Short Sales & Foreclosure Notes

A “short” sale is where a lender takes less money than what is owed on the loan.  This is done by the lender instead of foreclosing on the property, when the borrower is having trouble making the payments.   If the property can be sold, but sold for less than what is owed, the lender may […]

Negotiating Style Killing Your Deals?

If you change your style of negotiating, you can have less stress, happier clients and create great deals. Most of the Realtors you negotiate with try to win by making you lose, which is why it is called Win-Lose negotiating. Some commentators call it Zero Sum or Distributive, but win-lose gets the point across better. […]

Don’t Lose the Sale Over Repairs

Real estate agents call negotiating repairs the second round of negotiations. When you are negotiating the original agreement, the balance of power is usually more equal between the buyer and seller, depending on the market and the motivation of the parties. After an agreement is reached, the seller’s mindset shifts from a position of questioning […]

Go Nowhere Without A Game Plan

Many people think negotiations start when the first offer is signed and end when a contract is signed. It actually starts at the first point of contact with the client, and does not end with the closing of the sale. In most sales, there are at least two major points of negotiating: the first stage […]

Do You Want to be Powerful?

Knowledge is power. This is one of the most important concepts in negotiating, as shown by the fact that this phrase was originally coined centuries ago by Sir Francis Bacon. For example, your client wants to buy this house, and the price seems good. If you knew that the seller had just received a notice […]

Your Money and Your Life

The ability to negotiate commissions properly has the most dramatic effect on how much profit you make in your business, because if you are talented you make more money on the same sale. If you do not handle this part of negotiations well, you will do all the work for nothing. As far as your […]

Steps to Guide Your Decisions

You need to develop certain principles that work for you in negotiating, then follow them nearly every time. Please notice the word nearly, as I hardly do anything every single time. Negotiating is an art, with a little science that is mostly probability, so you need to know when to apply a principle, and when […]