Buyer’s in the market today have been conditioned to be very sensitive to price. It is important to be prepared to address this issue. The following should be considered. Identify why the buyer is unwilling to negotiate. Don’t be afraid to ask why price is so important. Show the trend of continued appreciation. Show the […]
2015 Negotiations- Be the Rock
2015 NEGOTIATIONS Be the Rock A widely held principle of motivation states that: “Fear of loss, is far greater than the ecstasy from gain.” In other words, people are generally more motivated by what they fear they will lose than with what they think they will gain by taking action. How does this principle apply […]
Negotiation Skills – Identifying The Consequences Of Your Client’s Decision
Negotiation Skills – Identifying The Consequences Of Your Client’s Decision 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, […]
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
Do the Thinking for Your Clients
It’s surprising how many deals are never put together because your buyer or seller doesn’t have enough time to put the decision on their plate. More times than not, the whole sales process can become a major obstacle to getting a buyer or seller to say yes. For example, if a buyer doesn’t […]
Negotiations – The Monthly Cost
A buyer has come to the table with an offer that is low. You’re anxious for the Seller to reach an agreement with the Buyer, but the Sellers have no interest in selling their home for anywhere near the offer price. Using the Seller Pro-Forma analysis presented in the Cup O’ Joe- 2012 Seller Considerations […]
2012 Negotiations – Be the Rock
widely held principle of motivation states that: “Fear of loss, is far greater than the ecstasy from gain.” In other words, people are generally more motivated by what they fear they will lose than with what they think they will gain by taking action. How does this principle apply to your buyers and sellers? As […]