Hassle Free Negotiation: Choice Over Force

By
Real Estate Broker/Owner with Ivy Vine Investments

hassle free negotiation choice over force

What Does Hassle Free Negotiating Mean?

The heading should be self explanatory but I wanted to take a moment to explain the importance of not hassling clients into accepting offers or choosing to go with your company.  If you want a sure fire strategy for gaining a negative reputation in your city and amongst potential clients then grab your soap box, megaphone and get to hassling.  If instead, you want to be successful with a thriving real estate investment company, get multiple offers accepted by clients and provide a great service at the same time choose choice over force.

 

Oh No Here Comes Joe Shmo Who Won't Accept No

All of us have probably visited a car dealership before in our lifetime.  When you pull up you already know that you will be greeted by one of two types of salesmen.  You will either have the pleasure of meeting Joe who is going to try and pressure you to buy every vehicle on the lot TODAY or you will meet Chris who will introduce himself, tell you to take your time looking around and please let him know if he can help in any way.  

 

This concept works the same way in the real estate world.  Over the years I've met multiple clients who voiced their displeasure of a previous investor who they felt tried to force them into accepting an offer.  I always find that interesting.  In my life, I've never made a purchase or decision because I was pressured into doing it.  You could have the best sales pitch in the world but if I don't want the product or service it's not going to happen.

 

hassle freeclosing door on hassling agent                                                                                                                       

 

 

 

 

 

 

 

 

 

 

 

 

 

 Choice Not Force

If you are an investor or real estate agent know that every offer that you make will not be accepted.  No matter how bad you want to get that purchase agreement signed or that listing the client is in control.  I always let my clients know when I visit their home that I'm here to try and relieve your stress not add to it.  If I make an offer to a client and we can't come to an agreement it's no hard feelings and I understand 100%.  I'll give you an elbow bump(due to coronavirus) and ask that you please let me know if I can help in any way in the future.

 

By giving the clients a choice and not trying to force them they will remember that.  You may not get the sale today but possibly down the road.  Not only that, your reputation won't take a hit throughout the community or your city as being the guy who won't take no for an answer.   There is nothing wrong with being ambitious and a tough negotiator just make sure you remain respectful and understanding of your clients decisions.

 

handshake with client

 

So there you have it; the blue print to successfully negotiating hassle free with clients.  I want us all to be successful and I hope this post adds or serves as a good learning tool to do just that. No one will accept your offer of your listing if you're waving the iron fist.  Present your service, explain how you can help your client in their time of need, make an offer/counter offer and hopefully you will end with a successful handshake and signed agreement or listing.  

 

So until next time, wash those hands and be safe. 

I'm Out.........

Chris Ivy

 

 

 

 

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Show All Comments
Rainmaker
3,296,744
James Dray
Fathom Realty - Bentonville, AR
Exceptional Agents, Outstanding Results

Morning Chris.

I would be the Chris in this scenario.  No need to pressure someone in this market

Aug 31, 2020 01:27 AM #2
Rainmaker
1,025,757
Nick Vandekar, 610-203-4543
Long & Foster Real Estate Inc 610-225-7400 - Devon, PA
Tredyffrin Easttown Realtor, Philly Main Line

I always hate sales pitches that you have to make a decision today, why? Let me think about it, if it is a decent offer surely if I make a decision tomorrow it won't change anything. In fact this puts me off so much, however good the deal may be I step back and turn down the option preferring to wait. Good post. Thanks for your point of view, I like it.

Aug 31, 2020 12:21 PM #3
Rainmaker
1,163,744
Paula McDonald, Ph.D.
Beam & Branch Realty - Granbury, TX
Granbury, TX 936-203-0279

Love it, "Joe Schmo"! We have all encountered those guys! 

Aug 31, 2020 02:20 PM #4
Ambassador
3,049,673
Anna Banana Kruchten CRS, CRS, Broker, Instructor
HomeSmart Real Estate BR030809000 - Phoenix, AZ
602-380-4886

That's why people can't stand used car sales people!!  So darn pushy! Not a chance would that ever be my business model.  And people know that! I help them make good decisions for them (not me) with zero pressure.  Excellent article Chris!

Aug 31, 2020 02:21 PM #5
Rainmaker
2,887,582
Laura Cerrano
Feng Shui Manhattan Long Island - Locust Valley, NY
Certified Feng Shui Expert, Speaker & Researcher

It’s something to really think about when it comes to giving choices so that will give more of an option to really get power to somebody else but also the power to yourself by doing that.

Aug 31, 2020 07:10 PM #6
Rainmaker
693,113
Debra Leisek
Bay Realty,Inc Homer Alaska - Homer, AK

Hey what about the pushy client who wont take no or feels like they have to wear you down so you will wear down the other side for them

It can be a 2 way street!  

Another great Post by Chris Ivy !!!

Sep 01, 2020 02:11 AM #7
Rainmaker
710,306
Brenda Mayette
Miranda Real Estate Group, Inc. - Glenville, NY
Getting results w/ knowledge & know-how!

Negotiations require (IMHO) respect from both sides.  Sellers often get cocky in this crazy seller's market and leave buyers hanging without response.  Not cool!

