Careful, Your Non-Verbal Communication is Showing
It seems that a very quick change has happened with buyer negotiation tactics in our Bristow-Gainesville real estate market. The approach taken on the buyer's side is increasing becoming aggressive with mutiple threats to walk if they don't get exactly what they want.
Selling a home is not an every day experience for home owners. They may only do this one or twice in their lives. They rely on their agents to detect a real threat to walk over someone blowing smoke. Additionally, they rely on their agents to de-escalate situations like this.
The other day, I was speaking with a fellow agent who I respect very much. In recounting the drama of a buyer's agent threatening his buyers would walk if they didn't get what they wanted, I simply said, "What he didn't realize was this non-verbal communication was telling me all I needed to know." I guess I take the term non-verbal communication for granted, having graduated with a Bachelor's degree in Communications, but this agent hadn't the first clue what I was talking about. It seems the digital world has stripped away nuance for a lot of people. Not me.
You don't need to be talking on the phone, or in person, with someone to get a sense of their non-verbal communication. That's why it is called non-verbal communication. Actions always speak louder than words. Take these actions from buyer's agents, or happenings on their sides of the transactions and tell me if they are in keeping with a buyer about to walk.
Buyer's agent texts, calls or emails on the hour, every hour to see if the seller ihas gotten another offer. (Why do you care? Your buyers are ready to walk.)
Buyer's agent texts, calls or emails repeatedly throughout the day to say their offer is final and if the seller doesn't accept it, they are walking. (Your repeated phone calls make it seem as though your buyers are in a state of anxiety over whether the seller is going to work out a deal and they clearly aren't spending their time looking for another property....just brow beating us.)
Buyer's agent, who threatened multiple times that their buyers are walking if their offer isn't accepted, called to counter his final offer. (But I thought your offer was final. Your countering yourself?)
Buyer's agent tells you there are plenty of homes for the buyer to choose from, so they are walking if they don't get this repair. (MLS disagrees.)
Buyer's agent screamed and yelled that if the opening offer to purchase wasn't accepted that they were walking, but their buyer negotiated a deal with the seller and entered into a contract for more than what was allegedly prompting them to walk away. Same agent uses the same threat at home inspection to say if the seller doesn't fix everything, the buyer is walking. (Hmmm. You didn't the first time.)
Buyer's agent is screaming on the phone that the buyer is about to walk due to inspection, meanwhile I just met the appraiser at the home. (Buyer is clearly dumping more money into this deal.)
In all of these cases, when a buyer's agent starts to threaten and get aggressive, I go silent. I acknowledge I heard them, tell them I willrelay to the sellers and disappear. Rule #101 of negotiations anyone? He who speaks first loses. Repeated messaging is a sign that the buyer wants THIS home. They are dying inside at the thought that they won't, so they have their agent communicate repeatedly. Adding in the phrase, "If we don't get what we want, we are walking," is not at all effective when you have pestered me all day long. You're not going anywhere.
My favorite lately was informing the buyer's agent who had threatened to walk once before, but didn't, and was verbally assaulting me with the fact that her buyer was walking if he didn't get all the fixes in the inspection, that she should inform her buyer that the appraiser just left the property. He had already paid for that too. She just got caught misrepresenting his lack of seriousness about the property. Ooops.
Actions truly do speak louder than words. If you ever dare to employ the, "Do it our way or we're walking approach," shut down all outgoing communication. Truly be ready to walk. If you aren't, you are only contradicting that statement with your non-verbal communication. And when you don't follow through on a threat like that, you lose all credibility going forward.