is an important part of our job as Realtors is to help our clients negotiate the best deal on the house. Your confidence and professionalism in this area will offer you unforgettable customer service. Here are some strategies that will help their clients through the negotiation process.
1 Constantly re-establish trust.
Establishing trust between the parties is the most important strategy in any negotiation. Buyers and sellers know that the other party has interests that conflict with theirs. They begin with a certain amount of caution about each other. It is valuable to establish rapport quickly. Show them that you and your clients will be reasonable to do. Here are some ways for their clients to establish a common view:
Communicate that they have a common hobby, the same type of job, moved here from the same area, went to the same college, have similar children's needs, or other similarities.
present evidence that your customers are qualified to purchase the property.
If the buyer is working for well known companies, this can increase the confidence of the seller.
Never delay your counteroffers. Show respect for the seller time.
to communicate the price of a home buyer.
start negotiations on establishing rapport. Then continue to step it up during the closing process. I've noticed that customers are often reluctant to show that they are like houses. They believe that the aura of disinterest will help your negotiations. I remember a transaction in which the buyers met the seller, and he expressed how much they liked the house. During negotiations, the seller had multiple offers to choose from. Their offer was selected. buyers' meeting with the seller, and openness about how they felt, gave them the edge. Also, they were real people are the seller, and other offerings are just paper. Seller believes them to close business.
2 Do the negative feelings that are involved.
While the trust is the single most important factor in negotiation, ego is the most devastating. Many times I've seen buyers include notes with their offers. They point out faults and deficiencies, and explain why the house is not worth the price. I guarantee that these customers are paying a premium. The point is, never run down the home seller. This will make their feelings on the table. And negative feelings are unnecessary obstacles have to overcome. If you have the opportunity, compliment the sellers home decorating and gardening. Do not forget that their children are always above average, and their pets almost human. During negotiations, the anchor bid price in the market data.
3 Play on the same team.
It is important that you stay on the same team as your clients. united front is a strong negotiating position. It may not be the way things actually are. A woman can love a house, no husband wants to negotiate the price. You May not approve of some terms of the offer. If you discover a break in their ranks, sellers will consider your position weaker.
4 Keep a grain of salt.
a healthy skepticism is a good thing in the negotiations. Not everything said is true. How many times have you heard that the contract must be in this quarter or the price goes up? Does 1% bonus for contract this week mean that you have to rush to his offer? Is the price really firm? Proposals such as these show you what is important to the seller. May the seller want to close quickly and for full price, but on the other hand, the seller May want to quit, period. I can think of many times when I thought that the buyer offer will never work, and yet, they got their terms.
5 Introduction to special needs.
a large part of the negotiation is subtle. Small things make a big difference. Sometimes good deals go to monitor due to differences in style and personality of the parties. misunderstanding of the required tone can lead to a decline in trust. Some examples:
at a slower rate - sellers are a couple of 90-has. Since he left the house, the buyers met them several times. customers have more time to sit and talk, and formed a strong bond.
Holy Ground - sellers have run a grave for their dog on the property, which are very sensitive. buyers realized this, and sent word that he would leave in place.
for the birds - the sellers are numerous bird feeders on the property. customers in this body, and offers to continue feeding the birds.
Get a Grip - sellers agent gave incorrect information, not a good deal of detail, and was unreliable. In order to maintain customer confidence, it was necessary to check everything, handle paperwork, and watch the deadlines.
6 Keep private things private.
Buyers May have some issues that should be private. May they have just sold their home and need to act quickly. May they need to start kids in school. May they be in the middle of a divorce. May they have an interest rate that will soon expire. None of these pieces of information will get them a better deal on the house. In fact, they show that they are under pressure. Your customers should be perceived as people who are well qualified, who truly appreciate this home, and who can believe that in the immediate vicinity.
7 Get good information.
Here are some questions to ask before you and your client a quote:
How is the market in general? As the rest of the active and the recent sale at a price?
How long has been home on the market? Whether there was a price change?
Did the house sell recently? What is the cost?
Is there a time limit that must be met? Would you before or after the lease to be desirable?
What is value assessment district? taxes? HOA fees?
Is the publication available? Property inspection? poll?
Is there any offers and expected, or on the table now?
The price is only one consideration in the negotiations for the home. Other conditions, such as financing, close date, repairs, or possession date can be just as important. Negotiating for a house requires skill in giving and taking of information and communication to the seller that your customers are the best buyers for their property.
0 comments:
Post a Comment