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Don't you Love Negotiating?

By Trey Thurmond

Real Estate Agent with BCR Realtors 262359

February 07, 2008 05:03 AM

To me the most challenging aspect as an agent, has been the art of negotiating successfully. After-all isn't that what the profession is all about? Without it very little would make it to the closing table. And As a broker and trainer it is indeed a challenge to educate how to negotiate with success. And what is success when negotiating?

Happy clients who reach a successful closing.

Sometimes agents treat negotiating as a battle to win. DON'T DO THAT! Don't try to fight on behalf of your clients. If you do... eventually you will discover:

1. There are no winners .

2. You will have fewer closings.

Negotiations are a give and take process. Prepare your clients from day one to be flexible and in the very least to at least listen to any offer or counter offer that comes their way. This is true for both buyers and sellers. By ignoring this preparation you only pave the way for tough negotiations.

Always negotiate. (except on your integrity and principals)

Have a prosperous week!

Trey

www.treythurmond.com

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Mary Aguilar

David Lyng Real Estate - Monterey, CA

I agree. And negotiationn is our true value to the client. We need to emphasize that at the listing presentation,

There are many styles of negotation:

Collaboration

Accommodation

Compromising

Avoiding

Competing

There are certain situations when each of them are appropriate. When it comes done to working for our clients - we truly do best with the Compromising or "Win-Win".

There is a Thomas-Kilnmann Conflict Assessment that I recently took and I would highly recommend it to all Realtors.

Feb 07, 2008 05:14 AM

Ken Cook

Content, coding, marketing, host. - Marietta, GA

Content Marketer/Creator

Trey I am certain that you, like I, have encountered the client or agent who feels an increased volume in voice or an increased number of phone calls/emails/faxes with "over-realistic demands" will produce a more open-to-negotiate atmosphere. We have a rule in my office and it's called: "The Screamer Factor". It always means the other party feels like they have no control or influence in the deal or they are trying to hide something. As a lender my first reaction is to pull the file and look for the fraud (this just happened earlier this week and sure enough, I found the fraud within about 15 minutes). I have found also that people scream or apply an inordinate amount of pressure when their back is against the wall and I find that a good time to say, "Mrs. Client, I believe we have reached a fair agreement that we should settle on so without further modification let's go ahead and finalize with your signature right here."

Feb 07, 2008 05:20 AM

Trey Thurmond

BCR Realtors - College Station, TX

College Station , Texas Homes

Mary,

This Conflict -Assessment sounds interesting. I want to learn more.

Feb 07, 2008 07:40 AM

Frances C. Rokicki

Fran Rokicki Realty, LLC - Bolton, CT

Broker-Mentor,CRS

Agent negotiations can and do, make or break the transaction. I see it every day, no matter what market we are in. Good post, Trey

It's a Good Life!

Fran

Feb 07, 2008 09:32 AM

Fran,

It is amazing how so many agents fail to even try to keep the negotiation train on track.

Feb 07, 2008 03:13 PM

Ken

As they say...The guilty holler the loudest!

Feb 08, 2008 02:58 PM

Don't you Love Negotiating?

Comments(6)

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