Why are you afraid to ask the question...any question? The worst thing that could happen is their answer would be "no". But if you never ask the question, the answer will always be "no".
Your Job is to Negotiate
One of the primary skills real estate agents are hired is for their negotiation ability. Webster's dictionary defines negotiation as; "a formal discussion between people who are trying to reach an agreement". According to this definition, negotiation is the heart and soul of a real estate transaction. Real estate agents help "people" reach an agreement. It doesn't matter which side you are working with...buyers or sellers, the ultimate goal is to reach an agreement.
Negotiating With the Seller
Often times the first encounter with negotiation is when you are at the listing appointment and the seller wants to list their house for more than you think it is worth. Do you simply agree to the higher price or do you help the seller understand why listing at a lower price may be more reasonable? If you choose to remain silent on the issue, this could cause both you and the seller grief in the long run. The house may just sit on the market or if you do receive an offer, the property may not appraise. When a seller states a price you feel is unreasonable, they are exercising their right to "ask". They aren't asking because they know it's unreasonable, they are asking because they don't understand why their house isn't worth that price.
Negotiating With the Buyer
On the buyer's side you begin the negotiation process when it comes time to make an offer on a property. The buyer may love the house, but they don't love the price. As their agent, you review the comparables with them to see if the list price is reasonable. But it would be far too easy for the buyer to simply pay the list price because the comps showed that the price on the house they love was in line with the market. Every buyer wants to think they got a "deal" and will make an offer that is lower than the list price. Naturally this thought process will depend on the type of market you are in, but even then, buyers want to feel as though they got something from the seller. The buyer decides to make a low offer, although you may not agree with their decision, it is your responsibility to present that offer in a positive light. The buyer has exercised their right to "ask".
Ask the Question
As a real estate agent our job is to help our clients buy and sell property. The key words here being "our clients". When it comes to an offer, we don't know what a buyer or seller will or will not accept, but it is up to us to ask the question. We can't be concerned with one of the parties feeling "insulted" or "annoyed" because it is all a part of the process. We simply represent our client and ask the questions they want us to ask...even if we think we know the answer. As my father used to say, "you can't G-E-T if you don't A-S-K".
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