{"id":12082,"date":"2017-06-05T16:42:00","date_gmt":"2017-06-05T06:42:00","guid":{"rendered":"http:\/\/realestatetalk.com.au\/?p=12082"},"modified":"2017-06-05T16:42:00","modified_gmt":"2017-06-05T06:42:00","slug":"negotiate-like-buyers-agent","status":"publish","type":"post","link":"https:\/\/channels.realty.com.au\/realtytalk\/negotiate-like-buyers-agent\/","title":{"rendered":"Negotiate Like a Buyer's Agent"},"content":{"rendered":"

With their unique set of skills, experience and expertise, buyers\u2019 agents are able to negotiate stellar property deals like no other. Just what is the secret sauce that gives them the competitive edge over everyday investors? Sarah Megginson spoke to the experts to uncover this step-by-step guide to successful negotiating.
\nEffective negotiating: it\u2019s a skill that can quite literally save you tens of thousands of dollars, if not more, while also giving you the competitive edge over other investors who aren\u2019t quite as experienced.
\nNegotiating well is about much more than simply interacting with a property vendor, argues Rich Harvey, CEO of propertybuyer; \u00a0it\u2019s a purposeful strategy that can ensure you add a quality, well-priced property to your portfolio, while both the seller and the buyer walk away feeling like they\u2019ve had a win.
\n\u201cNegotiation is an art. It\u2019s not something you can learn from a textbook, as there\u2019s no substitute for experience and learning how to negotiate based on real-life situations,\u201d Harvey says.
\nTo negotiate with the artistic integrity of a buyer\u2019s agent, where should you start? And what are some of the tactics they use to get the best deal?
\nWe turned to the experts for their inside tips, and reveal here some of the secrets that can give you the upper hand.
\nStep 1: Identify your target, then be friendly<\/strong>
\nOne of the biggest mistakes investors make when commencing negotiations with a vendor or real estate agent is to play games, Harvey explains.
\n\u201cWe always position the buyer very well by approaching the agent and expressing sincere interest,\u201d he says.
\n\u201cA lot of buyers shoot themselves in the foot by making a very vague approach. They say, \u2018Well, we might be interested \u2026\u2019 and they try to act nonchalant, but it\u2019s just playing games to act like you\u2019re not interested when you are.\u201d
\nInstead, he takes the opposite approach by being as direct as possible, as this conveys to the vendor that you\u2019re a serious prospect and establishes
\na positive grounding for future negotiations.
\n\u201cWe\u2019ll say, \u2018We love the property, we\u2019re very interested, and you\u2019ll have an offer by 5pm today\u2019,\u201d Harvey says. \u201cYou have nothing to gain by acting coy.\u201d
\nPaul Wilson, buyer\u2019s agent and founder of We Find Houses, adds that the secret to gaining the upper hand in a property transaction is access to information, which is why befriending the agent is a good strategy.
\n\u201cSome people go in so hard that there\u2019s no relationship built,\u201d he says.
\n\u201cIf an agent has a choice to either deal with someone who is rude, abrupt and unpleasant or someone who is nice, they\u2019re going to opt for the latter.\u201d
\nStep 2: Begin pre-purchase negotiations\u00a0<\/strong>
\nYour first round of negotiations begins when you\u2019re preparing to present your first offer. As already established, there\u2019s no point in kicking things off with a negative or aggressive approach, as you\u2019re far less likely to achieve a positive outcome this way.
\n\u201cYou can be pleasant while still being quite transparent and assertive. You\u2019ve really got to understand people and relationships; it underpins everything we do as negotiators,\u201d Wilson says.
\nInitial negotiations will focus on two main areas: price and conditions. Both elements are important, and gaining an understanding of the vendor\u2019s motivations will help you position your offer to best suit their desired outcome.
