I just finished up a transaction with what I consider to be an exemplary real estate agent. Negotiations were tough and we went back and forth for a few days. But his model behavior was consistent all the way through. What a pleasure.
Your behavior has an impact on how well you are able to negotiate on behalf of your client. If you offend the other party during negotiations, how likely are they to be reasonable? If you're clients get heated during negotiations you must remain the voice of reason, and NOT repeat things they said to the other agent. Be the sounding board for your clients. Let them express anger, or fear and then come up with a strategy to address those feelings.
Ten Ways You Can Be a Better Negotiator
- Communicate. Respond to the other agent in a timely manner. If you don't have new information, make a phone call anyways. Knowing you're on the ball goes a long ways!
- Be available. During negotiations make sure you're available. Keep your cell phone on, and watch for a call from the other agent. If you're going to be unavailable for a time, communicate that to the other agent.
- Listen. We spend a lot of time listening to our clients, listen to the other REALTOR for clues on what THEIR client wants.
- Be respectful. Don't put the other agent on the defensive. Don't put down the house, the clients or the house.
- Be professional. Don't have your kids answer the phone, or be in a bar when you answer.
- Ask questions about what is important to the other agent's clients. If you can understand their goals, you may be better to negotiate what's important to your clients.
- Set expectations. If there is something that you client won't negotiate, or there is a city or lender requirement, state it up front. Don't surprise the agent you're negotiating with.
- Meet timelines. If you said you would have the inspection done in 2 days. Do it.
- Follow through. Do what you say you will do.
- Fill that paperwork out correctly. 'nough said.
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