Negotiator or Irritator

By
Real Estate Agent with LS Rogers Realty

Ever received an Offer or Counteroffer that Ticked you off?

Well..... CUT THAT OUT!  

 A Skilled Negotiator never takes it personal.

One of the Greatest Services provided to a Client is the Art of Negotiations.  Being Combative is Rarely Effective. It also runs the risk of having the Seller or Buyer becoming less likely to budge on price and/or terms.

Some Agents believe in order to be a Good Negotiator, they need to be Standoffish, Argumentative or Confrontational. Not True.  If you Wouldn't respond Favorably to it, why Would Anyone Else? 

The main Focus is to protect the Client's Interests.  It's not in their Best Interests when your Personal feelings Dictate your Actions.  Stalling tactics, avoidance, and being a Dope sends the message that your Client doesn't wish to do business.  

How does it benefit the Client by chasing off an interested Party?




 

Buyers or Sellers, if you or Someone you know, is Thinking of Buying or Selling a Home in Richardson or surrounding areas, give me a Call. Experienced Out-of-the-Box Thinking Realtor with Guaranteed Results.

Richardson, Plano, Dallas, Garland, Rowlett, Irving, Mesquite, Dallas County, Collin County

 

Comments (32)

LS Rogers Realty
LS Rogers Realty - Richardson, TX

TAMMY  You're very welcome. I'm an instant fan of yours.

We do take it personal. We're not supposed to, but it happens. Shhh! Don't tell the clients.

Oct 19, 2008 07:18 AM
Debe Maxwell, CRS
www.iCharlotteHomes.com | The Maxwell House Group | RE/MAX Executive | (704) 491-3310 - Charlotte, NC
The right Charlotte REALTOR!

Trunda:  You are SO right!  The ones that I KNOW I'm going to beat right off the bat ARE the ones that react emotionally to my client's offers/counters and I LOVE IT!  Ask my hubby--I get off of the phone and start chanting, "I won, I won, I WON!" 

I was a nurse before I became a REALTOR (Read about it in my 100K point post!  I won't leave the link here since some don't think it's kosher to do so!), and the ONE thing that I was nervous about was the negotiation process--I was so used to 'taking care' of the situation and being a 'peacemaker.'  Well, I had a TOUGH developer/REALTOR BIC who used to be in sales and KNEW how to close a deal.  He quickly got me over that but, it remains THE most exciting part for me because I kill them with kindness, then reel them in, hook-line-and-sinker--ESPECIALLY when they are emotionally attached to that property for some reason! 

GREAT post and sorry I wrote such a lengthy comment!  But, you hit my funny nerve!! ;-)

Debe in Charlotte 

Oct 24, 2008 05:48 PM
Joan Whitebook
BHG The Masiello Group - Nashua, NH
Consumer Focused Real Estate Services
The art of negotiaton is not one that is practiced by many. It is a very important skill and it looks like you have taken a lot of time to find out the interests of your clients so you can make it a "win" for them!
Oct 26, 2008 05:16 AM
Heather Goodwin
Licensed by the Louisiana Real Estate Commission - Shreveport, LA
Results That Move You

I guess I've never viewed negotiations in a negative light, although it appears from the comments that many do see the negotiation process as a controversial one - even war-like.  I realize that it can and will involve controversy, but my take has always been to ask myself and my client what we can do to make this oppportunity to buy or sell work.  It's great when it's a win-win for both parties.  If that's not possible, we analyze where it broke down and may have to make adjustments for the buyer or seller's expectations.  Sometimes these are unrealistic despite all the counseling/educating we've done, and we have to bring them back down to earth. :-)

Great post!

Oct 27, 2008 12:29 AM
Ricki Eichler McCallum
CastNet Realty - Corpus Christi, TX
Broker,GRI,ABR, e-Pro, TAHS

Excellent blog.  Negotiating is so important.

Oct 27, 2008 09:11 AM
LS Rogers Realty
LS Rogers Realty - Richardson, TX

DEBE  LOL. The victory chant is priceless.

That does sound like quite a transition for you. I will check out your 100k post and FYI, I don't mind you referencing a blog or link in my post.

JOAN  I agree with you. So many don't know how to negotiate on behalf of someone else.

HEATHER  You're exactly right. It shouldn't be negative. Each party has to feel good about the transaction or they have remorse or the unsettling feeling that it isn't a good fit. I'm of the peace making spirit myself so it's a little draining coming up against the "war-like" negotiators.

RICKI  Thanks for stopping by and your comment.

