How time-sensitive it is
+
+Speed matters. A wobble that's caught in 24 hours is often saveable. A wobble that festers for a week becomes a collapse.

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+# Negotiation Deep Guide
+*Adapted from Serhant Closing & Negotiation Guide*
+
+## Three Fundamentals
+
+1. **You're working for the DEAL** — not to "win"
+2. **Playing for the other side to win** — when they win, you win
+3. **Put interests over ego** — hard on the problem, soft on the person
+
+## Interests vs Positions
+
+Positions are what people SAY they want. Interests are WHY they want it.
+
+**Example:** Buyer says can't go above £485k. Why?
+- Can't secure a larger mortgage
+- Needs renovation budget factored in
+- Hasn't sold yet
+- Monthly payment concern
+
+**Vendor says won't go below £500k. Why?**
+- Needs the money for next purchase
+- Emotional attachment to what they paid
+- Not in a rush
+
+**If you know the interests, you may bridge the gap creatively** — timelines, fixtures, completion dates.
+
+## Preparation: Three Numbers
+
+1. **First offer** — opening position (supported by evidence)
+2. **Best target** — realistic hope (NEVER share)
+3. **Walkaway** — absolute limit (set BEFORE emotions kick in)
+
+## Five Techniques
+
+### 1. "The Pull"
+Pull the deal away when it drags and your side wants it more.
+
+### 2. "The Facts"
+Pull the comps. Present the evidence. Hard to argue with data.
+
+### 3. "What Do You Want To Do?"
+When the deal is fair — put the decision in their hands.
+
+### 4. "The Emotions"
+"£10k over budget, spread over 10 years, is £1,000 a year. Is this home worth that?"
+
+### 5. "The Reality"
+Sometimes the truth hurts. The best agents tell it.
+
+## Tactical Principles
+
+- **Reciprocity** — offer something, ask something in return
+- **No hostile emotions** — agents are shock absorbers
+- **Silence** — present your point, then SHUT UP
+- **Decoy** — ask for something expendable first, then win what matters
+- **Gradual persuasion** — tugboats, not rams
+- **Precise numbers** — £298,450 not £300,000
+
+## Comparable Reports
+
+- Start with the building/street — most recent sales first
+- Comp realistically — explain outliers
+- More recent = better — nothing over 12 months
+- Comps should never make a seller feel bad — they're helpful tools