Do YOU Never Say No?

One of the first lessons to learn about negotiating the biggest profits when working with short sales is to never say no. While most of life's important lessons tend to revolve around saying no in one form or another, the central premise to reaching an agreeable negotiation is to simply never say no. As long as both parties are still talking, there is enough room to reach an agreement. 

Learn how to never say no even in the toughest situations by implementing a few of these great tactics for your next short sale deal:

Nurse the negotiations rather than simply saying no. Instead, find out what needs to be paid, when and how much? Are they willing to accept anything in trade? Is there another way to finance it such as holding a note or seeking out a partner? Learn everything you can about what is needed, by who and when then set out to find a solution that will work for both parties.

Use a simple "IF/Then" phrase. For example, "If I am able to provide xx by xx then will you agree to the terms of my deal?"...keep going until they say "yes" then put it into writing via a formal or informal contract.

Create a Sense of Collaboration. Validate their needs and goals prior to initiating your own. Let them know you are seeking to create a win-win situation that will benefit both of you then ask what they need to make that happen. Be sure to share what you need from them and why...remember, people that use the phrase "because" are more successful in obtaining their goal even if the reason isn't all that important. Simply creating a sense of collaboration is an important step in negotiating a reason to work together rather than selecting sides with a winner versus a loser.

Simply Don't Stop. One of the most simple and easily overlooked strategies is to simply don't stop. Even if a deal appears to go sour always leave the door open by presenting a written option or alternative. Deals often go bad so make it easy for people to contact you in the future. Allow them to save face by keeping the tone neutral and the relationship friendly. Research shows they will be even more willing to work with you in the future if the first attempt fails and you respond positively and friendly. Rather than being viewed as an adversary, keep the lines of communication open by presenting a neutral yet friendly demeanor. You can still walk away from the deal while allowing them the time and opportunity to contact you in the future.

See you on the other side

Charles Gardner,

Short Sale RE Investor