Sep 01, 2020 05:26 AM #10
Rainmaker
1,630,975
Kat Palmiotti
406-270-3667, kat@thehousekat.com, Broker, Blackstone Realty Group - brokered by eXp Realty - Kalispell, MT
The House Kat

I love it and totally agree. I've never tried to pressure a client into doing something. If they hesitate, it's up to us to find out why and provide whatever information they need to help them make the decision that's right for them.

Enjoy your day!

Sep 01, 2020 05:56 AM #11
Rainmaker
343,546
Shirley Coomer
Keller Williams Realty Sonoran Living - Phoenix, AZ
Realtor, Keller Williams Realty, Phoenix Az

The most successful agents show their value and allow the client to decide to work with us.  Being pushy is not useful when someone is buying something, especially one of the largest purchases of a lifetime!  Show you value and caring and they will come.

Sep 01, 2020 06:46 AM #12
Anonymous
Mark get it done

Retired now I have done both worlds of commission sales. In my younger days 11 years in top 100 car salesman in America . Then a brief 7 years in RE and used the same philosophy, you know when to push and when to back off.
The key eyes/ body language within 1 minute if the client likes the car they have the look, hands behind back, , in RE when they walk in they look up, eyes quick stare either side, strolling motion.
This doesn't mean a instant sale nobody really knows, but it is a interest and that is your opening.
Pushing happens when they want it but at a steal price, I push with that price is not going to happen so lets talk a price with one , two counters or you really don't want it bad enough do you?

Sep 01, 2020 10:08 AM #13
Rainer
445,423
Dan Hopper
Dan Hopper - Gold Way RE - Westminster, CO
Denver Realtor / Author / Advocate/Short Sale

Sometimes the "objections" are as simple as asking the right questions to understand the resistance ... I always enjoy the negotiations of the Price ... working with the buyer, it is a matter of, "Do you want this property or not?"  If so, make the offer so attractive the Seller cannot reject it.  Smile the whole time, lol.

Sep 01, 2020 03:38 PM #14
Rainmaker
1,080,453
Thomas J. Nelson, REALTOR ® e-Pro CRS RCS-D Vets
Big Block Realty 858.232.8722 - La Jolla, CA
& Host of Postcards From Success Podcast

It's sad that this common sense needs to be a reminder, but the world is full of jackasses that ruin the greatest profession in the world: sales. Sales is HELPING people make informed decisions, not manipulation.

Sep 01, 2020 07:47 PM #15
Rainer
242,743
Greg Mona
eXp Realty - Chandler, AZ
Professional Real Estate Representation for YOU!

So true, Chris Ivy. I heard a saying a while back from a very sage real estate Designated Broker, which was; "The client makes the decision. We guide the process". Very good words to live by in our industry.

Sep 01, 2020 07:48 PM #16
Rainmaker
38,234
Chris Ivy
Ivy Vine Investments - Memphis, TN
Sell Your House Fast For Cash In Memphis Tennessee

Hi Greg,

 

Thanks for the below quote!

 

"The client makes the decision. We guide the process"

Sep 01, 2020 08:14 PM #17
Rainmaker
291,900
Susan McCall - - Compass Realty Solutions
Compass Realty Solutions - Portland, OR
Listing and Buyer's Agent

I love the graphic at the top of your blog,  A picture is worth a thousand words, for sure, for sure!

Sep 01, 2020 08:33 PM #18
Rainer
89,102
Erik Hiss
Keller Williams Capital Partners Realty - Worthington, OH
You can trust me for all your real estate needs!

Hassle free and more importantly, STRESS FREE! No use in adding more stress into our lives than is already there!

Sep 02, 2020 05:38 AM #19
Ambassador
2,868,972
Liz and Bill Spear
RE/MAX Elite 513.520.5305 www.LizTour.com - Mason, OH
RE/MAX Elite Warren County OH (Cincinnati/Dayton)

The surest way for someone trying to sell me some service to have a quick conversation is to get pushy.  If your service is REALLY that good, you're not going to have to force me to listen, but as soon as someone starts rolling out "but can't you use more business?" line or something along that line, we're going to be done quickly.  The people I do business with offer value and aren't pushy about it.

I make it clear with home buyers I work with that I will NOT push them.  However, if I see a great deal that I know will not last, I'm going to make it very clear to them what our circumstances are and what they need to do ASAP if they want the home.  I'm there to guide, not push.

Sep 02, 2020 06:22 AM #20
Rainmaker
589,242
Mary Hutchison, SRES, ABR
Better Homes and Gardens Real Estate-Kansas City Homes - Kansas City, MO
Experienced Agent in Kansas City Metro area

My approach is the same as yours. However, there must be a lot of people who go for the hard sell approach, bc so many "sales experts" teach it with scripts and other techniques.  When someone is trying to push me, I automatically retract negatively.

Sep 02, 2020 07:58 AM #21
Rainmaker
638,139
Gwen Fowler-864-916-2019 SC Mountains Lakes Homes
Gwen Fowler Real Estate, Inc - Salem, SC
Gwen Fowler Real Estate, Inc.

Nothing worse than a pushy salesperson. The only instance in which I ever feel the need to have someone make the same day decision is if they are very interested and I have another offer on the table

Sep 02, 2020 08:11 AM #22
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Sep 03, 2020 09:59 PM #23
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