As a Listing Agent or a Buyer Agent, we as Realtors, along with our client, sign a Consumer Notice stating that “we must act in the clients best interest”. At the same time, we are charged with achieving our clients real estate goal of help our client sell their house for the highest amount in the shortest amount of time or buying their dream home at the price they want and can afford.
At first these responsibilities appear to be in conflict and therefore if the Listing and Buyer Agent are truly acting in their clients best interest, preclude a “Win Win” deal from ever happening. However, an experienced negotiator is able to navigate through these chopping waters to get the deal and for the best price, terms and conditions for their client. So how do they achieve this?
- Besides getting the contract, what is most important to the client. Separate the “Gotta Haves” from the “Nice To Haves”
- Listen and Watch your Client – Many times after a client completes step 1, things change. What seemed really important, may now be something that the client could live with while something that may not have been important is now rising to the top of their list.
- Look for Bargaining Chips – What may be important to the client and you may not be as important to the other side in the transaction. You are not able to determine this without engaging with the cooperating broker agent before submitting the offer.
- Give to Receive – Once you understand the bargaining chips, position the offer as best you can by giving the other side what they want while maintaining and getting what is really important to your client.
- Attitude and Personality Matters – In life, generally speaking, people like to do deals with people that know, like and trust. This builds confidence that the agent can deliver the deal and execute well to get it to the closing table.
When both sides feel like they have “Won” their main points but had to give a little in the process, this breeds a sense of a Good Deal that both sides will want to work together to close.
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