W
hen a buyer makes an offer on one of your listings, what you say when presenting the offer makes a critical difference. Here's the language I teach in the Eight of Clubs in my Magic Words That Negotiate Agreements:
Imagine the seller's name is Johnson and the buyer's name is Miller.
What most agents say to their seller is, "Mr. and Mrs. Johnson, the Miller family has made an offer to purchase your home."
The word "offer" triggers an automatic response: counteroffer.
A much more powerful approach is this: "Mr. and Mrs. Johnson, the Millers have agreed to buy your home."
(The words "have agreed to buy" mean "The Millers now own your house because they have a binding contract.")
"If you choose to counter the Millers then you have agreed to buy your home back from the Millers for whatever amount of money you want to counteroffer."
The words "have agreed to buy" carry an implied conclusion.
The words "have made an offer" carry an implied beginning.
Which do you choose - conclusion or beginning? Share your thoughts below.
On Your Team,
www.MyByReferralOnly.com
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