In my upcoming book Create a Great Deal, Rule number 1 is No Hostile Emotions. One of the functions of a real estate agent is to be a shock absorber, to keep the emotions from your client from agitating the other side, or vice versa. You also need to prevent any hostile feelings from poisoning […]
Tag Archives: Sales
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 […]