\nOnce you have this information, try using the following negotiation strategies to help you land the best price:
\nKnow your market: \u201cIf you\u2019re just shooting from the hip with any old price, and you\u2019ve got no validity behind it, the vendor may think you\u2019re just being difficult,\u201d Wilson says. \u201cYou want to be able to justify your position and show that there\u2019s some thought behind the process into making your offer.\u201d
\nHighlight the deficits: Once the door has been opened to a discussion on comparable sales, you can begin pointing out the benefits and attributes of other similar properties \u2013 such as views, aspect, number of bedrooms and any renovations \u2013 compared to the one you are buying.
\nConfirm the vendor\u2019s expectation: \u201cWe\u2019ll ask the selling agent what price they have quoted to the vendor, and what direct comparable sales they have given the vendor in regard to this price,\u201d Harvey says. \u201cThis not only tests their knowledge but it also gets the conversation going about comparable sales, and how those other properties stack up compared to this one.\u201d
\nAim for a win-win: \u201cMany people don\u2019t understand the concept of a win-win negotiation, but in property it is \u00a0critical,\u201d says Zoran Solano from Hot Property Specialists Buyers Agency. \u201cRecently, I was negotiating directly with some property owners and we were tens of thousands of dollars apart. I asked some key questions to better understand their situation and discovered they didn\u2019t have a new property to move into. We offered them a rent-back post-settlement and the sellers lowered their price expectations, as they didn\u2019t have to rush to find their next home \u2013 while my client achieved a rental return from day one after settlement.\u201d
\nConsider making multiple offers on multiple properties: It\u2019s an aggressive strategy and it doesn\u2019t suit every buyer, but buyer\u2019s agent Todd Hunter from wHeregroup swears by multiple offers as a clever negotiation strategy. \u201cOn a good inspection day, I might do 20 inspections, put in 10 offers, and then successfully negotiate and purchase two properties,\u201d Hunter says. \u201cIt\u2019s a lot of looking at property to get the ones that are suitable.\u201d
\nStep 3: Make an uneven offer<\/strong>
\nSo you\u2019ve built a rapport with the selling agent, liaised with them on comparable sales, and advised them to expect an offer from you.
\nNext, you need to set your price. Of all of the strategies that buyers\u2019 agents use when negotiating, making an uneven offer is the most commonly used and one of the most effective.
\nIf a property is listed for $500,000, for instance, you might make an offer of $481,500. This demonstrates to the vendor that you\u2019ve put some serious thought and process into presenting your offer, and may even indicate that you\u2019ve stretched every last financial resource in order to put your highest possible offer on the table.
\n\u201cI can\u2019t tell you the number of properties I\u2019ve won, particularly when there\u2019s been multiple offers on the table, because I\u2019ve added a few hundred dollars to my offer,\u201d Wilson confirms.
\n\u201cThe smallest increase can get you across the line, and your ability to secure the property can come down to just a few hundred dollars.\u201d
\nStep 4: \u00a0Predetermine your walk-away figure<\/strong>
\nStage two negotiations will commence once the vendor responds; they may accept your offer as is, but most times some negotiating back and forth will be required.
\nBefore this commences, it\u2019s imperative that you predetermine the maximum amount you\u2019re willing to pay for the property \u2013 and not a penny more.
\n\u201cBefore going into negotiations you should establish your top dollar, and then you should be prepared to walk away if negotiations exceed this figure,\u201d Solano says.
\n\u201cDon\u2019t get caught in the trap of overpaying for property \u2013 just walk away! You never know how the deal will progress; I personally keep properties on my radar until I either purchase elsewhere for the client, or I know that the property of interest has gone unconditional. There are many times I have received a call a week after missing out on a property, to find the other buyer\u2019s finance has fallen through or they have had cold feet and pulled out of the deal.\u201d
\nIt also pays to put a deadline on your offer, Harvey advises, to ensure your negotiations don\u2019t become protracted \u2013 and to put pressure on the sellers.
