Saturday, January 10, 2015

Always negotiate from a position of strength . . .

. . . no matter how desperate you may be!


(WHAT I'VE LEARNED IN 40 YEARS AS A REALTOR, PART 3)


You don't get what you want, you get what you negotiate.
How many times have you or I been in this situation?  You need the closing because you need the money.  The bill collectors are calling, or your car payment is due, or the IRS is breathing down your back.

And now, in the 11th hour, your client goes berserk.  The seller took the curtains, the buyer lost his job, the buyer got married over the weekend (before the Monday closing) to a partner with a 250 credit score, the seller wants more money, on, and on, and on the list of actual issues I've experienced continues!

This is when you spend 15-30 minutes "getting on the negotiation channel," putting all your woes out of mind, and get in there and negotiate a solution.  Summon all your inner strength, and never let 'em see you flinch.

When you can achieve 95-100% successful negotiation outcomes in the most stressful situations, you've "earned your stripes" as a Realtor!  (Maybe you're ready to join The Top!)

(by, Sam Ferreri, Director of Vision at RE/MAX Top Realty, 832-200-5656)