Oct 27, 2008 02:55 PM
Brian Burke
Kenna Real Estate - Lone Tree, CO
Broker & Advising Expert-Denver Luxury Real Estate

Trunda - we like to up our kindness - doesn't mean we give in :) , and it is suprising how much further you get when you don't come across the table screaming, arrogant, argumentative etc. ~Rita

Oct 29, 2008 03:02 PM
LS Rogers Realty
LS Rogers Realty - Richardson, TX

RITA  I like your style. Generally before the other side knows what hit them, the deal is signed, sealed, and delivered. I often wonder how the agents who say, "I'm not here to be nice, I have a job to do" get top dollar for their clients.

Oct 29, 2008 03:21 PM
Trey Thurmond
BCR Realtors - College Station, TX
College Station , Texas Homes

Trunda

You are so right on this. It never  ever pays to get ticked when negotiating contracts. You can be foreceful but pleasant, always remembering your duty to your clients are foremost.

Nov 04, 2008 01:45 PM
Susan Peters
Dove Realty Inc. - Seattle, WA
The Better it Looks the Better it Sells

Hi Tundra,

You're soooo right. The "scorched earth school of negotiating has never made sense to me. I've always found success with my Dad's advice "You can catch more flies with honey than you can with vinegar."

The bigger the gap between offer and list price the nicer I am...and I'm pretty nice to begin with. You never know when you're going to run into that agent again.

Nov 04, 2008 01:57 PM
Cherimie Crane
Cherimie Crane & Associates - Beaufort, SC

Trunda,

Excellent Point!!! This is a great post..thanks for writing.

Nov 04, 2008 11:40 PM
LS Rogers Realty
LS Rogers Realty - Richardson, TX

TREY!  Being "forceful but pleasant" comes with experience. I remember my first transactions were either/or and not both. Nothing like experience.

SUSAN  Your Dad is a wise man and I like your style. "The bigger the gap between offer and list price the nicer I am..."  If it's done well, the other side ends up negotiating your position for you.

CHERIMIE  Thanks for visiting.

Nov 08, 2008 12:58 PM
Paul S. Henderson, REALTOR®, CRS
Fathom Realty Washington LLC - Tacoma, WA
South Puget Sound Washington Agent/Broker!

Trunda, I think negotiating is getting easier in this market. I believe if we act as professionals we can achieve a win/win in my favor...

Nov 19, 2008 04:39 PM
Gena Riede
Riede Real Estate, Lic. 01310792 - Sacramento, CA
Real Estate Broker - Sacramento CA Real Estate (916) 417-2699

Trunda, very true. It's a win, win when everyone gets along for the common good of all parties. Acting professional is the only acceptable way to act.

Nov 20, 2008 04:06 PM
Russel Ray, San Diego Business & Marketing Consultant & Photographer
Russel Ray - San Diego State University, CA

Some Agents believe in order to be a Good Negotiator, they need to be Standoffish, Argumentative or Confrontational. Not True.  If you Wouldn't respond Favorably to it, why Would Anyone Else?

That should be standard reading in real estate training programs for all agents at all agencies in every state.

Nov 26, 2008 08:10 PM
Will Nesbitt
Nesbitt Realty at Condo Alexandria - Alexandria, VA
Nesbitt Realty is a family-run brokerage.

Trunda, what a great little nugget. Thanks for sharing. The only thing that could improve it is to make it rebloggable.

Nov 29, 2008 08:26 PM
AMBER NOBLE GARLAND - Top Real Estate Expert, Property Tax Appeal Specialist & Author
Strategic Marketing Expert & Relocation Specialist Serving New Jersey and nationwide! - Marlboro, NJ
- The Agent You Can Trust To Deliver REAL Results!

This is exactly the type of unprofessional and overly emotional behavior that gives me a headache...Agents who take negotiation personal (as if they own the house). Great post Trunda!

Dec 11, 2008 06:32 PM
LS Rogers Realty
LS Rogers Realty - Richardson, TX

PAUL  Not in my market. Most buyers in my market believe every home is at least 30% off.

GENA, AMBER  Thanks for your supportive comments.

RUSSELL  I don't remember specific negotiating tactics when I took my classes. Maybe things have changed.

WILL  I thought my settings were set for reblogging. Thanks for the heads up.

Dec 13, 2008 02:49 PM
Kelly Kilpatrick
Rancho Santa Margarita, CA
Broker-Associate

I was trained to always handle negotiations as if I was observing from a distance - mentally removing myself as an involved party.  Imagining how another agent would handle it. The best negotiators play hard ball effectively - they aim for their clients top needs, and throw in less important scraps to seal up the deal.

Dec 16, 2008 03:39 PM
Eileen Begley
Coldwell Banker, DelMonte - Carmel, CA
Monterey Real Estate

Trunda;  I love this one.  We would probably make more sales if we were careful to think like a negotiator and not take things personal and also encourage our sellers to think that way too.

Dec 20, 2008 05:41 AM