{"id":3954,"date":"2015-04-10T01:00:13","date_gmt":"2015-04-09T15:00:13","guid":{"rendered":"http:\/\/realestatetalk.com.au\/?p=3954"},"modified":"2015-04-10T01:00:13","modified_gmt":"2015-04-09T15:00:13","slug":"let-us-never-negotiate-out-of-fear-but-let-us-never-fear-to-negotiate","status":"publish","type":"post","link":"https:\/\/channels.realty.com.au\/realtytalk\/let-us-never-negotiate-out-of-fear-but-let-us-never-fear-to-negotiate\/","title":{"rendered":"Let us never negotiate out of fear, but let us never fear to negotiate"},"content":{"rendered":"

 
\nIn today’s show we talk with Robert Klaric<\/strong>, author of a book called \u201cSecrets of the Property Expert<\/strong>\u201d, about\u00a0the do\u2019s and don\u2019ts of negotiation.
\n <\/p>\n

Transcript:<\/h4>\n

Kevin:\u00a0 <\/b>Robert Klaric has written a book called \u201cSecrets of the Property Expert.\u201d Nice to be talking to you this morning, Robert.
\nRobert:\u00a0 <\/b>Thank you, Kev. Always a pleasure.
\nKevin:\u00a0 <\/b>Let\u2019s drill down into the book just a little bit. Chapter 13 where you deal with the do\u2019s and don\u2019ts of negotiation, something I was going through last night. A lot of sellers \u2013 and in some cases, buyers \u2013 only ever buy or sell one property in their entire life, and the negotiation part of it, while we think it\u2019s all left up to the agent, quite often the seller and buyer need to understand the philosophy of this, as well, too, don\u2019t they?
\nRobert:\u00a0 <\/b>Very much so \u2013 on both sides of the fence. As you rightly said, the majority of people only do it once or twice in a lifetime, and the agents certainly have the advantage of doing it virtually every day. From a consumer perspective, it can be very, very daunting.
\nKevin:\u00a0 <\/b>I love the saying you have in the book, too, right up at the front of that chapter: \u201cLet us never negotiate out of fear, but let us never fear to negotiate.\u201d The thing I\u2019ve learned about really great agents is they love that negotiation part of the whole thing, whether that\u2019s negotiating to get a listing or even negotiating to get a sale.
\nRobert:\u00a0 <\/b>Yes, very much so. Most of the agents and the good agents across Australia love the beginning and they love the end. The bits in the middle sometimes get in the road.
\nKevin:\u00a0 <\/b>The bits in the middle are quite often where agents go wrong. They\u2019re very good at the front and the end, but it\u2019s the bits in the middle that the sellers and buyers in some cases have a bad experience with.
\nRobert:\u00a0 <\/b>Yes, very much so. It\u2019s a process, and that is the communication. That\u2019s often where the breakdown is \u2013 and the communication from both sides of the fence from the buyer when he\u2019s making offers to the seller and also the way that the offers are presented. The agents get lost in the crossfire sometimes, as well.
\nThe communication is absolutely critical for anybody wanting to buy or sell or a property. Have it in writing. Put things in writing. Maybe it\u2019s an email confirming your discussions.
\nKevin:\u00a0 <\/b>In a negotiation \u2013 and you\u2019ve written a bit about this in the book, too \u2013 the win-win. Tell me how we go about doing that when there\u2019s obviously a lot at stake here. How do we get a win-win?
\nRobert:\u00a0 <\/b>In simple language, it\u2019s so important in the process. A buyer wants to get a property as cheaply as he can, and the vendor wants to get as much as he can, so we\u2019re on opposite sides of the fence.
\nUltimately, if there can be a win-win, it\u2019s about making sure that you have the right result if you want if you\u2019re selling, and that\u2019s about being comfortable, thinking, \u201cYes, I\u2019m happy with the result,\u201d and from a buyer\u2019s perspective, they\u2019re going to know, \u201cMaybe I didn\u2019t steal and maybe I didn\u2019t get a bargain, but I have what I want,\u201d and to me, that\u2019s a win-win.
\nKevin:\u00a0 <\/b>The breed of the agent has changed a lot, though, in the last decade.
\nRobert:\u00a0 <\/b>Two things have happened. You need to be professional to survive, and technology \u2013 the use of the Internet \u2013 that has changed the landscape of real estate. You have only to get on to Facebook to check out a profile of an agent. People can do their homework now. You can go online and you can type somebody\u2019s name in Google, and you can find out \u2013 warts and all \u2013 who they are and what they are.
\nI love the fact that people can do it, and I\u2019ve said it in the book \u201cSecrets of the Property Expert\u201d many a time. Your default button has to be research, research, research \u2013 no matter where you\u2019re looking to list your property with the agent. Whether you\u2019re in Brisbane, Sydney, Adelaide, Perth, Melbourne, it doesn\u2019t matter, most suburbs now will have five or six real estate offices in that little suburb, so you have choice, and as a consumer, you need to be speaking and checking them all out and doing your research on all of them before you list your property with them.
\nKevin:\u00a0 <\/b>Okay. The book is called \u201cSecrets of the Property Expert\u201d written by Robert Klaric, who has been my guest. Look for it. You can\u2019t miss it; it will be in all the good bookshops.
\nRobert:\u00a0 <\/b>As well as on our website, which is ThePropertyExpert.com.au<\/a>.
\nKevin:\u00a0 <\/b>Good on you, Robert Klaric and \u201cSecrets of the Property Expert,\u201d which is a great book. Don\u2019t miss it. Make sure you pick it up. It\u2019s a great handbook.\u00a0Robert, thanks for your time, mate.
\nRobert:\u00a0 <\/b>Thanks again, Kev. Always a pleasure.
\n <\/p>\n","protected":false},"excerpt":{"rendered":"

  In today’s show we talk with Robert Klaric, author of a book called \u201cSecrets of the Property Expert\u201d, about\u00a0the do\u2019s and don\u2019ts of negotiation.   Transcript: Kevin:\u00a0 Robert Klaric has written a book called \u201cSecrets of the Property Expert.\u201d Nice to be talking to…<\/p>\n","protected":false},"author":176692471,"featured_media":3960,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[10,25],"tags":[94,101],"class_list":["post-3954","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-kevin-turner-sponsored-channels","category-sponsored-channels","tag-negotiation","tag-podcast"],"yoast_head":"\nLet us never negotiate out of fear, but let us never fear to negotiate - 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\/let-us-never-negotiate-out-of-fear-but-let-us-never-fear-to-negotiate\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Let us never negotiate out of fear, but let us never fear to negotiate - 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