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Whether you’re the buyer’s agent or the listing agent, you’re going to be involved in a negotiation for every home you sell. Well, unless you’re a listing agent with four offers over par. But, that type of thing isn’t happening much these days.
All of the negotiating information I can recall starts the process of negotiating after the two parties have laid out the outline of their positions. I came across an interesting article a while back, though, that contained some excellent ideas on how to move toward the negotiation.
If you’re curious about the following issues, you should read the article.
As the Buyer’s Agent:
- Do you meet with the listing agent before presenting an offer? If not, do you know what you could accomplish in that type of a meeting?
- Do you present your offer in person? In many parts of the country, it’s common for the listing agent to present offers. Do you know why that isn’t as effective, and how you could get yourself invited?
- What could you tell the listing agent and homeowner about your buyers to make the offer more appealing?
- Is it more effective to present the offer price first?
As the Listing Agent:
- How do you reply to the homeowner when they ask the following types of questions after an offer presentation:
- We could have gotten this price ourselves - we’ll put the house back on the market
- Can you cut your commission?
- The offer is too low - we won’t accept it
I think you’ll find the article interesting. It’s on RISMedia.
