2015 NEGOTIATION STRATEGIES Real Estate is the Best Tangible Investment An investment in a home is unlike most other investments. Unlike stocks, bonds, and gold certificates, real estate is tangible. That’s why it’s so difficult to put a value on real estate. When determining a value of a home, many experts believe “the value of […]
2015 Price Negotiation Strategies with Buyers
Price Negotiation Strategies with Buyers Buyer’s in the market today have been conditioned through intense spaced repetition to be very sensitive to price. It is important to be prepared to address this issue. It is important to determine how the buyer likes to negotiate in advance of actually negotiating with them. The following should be […]
Negotiating the Sale – It Doesn’t Matter What the Seller Paid
Negotiating the Sale – It Doesn’t Matter What the Seller Paid As a successful agent, you already know that a home is worth what someone is willing to pay for it. Sometimes what a home buyer pays makes no sense because the high price can’t be justified. More often, home buyers like to factor into […]
Smart Clients Never Tip Their Hand
Overcoming Objections – The “Six-Gun” Strategy
The “Six-Gun” Strategy There’s an old expression in sales that states, Selling doesn’t begin until you get your first “No”. The sales profession pays extremely well because you have to be more than a customer service professional. Once you’ve identified how to help your clients, you also have to be prepared to encourage them […]
Negotiations – Buyer Strategies
Negotiations – Buyer Strategies Despite double-digit appreciation and a real estate market that is now favoring sellers, many home buyers are still hesitant to buy real estate. They have been conditioned through years of spaced repetition to: Sit on the Fence Focus heavily on price In order to maximize your success during contract negotiations, agents […]
Negotiations
Despite double-digit appreciation and a real estate market that is now favoring sellers, many home buyers are still hesitant to buy real estate. They have been conditioned through years of spaced repetition to: Sit on the Fence Focus heavily on price In order to maximize your success during contract negotiations, agents must be prepared […]
Seller Negotiations – Reasons to Accept an Offer
Seller Negotiations – Reasons to Accept an Offer 1. Carrying Costs: Repairs & Maintenance Taxes Insurance Mortgage 2. Market Competition Impact of Similar Homes Selling for Less Impact of New Listings Coming on the Market (Pent-Up Seller Demand) 3. Adverse Changes in Market Conditions: Supply Demand Consumption – Month’s Supply Value – Prices 4. End […]
Closing the Sale – “Am I Doing Something Wrong?”
Closing the Sale – “Am I Doing Something Wrong?” As Trusted Real Estate Advisors, we believe if something is logical, our buyers and sellers will apply that logic to their personal situation and agree with us. When they don’t, we get frustrated because we know they’re smart people, yet they refuse to accept the […]
Negotiating Skills: Identifying the Consequences of Your Client’s Decisions
Both Fear and Incentive can be used as motivators to help your client make the best decision. Motivating your clients with incentive occurs when you ask them; “If you were to buy (or sell) today, what would that mean to you.” Let’s not, however, let your clients off the hook by focusing on the warm […]