\n\u201cWe helped a couple in Maroubra, Sydney, purchase a property that
\nwas being seriously underquoted for auction, and we knew we had to move prior to the auction day to secure it. We appraised it at up to $2.3m, so we submitted an offer of $2.215m with a signed contract and cheque for a 10% deposit and said, \u2018We need this exchanged by 5pm Thursday or we\u2019re moving on,\u201d Harvey says.
\n\u201cThe auction was the following Saturday, so the timing was really important. We actually drove past that property and the vendor happened to be outside, and there was a bit of an emotional connection formed between the seller and our buyer, which helped to seal the deal. Our offer was accepted within the deadline and I\u2019m sure that if it had gone to auction, it would have sold for at least $2.4m.\u201d
\nStep 5: Negotiate one last time<\/strong>
\nJust because your offer has been accepted and you\u2019ve exchanged contracts, that doesn\u2019t mean your negotiation is over.
\nYou should always aim for a second bite of the cherry by negotiating further, based on the results of a building and pest inspection, advises Hunter.
\n\u201cWe always put lots of terms into our contracts that are very buyer-friendly and allow us to negotiate based on the building and pest inspection,\u201d he explains.
\n\u201cWe do it on over 95% of contracts, and it doesn\u2019t always mean you get a positive outcome, but it\u2019s always worth a shot. We\u2019ll put together a list of anywhere between four and eight items that we believe need rectifying prior to settlement, and if we can get the vendor to fix the top two to four items, then we\u2019re happy. Sometimes we get the whole lot done, and very rarely do we get zero.\u201d
\nOn one particular deal, this strategy paid off handsomely, as the building and pest report revealed that a fence was falling over between the neighbouring property and the retaining wall.
\n\u201cWe actually negotiated a $10,000 reduction in the purchase price to get the retaining wall fixed, and when we got the work done, it was only
\n$2,200. We bought it for $270,000, so that was a significant discount,\u201d Hunter says.
\nThe reason this strategy works so well is that the vendor has emotionally and mentally moved on, he adds, so as the buyer you have the upper hand.
\n\u201cWhen you\u2019ve got a motivated vendor, and you come back to them two weeks after you\u2019ve exchanged contracts with a list of requirements, they\u2019re going to be more likely to work with you than walk away,\u201d he says.
\nHow do you deal with a multiple-offer situation?<\/strong>
\nPaul Wilson, We Find Houses<\/strong>
\n\u201cIt depends on the value of the opportunity. I recall one time, with a multiple-offer situation where there was an opportunity to manufacture growth through development, we actually went in above the asking price because the cost of losing the deal was greater than the cost of buying above asking. This allows you to get in there to close the deal, but you\u2019ve still got exit strategies because of the terms in the contract, and you can have another go at reducing the purchase price after the building and pest inspection. After all, you know what the vendor is willing to accept!\u201d
\nTodd Hunter, wHeregroup\u00a0<\/strong>
\n\u201cThe number one thing that stops me from buying is competition. If I have competition in any property, I pull out and let them negotiate with the other party. I also only buy at auction if I am the only registered bidder. We never compete, ever, because I want to go toe-to-toe with the vendor, not a bunch of other potential buyers.\u201d
\nRich Harvey, PropertyBuyer.com.au<\/strong>
\n\u201cIn this type of situation, we aim to keep in very close contact with the agent. We like to be the last one who puts in an offer, and we have a particular strategy that allows us to get the last offer in. Multiple offers are like a silent auction; they can be very difficult as it\u2019s not transparent and I don\u2019t really like it at all.\u201d
\nZoran Solano, Hot Property Specialists<\/strong>
\n\u201cPutting in a best and final offer and crossing your fingers isn\u2019t the most comforting way to do it. My suggestion is to run your own race; once you have located the property and evaluated it against your property goals and against other properties in the area, establish how much you\u2019re willing to o\ufb00 er and stick to that. Remember, it\u2019s not always about price; there needs to be a win-win, so try and discover the motivations of the seller and work in with them.\u201d
\nCase study: Buyer\u2019s agent\u2019s skills snag 50% plus rental increase<\/strong>
\nMore often than not, gaining the upper hand in any property market comes down to due diligence \u2013 something that Philippe Brach, director of Multifocus Properties & Finance, knows only too well.
