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Don't "pre"negotiate with me. It could give me a bad case of "offerus-interruptus".

I called a listing agent today, to get a couple of questions answered about a condo that they have on the market. My clients have more than a passing interest in the property, and had a handful of questions to clear, before they considered whether they would bring an offer.

As soon as the listing agent heard some of the questions, she realized that they were "interested" and started with me

"You know... she said... there's not a whole lot of room in this price... We just reduced our price this week... We're getting a lot of showings... The unit beneath us just closed 2 months ago for $5,000 more than we're listed for... and it wasn't as nice."

We've all heard the sales-pitch. My clients haven't even decided if they want to write an offer on the property, and if so, for how much... and she's already negotiating.

I responded with "We'll see IF they're planning on writing an offer, and then we'll see how much they want to write it for, and we can go from there. Let's not get ahead of ourselves".

If I passed on this listing agent's "message" to my people... I can guarantee you that they wouldn't even bother writing an offer. They have no intention of bringing a full-priced offer (or even CLOSE to full-price). The unit is nice, but it has some definite drawbacks.

Don't start "pre"-negotiating with me, even before you have an offer. You could give me a serious case of offerus-interruptus.

ALAN MAY, Realtor®
Specializing in Evanston Real Estate and North Shore Real Estate
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Coldwell Banker Residential Real Estate, 2929 Central Street, Evanston, IL 60201
847.425.3779 Cell: 847.924.3313 Email: Almay@aol.com

Evanston Real Estate, Evanston Realtor, Evanston Buyers, Evanston Sellers
North Shore Real Estate, North Shore Realtor, North Shore Buyers, North Shore Sellers

Posted by Alan May, Coldwell Banker Evanston Realtor, North Shore Realtor on 09/30/2009 11:31 AM

Comments (23)

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23 Comments on Don't "pre"negotiate with me. It could give me a bad case of "offerus-interruptus".

SEP

I'm not a fan of agents doing this either. I answer questions when an agent calls and I let it go at that. We can negotiate when I have something in writing.

I hate it when that happens! I never make stuff up just to make my property look busy. I tell the truth. I try to butter up to the agent, not pressure them. I'm happy they even showed my listing! Another thing I don't like is when buyers agents ask you how much the seller will take. Like I know that!

JL - I know... save your negotiating prowess for WHEN I bring you an offer... not when I ask a question...

Dan - I'm not sure that she was "making stuff up"... she may have been perfectly honest... and yet, she's already negotiating with me, and I haven't even brought her an offer. My point is, that could be off-putting to many buyers, and they might just decide to write an offer elsewhere, where they might be more receptive to an offer.

I totally agree! Listing agents need to keep in mind we are all professionals and we know (or at least should know) how to do our jobs as buyer agents and we more than likely have already pulled the comps before we show the property to our clients. I also interpret this type of behavior as they have had showings and most of them have disagreed with their price as did you and your clients. When they get defensive right off the bat, and my comps tell me it is over priced that usually just confirms it for me.

Alan - Doesn't seem to be a recipe for a true professional on your end of things. I think you saw right through her "strategy".

Tony - the market will pay, what the market will pay (you can quote me on that), and no amount of "posturing" on the part of the listing agent, is going to change that.

Jason - translucent from the word "go".

Alan...we are all guilty of looking out for our clients best interests...my stance here would be similar to yours, let the buyer make the decision without the influence of the sales pitch...then let the chip fall where they may

indeed, Mr. Steve. Let the chips fall where they may.

OCT

Alan the pre offer sales pitch can influence the way I as a buyer's agent views the property in a decidedly negative way. What that listing agent sounds like is desperate and that spells trouble in my mind. I would be looking for a lot of issues rather than viewing the listing as it stands and would be sure to my own analysis to give my clients advise on the offer should they choose to make one.

Paddy, I agree. the pre-negotiation raises my hackels, and my suspiscion, and would cause me to look very carefully at any offer I would write. It would provide nothing "positive" for the seller.

Alan - I just received this same exact script from a listing agent this past Sunday. If we weren't 20 hours apart I would have thought it was the same agent.

Completely off subject but the lady in your photo is an Austinite. She has modeled for real estate articles for the board here in Austin and works at a bank here in Austin...Just sayin'...

Michelle - some "realtor workshop" type is probably hawking that script.

Russell - that's so cool... I just pulled her image off of my "Clipart.com" subscription, by using keywords "on the telephone". She probably gets an extra 1¢ for my usage.

Well, Alan, blame it on the PBJ syndrome since prenegotiations date back to childhood. PBJ sandwich, before it hits the plate, a kid starts negotiations, is it grape jelly, strawberry jelly, white bread, you know I'm not hungry etc. Cook starts to fuming. Sandwich slaps down on the plate. Appetite ruined. And nobody buys the condo.

Alan:

If you shared that bit of information with your clients, they may not even want to see the place. Is she kidding with this type of approach?

Kate - and make sure the crusts are trimmed, and cut it diagonally!

Claudette - my thought exactly, which is why I'm not passing that tidbit along.

OCT

If that listing agent had a clue, she would have realized that you're a professional and you know how to do your job.

You'll guide your clients in the right direction...and from the sounds of the way that agent responded to your call, that direction will be towards a different condo.

OCT

Alan I am still constantly amazed at what comes out of the mouths of some of the agents I come in contact with whether it be their listing or mine.

Craig - I think that's just what she was attempting to avoid (LOL!)

Larry - I, too, am constantly amazed.... not surprised, just amazed.

I don't know Alan, this doesn't seem like a high crime to me, on the part of a listing agent. Isn't this kinda, sorta just a part of the job? Having said that, one thing that drives me CRAZY is people trying to sell a salesman!

the crime, Janna, is PREnegotiating with me. She has basically already raised my hackles, and I haven't even brought her an offer.

OCT

Isn't that why buyers and sellers hire Realtors, so that the Realtors can go at each other? LOL

Russel - I'm sure they'd like nothing better than to pop us in a cage, and let us battle it out.

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