There is no need to spill blood during the course of negotiating the points of a real estate purchase offer. "No" can be said without a verbal assault on either the buyer or seller or the agent representing parties to the sale. Raised voices and threats are not nearly as successful as an open mind and the willingness to give as well as take. Balance is an important negotiating tool. Agent Pat, the only agent I remember from a pool of six, always said, "I've closed more deals with sugar than vinegar."
Anger and arrogance rarely set the tone for cooperation, and Agent Pat was all about cooperation. She was not concerned with out-smarting the other side of the negotiating table. Agent Pat kept a cool head throughout the countering stages of the sale of my house by keeping her emotions out of the equation and quieting mine. I remember the buyers insisted on seeing the house again each time we countered their offer. By counter offer number four I was "fed up" with their need to return for yet another look. Pat reminded me each time they looked, they also raised their offer price. She praised me for cooperating and increasing my net. I was focused on the buyer's indecisiveness and Agent Pat shifted my focus to the final outcome--exactly where it needed to be.
Finally, an agreement to purchase was signed. I thought I sold a tad too low and the buyers thought they were paying a bit too much. Agent Pat said that was usually the outcome of a successful negotiation, and the sale moved forward.
Coming soon--Coping with inspection outcomes--Article 7 in a series of 10.
All "Agent Pat" articles:
- Cost Versus Worth: Real Estate Commissions or 10 Reasons Why a Great Agent Is Good For Your Bottom Line
- Price Comes From Facts, Not Out of a Hat
- Property Preparation--Pat Sent Me For a Walk with the Puppy When It Was Showtime
- Marketing - Two week updates
- Evaluating offers on a property.
- Negotiating - Sugar or Vinegar?
- Surviving Escrow
- Making the Move Easy
- After the Sale
- A Great Agent
Norma Toering & Team RE/MAX Palos Verdes Realty
(310) 493-8333 / Office Phone: (310) 831-0800
PalosVerdesLifestyle - Nominated by Relocation.com as one of the top ten Los Angeles area real estate blogs. Chosen by MovingCost.com as one of the best Los Angeles realty blogs. Ranked by Technorati in the top 1% of all blogs. As seen in the Daily Breeze newspaper.
South Bay Los Angeles cities I sell real estate, property, houses and homes in: Palos Verdes Estates, Rolling Hills, Rolling Hills Estates, Rancho Palos Verdes, San Pedro, Long Beach, Torrance, Lomita, Redondo Beach, Hermosa Beach and Manhattan Beach. Information is deemed reliable but not guaranteed.
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