{"id":9741,"date":"2017-06-21T12:00:00","date_gmt":"2017-06-21T02:00:00","guid":{"rendered":"https:\/\/reuncut.com.au\/?p=9741"},"modified":"2017-06-21T12:00:00","modified_gmt":"2017-06-21T02:00:00","slug":"how-do-i-become-a-master-of-real-estate-negotiation","status":"publish","type":"post","link":"https:\/\/channels.realty.com.au\/realtyuncut\/how-do-i-become-a-master-of-real-estate-negotiation\/","title":{"rendered":"HOW DO I BECOME A MASTER OF REAL ESTATE NEGOTIATION?"},"content":{"rendered":"<p><strong>Originally written by Terri M Cooper and Dirk Zeller and re-created here with their kind permission<\/strong><\/p>\n<p>Are you making money or, like many agents, going backwards? Having strong communication skills will mean success in achieving mutually beneficial outcomes during any negotiation. You can\u2019t leave it to chance. Often, there will be a level of emotion on both sides when you are negotiating either for your clients or for yourself.<\/p>\n<p>To be a great negotiator requires preparation and skill. Each negotiation will be different but there are vital keys to guarantee success. This article provides powerful tips to help you become a top negotiator.<\/p>\n<p><strong>A positive, confident attitude<\/strong><\/p>\n<p>Your own attitude will determine how successful your negotiations will be. Keep a positive picture in your mind of your success. See yourself handing the marketing monies to your office administration. Imagine ringing your buyer to say congratulations when the seller puts the final signature on the contract.<\/p>\n<p>So often in life, you attract the outcome that is in your mind \u2014 so make sure that your thoughts are positive! Expect success and you\u2019re well on the way to achieving it.<\/p>\n<p><strong>Do Your Research<img loading=\"lazy\" decoding=\"async\" class=\"alignright wp-image-9518 size-full\" src=\"https:\/\/reuncut.com.au\/wp-content\/uploads\/2017\/04\/faq-inner-image-1.jpg\" alt=\"Real Estate Negotiation\" width=\"279\" height=\"209\" \/><\/strong><\/p>\n<p>Before every negotiation, prepare your strategy based on knowledge you\u2019ve gained right from the beginning of the relationship. Define your ideal outcome and define the steps you will take to move both parties towards this outcome. Ask these questions:<\/p>\n<ul>\n<li>What personalities are you dealing with?<\/li>\n<li>Who do you think is the decision maker?<\/li>\n<li>What were the non-negotiable points?<\/li>\n<li>In which areas is it likely that concessions might be possible?<\/li>\n<li>How are you going to handle any emotional outbursts?<\/li>\n<li>What could be a win-win situation for both sides?<\/li>\n<li>What has happened so far?<\/li>\n<\/ul>\n<p><strong>Know your plan in advance<\/strong><\/p>\n<p>Having a strategy is paramount. The best negotiators always set their outcome before the event. They know in advance the result they want and plan the steps to get there.<\/p>\n<p>Good negotiators never \u2018wing it\u2019. They plan and sometimes they even rehearse and role-play. They get to know the personalities and communication styles of their clients and their customers. They think through possible objections and stumbling blocks and make sure that they know how to handle these. Rehearsal, either out loud or in your mind, is crucial to your confidence and your competence, and ultimately to your success.<\/p>\n<p><strong>Revisit the motivation for both parties<\/strong><\/p>\n<p>Do this before you begin your negotiations. Be careful not to focus only on what is above the surface. Often the negotiation will be successful if you can fulfill the underlying motivation, which will be revealed only in the presence of trust between you and your client.<\/p>\n<p>You should have elicited this early in the client relationship but if not, it is vital that you explore this issue now. You need to know:<\/p>\n<ol>\n<li><strong>Why the seller is selling at this particular point in time.<\/strong><\/li>\n<\/ol>\n<p>Is it just for the money or is it more likely to be for what the money will enable them to do? This is the important thing you must know when planning your strategy. Otherwise the price issue will overshadow everything and ego and pride can come into play.<\/p>\n<ol start=\"2\">\n<li><strong>Why the buyers want to purchase this particular property.<\/strong><\/li>\n<\/ol>\n<p>What are their original motivations \u2014 what were their needs and their requirements? You must read between the lines to elicit what is special about this particular property.<\/p>\n<p>Doing this research \u2014 that is, really knowing your client\u2019s underlying motivation \u2014 is what will make the difference to how you plan your strategy and is what will move you to the level of a master negotiator.<\/p>\n<p>If you know the other person\u2019s needs and objectives, you are able to offer options that will result in a win-win. Think through all of the possible options and plan how to achieve the best one.<strong>\u00a0<\/strong><\/p>\n<p><strong>Be totally present to your client<\/strong><\/p>\n<p>Instead of stating your personal \u2018very persuasive\u2019 arguments, you must begin by asking open-ended, exploratory questions. Listen attentively to the other person\u2019s concerns and needs, and take note of their current stance. Watch their body language and carefully paraphrase to ensure you have heard and respected their position.