This is the Crime Scene

Real Estate Agent with RE/MAX Realty Specialists Inc.,

The True crime scene; Is leaving not showing up at the negotiation table.

You have a listing. It's almost 30 days on the market. You ask for the offer by email. Well, because everyone is in different places.   Its easier. It saves a trip. We offer you 90% of asking. You sign back asking price less 2.5%

We took our marbles and went away.

You call me back a week later asking why we didn't want to negotiate?




What happened?


What happened at the Offer Negotiation Table?  Let me explain...  There was no negotiation. Each party preened their position and stood their ground.


A negotiation is the most vital part of the Home Selling process.   Good to say that our market is in a perpetual upswing so everyone is in multiple offers...  But is it?  Some Condos and townhomes are averaging 37 to 42 days on market.


The nuance of presenting an offer and the etiquette of discussing your Buyer's / Client's capacity, ability and URGENCY to close a transaction is important.   Our rush to substitute technology for service and dialogue does a disservice to everyone involved.


If your best closing line is "It's a WIN WIN WIN situation";  It appears one of the four people there is going to lose.  Reducing the amounts to their monthly carry costs to make them seem insignificant may work but the owners raised 3 children in that kitchen, marking each birthday with a line on the door frame for height.   There was time that we took pride in the i's and T's being crossed, everything was initalled properly and acceptance was conveyed with a hand shake.


What value is placed on the emotion of the transaction.   The scene of the crime was the rush to initial the small glass tablet and email the response.


What do you think?   





Comments (2)

Dee Toohey
Innovative Realty Solutions Group - Longwood, FL
Broker, ABR, AHWD, CIPS, FMS, ePro

Logic rules.  Emotions never rule wisely and they don't belong in the transaction. 


Sep 14, 2014 10:55 PM
Steve Kantor
Best Agent Business - Virtual Assistance

Ah, yes, flinching when stand-off time comes. A true crime indeed. Thanks for sharing, David.

Sep 15, 2014 12:21 AM