\nAs a property professional who sources real estate opportunities from all over Australia, Brach makes it his business to get to know a prospective property investment market inside out, prior to investing there himself or recommending it to clients.
\nSuch was the case a few years ago when he identified St Lucia in Brisbane as a potential destination where he could shop for a student rental property to add to his personal portfolio.
\n\u201cI was looking for a property near the University of Queensland in Brisbane.\u00a0I had no exposure to the student market and wanted my next property to be in this area, but I certainly wasn\u2019t looking for purpose-built \u2018student accommodation\u2019, as they are difficult to finance and hard to sell, as the market is too restricted,\u201d Brach explains.
\n\u201cI identified a three-bedroom townhouse for sale in St Lucia, in a small gated compound of eight units. The townhouse was only one year old and the tenant was a local coffee shop owner.\u201d
\nThe property, which was achieving a rental return of $370 per week, was listed for $420,000.
\n\u201cThe seller had personal issues and needed to sell. I told him that with a rent of $370 rent per week, I wouldn\u2019t be prepared to pay more than $370,000, which would give me a reasonable but not excessive yield of 5.2%,\u201d Brach says.
\nHe eventually agreed and wanted me to take over the lease too, which I accepted. Soon after I acquired the property, the tenant asked if he could vacate early, and I negotiated an exit with him.\u201d
\nAt this stage, Brach\u2019s due diligence kicked in. Having thoroughly researched the market, he knew that foreign students were prepared to pay $180 per week for a room in a well-presented, modern home.
\nBy learning about the international student market, and capitalising on the good location of St Lucia, he was able to \ufb01 nd a regular, standard property that had strong resale potential for a broad market, but which could also comfortably accommodate three people.
\n\u201cThe point of difference here was research. Clearly, the seller did not do his homework. I gave the unit to a managing agent who specialised in finding accommodation for foreign students, and the rent jumped to $550 a week,\u201d he says.
\n\u201cThe property is located in a great suburb and the market was on the rise at the time. As a result, within two years I refinanced the loan based on a valuation of $485,000 to extract equity to invest in my next property. So, not only is this property massively cash \ufb02 ow positive, but I have also had great capital growth.\u201d
\nBrach has specialist insurance in place, as generally required when renting by the room, but says he has never had any issue with his foreign tenants. \u00a0\u201cEven if there were issues, the managing agent and the insurance company would deal with them,\u201d he says.
\n\u201cI still own this property today and consider it an amazing deal. Rent is now $640 per week and I smile every time I see my monthly rental statement.\u201d
\nOriginally published: http:\/\/www.yourinvestmentpropertymag.com.au\/buying-property\/negotiate-like-a-buyers-agent-210087.aspx<\/a><\/p>\n","protected":false},"excerpt":{"rendered":"

With their unique set of skills, experience and expertise, buyers\u2019 agents are able to negotiate stellar property deals like no other. Just what is the secret sauce that gives them the competitive edge over everyday investors? Sarah Megginson spoke to the experts to uncover this…<\/p>\n","protected":false},"author":176692471,"featured_media":12151,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[13,25,31],"tags":[],"class_list":["post-12082","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-latest-story","category-sponsored-channels","category-your-investment-property"],"yoast_head":"\nNegotiate Like a Buyer's Agent - Realty Talk<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/channels.realty.com.au\/realtytalk\/negotiate-like-buyers-agent\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Negotiate Like a Buyer's Agent - Realty Talk\" \/>\n<meta property=\"og:description\" content=\"With their unique set of skills, experience and expertise, buyers\u2019 agents are able to negotiate stellar property deals like no other. 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