<\/p>\n<p><strong>Write down any salient points of concern<img loading=\"lazy\" decoding=\"async\" class=\"alignright wp-image-9519 size-full\" src=\"https:\/\/reuncut.com.au\/wp-content\/uploads\/2017\/04\/faq-inner-image-2.jpg\" alt=\"Real Estate Agent Negotiation\" width=\"279\" height=\"209\" \/><\/strong><\/p>\n<p>Even if what your client is saying isn\u2019t clear or even rational, still take the time to demonstrate concern and respect by taking notes and writing things down. You may be able to refer back to these points at a later part of the process.<\/p>\n<p><strong>Be open to any emotional energy that is present<\/strong><\/p>\n<p>Active listening involves observing body language, signs of hostility, defensiveness or a closed-minded position. At all times, indicate with your words and your own body language your respect and empathy for your client\u2019s position, especially if it\u2019s not aligned with your own.<\/p>\n<p><strong>No matter what happens, don\u2019t react personally<\/strong><\/p>\n<p>Remain objective and don\u2019t become defensive. Instead work to understand the underlying problem. You must avoid inflaming the situation with aggressive responses of your own. This is the time to listen and stay firm but emotionally steady.<\/p>\n<p><strong>Do not underestimate the power of silence<\/strong><\/p>\n<p>Silence is a great tool of the skilled negotiator. Sometimes jumping in too soon with a comment or a suggested solution can undermine the negotiator and lose you the advantage. Be comfortable with silence \u2014 parties may need to ponder the outcome before they give an answer.<\/p>\n<p><strong>Do not come across as judgemental or critical<\/strong><\/p>\n<p>No matter what your client verbalises, try to put yourself in their position. Allow them to state their point of view and pause before giving a response. If you don\u2019t agree, these actions will show respect and understanding and will predispose the other to withdraw somewhat and be more open to communication.<\/p>\n<p>If you sense that the other person is not hearing or not understanding you, it\u2019s your responsibility to explore other options to get your views across in a non-threatening way.<strong>\u00a0<\/strong><\/p>\n<p><strong>Pre-empt objections<img loading=\"lazy\" decoding=\"async\" class=\"alignright wp-image-9521 size-full\" src=\"https:\/\/reuncut.com.au\/wp-content\/uploads\/2017\/04\/faq-inner-3.jpg\" alt=\"real estate negotiator\" width=\"279\" height=\"209\" \/><\/strong><\/p>\n<p>In advance, prepare your responses to the most common and expected objections. Brainstorm these objections with your coach or your colleague and practise effective responses.<\/p>\n<p><strong>State common objectives before exploring differences<\/strong><\/p>\n<p>If, for example, you\u2019re negotiating a contract for sale, initially emphasise any terms or conditions that will be favourable to both sides rather than honing in on the differences in price expectations.<\/p>\n<p>If you\u2019re negotiating with a potential seller to secure an exclusive listing or perhaps vendor-paid advertising monies, focus on the benefits for your seller \u2014 don\u2019t let your client keep you trapped defending the specifics.<strong>\u00a0<\/strong><\/p>\n<p><strong>Prevent your client expressing a rigid attitude<\/strong><\/p>\n<p>There\u2019s an old saying, \u2018everything is negotiable\u2019, which is nowhere truer than in the real estate world. The best negotiators always \u2018leave a little in the pot\u2019. They don\u2019t give away concessions too easily. They never allow the client to say things like, \u2018that\u2019s the price I want, and if I don\u2019t get it, don\u2019t come near me with stupid offers\u2019 or, \u2018that\u2019s my final offer, otherwise I\u2019m walking away!\u2019<\/p>\n<p>Once you let a client verbalise these words, it\u2019s hard for them to lose face and back down in final negotiations. Always leave room for movement, even a little. Be flexible and realise that there\u2019s always more than one way to get your result. Try to be in the client\u2019s mind and get to know your client well enough to anticipate his reactions and behaviours. Remember the \u2018win-win\u2019 principle \u2014 this leaves both parties feeling like winners.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Originally written by Terri M Cooper and Dirk Zeller and re-created here with their kind permission Are you making money or, like many agents, going backwards? Having strong communication skills will mean success in achieving mutually beneficial outcomes during any negotiation. You can\u2019t leave it&#8230;<\/p>\n","protected":false},"author":176692471,"featured_media":9520,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_jetpack_memberships_contains_paid_content":false,"footnotes":""},"categories":[141],"tags":[],"class_list":["post-9741","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blogs"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>HOW DO I BECOME A MASTER OF REAL ESTATE NEGOTIATION? - Realty UNCUT<\/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\/realtyuncut\/how-do-i-become-a-master-of-real-estate-negotiation\/\" \/>\n<meta property=\"og:locale\" content=\"en_GB\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"HOW DO I BECOME A MASTER OF REAL ESTATE NEGOTIATION? - Realty UNCUT\" \/>\n<meta property=\"og:description\" content=\"Originally written by Terri M Cooper and Dirk Zeller and re-created here with their kind permission Are you making money or, like many agents, going backwards? 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