What is one of the biggest challenges for real estate salespeople? It’s Negotiation! Knowledge equals confidence, ignorance equals fear. In order to stop fearing the negotiation process, you must improve your skills, that’s our goal with this 4-part series:
Day One: Know the Property
Day Two: Know the Seller
Day Three: Know the Buyer
Day Four: Do the Deal!
Negotiation happens not only when the offer is made, countered, and hopefully accepted, but also during home inspections, appraisal issues, defending your commission, and many other times before your clients finally make it to the closing table.
Little Known Fact: Even the most experienced agents can still have moments of anguish or anxiety in real estate situations. Maybe they’re in a higher price range than they’re used to, dealing with a seller with a strong personality or just can’t see eye to eye on key points. It happens to the best of us.
New or inexperienced agents dread running up against a tough negotiator, a buyer or seller who just won’t seem to budge, or an agent who they can’t seem to communicate with.
The definition of negotiation is:
The process where two or more parties with different needs and goals discuss and find a mutually acceptable solution.
It is NOT: the bludgeoning of the other side, making them cry, getting them to hang up on you, faking them out, or other obnoxious, non-tactics. Avoid this language and beware of agents (or clients) who lead with these types of conversations!
The following are strategies to help you find the mutually acceptable solution you’re looking for when you negotiate. We’ll discuss both the buyer side and the seller side as we examine these points together.
WARNING: 2023 Housing Market
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