Would you like to stand out in the field as one of the great negotiators in your market?
How would it feel to be known amongst the other REALTORS in your market as being the person who gets fair deals done and QUICKLY?
Do you know where your money comes from?
Now . . .
Don't you get paid on a "contingency fee" basis? If it doesn't get under contract AND close, you don't get paid!
Right?
So . . .
Other than finding the lead and then converting that lead to a loyal client, our "job" boils down to negotiating a viable deal (agreement).
I began selling real estate in 1993. "Back in the day" we wrote offers and met the Listing Agent on their turf (in their office or at their home or in a parking lot somewhere) to "Present" the offer and physically hand off the paperwork and earnest money check. This was a very ceremonious happening. We would then negotiate - each counter would begin with a telephone conversation supported by the faxing (or delivery) of a signed counter offer.
We didn't DO "Verbal Agreements"
We were far less technologically adept than now. We could fax (but not email) and the market was FAR faster than it is today. We actually got to know each other as PEOPLE instead of just as agents. Most of the agents in my market knew where I live and would just drop by to talk about an offer in my front yard.
Nowadays, people feel this urgency to move more quickly - Technology has us all of us hood-winked into thinking that we really are NOT in the relationship building business with other REALTORS. We should be able to cruise along emailing and voice messaging offers and counters offers without any "flesh contact"
I have just had a wonderfully refreshing couple of negotiations. I have been working for a week pulling a deal together - The listing agent and I have a lively discussion humming along and we are exchanging paper with each counter. This is akin to a great dance. We have been dancing for a full week . . . and we have (together) pulled the deal together from FAR apart.I am confident we will find an agreement that BOTH Buyer & Seller will be pleased with.
The other negotiation?
My Listing - an Agent brought an offer to my office and delivered the ORIGINAL with a hand-written check . . . I grabbed the offer and called my seller and met with her to present the offer - She signed a counter offer form which I then hand-delivered to the Buyer agent's office and called her with the news.
I may be harping on inconsequentlial BS, but the truth is that this "way" is SO much more satisfying for everyone . . . It's more personal and more effective . . . It's REAL!
The heck with "Verbal" and superficial agreement . . . Let's find some good ole face-to-face - belly-to-belly laughing and sparring negotiating.
It takes a village!
Best,
b
Barry Owen
Principal Broker and Productivity Coach
Keller Williams Realty - Nashville, TN - Green Hills
www.creatingspaces.blogspot.com
Simply & BOLDLY Living the FourFold Way in Open Space!
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