CHAPTER 17 Become An Expert Negotiator
CASE STUDY #13
Another Realtor® had been trying to sell my clients’ house for six months. The sellers contacted and ultimately hired me. I sold their house in four months, and they got 97.8% of the asking price. Everyone knows buying and selling homes usually involves negotiations. It’s safe to assume the people who want to buy your place will be tough negotiators with strong motivation, so it’s important for you to match their level and even the playing field.
First, let’s look at a great example of what not to do:
We’ll call the seller Jack. His house has been on the market for seven months, and he’s had to move out to start his new job in another state. The costs are causing him major stress, and it’s a pain to make sure the house stays in showing-ready shape. Learning the new job is taking just about all the time and energy he has, and the added pressure of carrying the house is getting to be too much. Along come Maya and Brad, who fall in love with the house. It’s just what they’ve been looking for! Brad’s actually scared to negotiate because he thinks it’ll make Jack not accept their offer, but Maya knows exactly what to do. She goes into research mode and finds out that the house hasn’t been shown in six weeks and that Brad has already moved out. Not only that, she finds Jack’s blog post all about his real estate frustrations. Bingo! Maya has leverage, and Jack doesn’t even know it.
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