Always Leave Something On The Table

by Glenn Freezman

If you've been in business for any period of time you been a situation where a Alternative Compensation, Ala Carte Real Estate, Rebatingdeal needs to be negotiated. Sometimes it's a gentle push and pull that allows both a buyer and seller to get a lot closer to what they need out of the agreement. There are other times, for various reasons, when the deal is just not going to happen because one side or the other is not willing to make concessions.

The art of negotiation is just that, an art. At the end of the day it's about finding effective ways to communicate with other people so that they can express their needs and you can express your needs and that you can meet somewhere in the middle. A truly meaningful negotiation means that both sides walk away feeling like they won.

This means that any negotiation that tilts too far to one side or the other is generally doomed. Years ago I worked with a gentleman who seriously believe that a good negotiation was one in which he won and his opponent was crushed. I'm happy to say I've never shared his point of view.

Obviously, at the core of most negotiations is money. Money makes the world go around but it also sometimes get seriously in the way. However, money is also a great way to get someone's attention and can be a huge motivator.

While the dream of owning a new home may be enough for many home buyers, getting used to the financial realities of a new mortgage is often stressful.  For agents who are able to sweeten the deal with alternative compensation models, they can not only set themselves apart from the rest of the crowd but also offer home buyers some sort of financial incentive that takes them beyond the closing.

It's worth remembering that home buying is a highly technical and emotional process for many home buyers. Most people don't have years and years of experience of buying homes and the few times during their lives if they do are significant. If a little cash can be left on the table to help cover closing costs, transfer tax, or other extraneous expenses that come with the closing (or perhaps allow the new home buyers to avoid having to live on Ramen noodles for the next three months) it can have a significant impact on their willingness to do business.

Are you able to offer any type of financial cushion to your home buying prospects?

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What is Nucazza? Find out all you need to know and how Nucazza can benefit you as a Realtor, Agent, Mortgage Rep or Home Buyer. We are here to work with Realtors, Brokers and Buyers to put the power back into the hands of the Buyer.  Learn how you can be a part of this exciting opportunity for home buyers by clicking one of the boxes above. If you are a Realtor consider making more money with alternative commission models and get paid for the work you do. And contact me anytime for information on how you can benefit from this unique marketing opportunity. ~

 
This post has been included in Pennsylvania Real Estate News Montgomery County, PA Real Estate News Horsham, PA Real Estate News
Post is included in group: ABR-Accredited Buyer Representatives
Post is included in group: ACRE Consulting
Post is included in group: Buyer Information - What Buyers Need to Know in Today's Market
Post is included in group: Montgomery County, PA
Post is included in group: Pennsylvania Professionals

6 Comments on Always Leave Something On The Table

JUL
22
2011
7 Featured Posts Attended Rain Camp

Thanks Sea to Sky.  BTW, I grew up with your twin!!!  I had to do a double take to make sure you weren't her.  Have a great weekend.

4:28pm • #2
160,547 Points 2 Featured Posts Attended Rain Camp

good post. just another part of our job.  Enjoy the summer! winter is coming again.

4:57pm • #3
JUL
24
2011
AUG
09
2011

Hey Glenn - great post & info. "A truly meaningful negotiation means that both sides walk away feeling like they won.": The true definition of a Win - Win transaction!

Can't wait for the next one!

_____________________

Bill @ www.SearchMyPAHomes.com

11:08am • #5
7 Featured Posts Attended Rain Camp

Hey Bill, Thanks for stopping by, see you soon!

11:43am • #6


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Glenn Freezman

Fort Washington, PA

More about me…

Nucazza LLP & Home Buying Evolution, & Family Abstract, Inc

Address: 1424 Easton rd, Suite 100, Horsham, Pa, 19044

Office Phone: (855) 682-2992

Cell Phone: (215) 778-9592

Email Me

Nucazza, aligns itself with banks and credit unions all over the country to bring the message of choice and transparency to the banks customers. Through Webinars, co-branding and a message of positive choice we can identify home buyers on behalf of the lending institution and give them all the tools to make an informed decision as to how they wish to buy a home and how they wish to pay for the services provided. Nucazza, LLP will pass all interested home buyers to our database of participating Realtors. We are a free service to the home buyers as well as all ACRE graduates. We are an ACRE industry partner in the education, effectuation and Rabble Rousing of the Alternatives to Commission. While in my 25th year as a multi-state title insurance agent I am fulfilling a promise I made to myself just 3 days into my new career. "This industry is broken, I need to part of the change" Over my tenure, the companies I have been involved with, Family Abstract, Inc. et al has been involved in over 100,000 real estate transactions. The number one question that continually rose was regarding the commissions being paid to the Realtors(r) at closing. The buyers insisted it was their money that paid for the commissions since it was added to the sales price, the sellers believed it was their money because it was paid as part of the sales price and the "Gentlemen of Real Estate that began it all were smart enough to put it in the Agreement of Sale to protect their own ASSets. Question 1A was, what does 6% commission have anything to do with the value my agent brought me? How does one equate to the other? Why am I handing money to everyone? :( Nucazza, LLP was created as a way of giving back for an incredibly rich life that I have gotten to enjoy thanks to the real estate industry. I see great changes coming in real estate all to the benefit of our children and our grandchildren. Both as buyers and sellers as well as for those that become a new "Evolutionary" Realtor all will enjoy the richness of life that will be associated with this profession.  My job is Chief Evangelist, You don't know me... But you will


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