Communication

It’s certainly the time of year whereby successful Realtors will spend a greater portion of their time negotiating.  As most of us are taught during various training venues, communication is the key to successful negotiating.

Probing

I spoke with a fellow Realtor who was a bit frustrated.  She presented a strong offer for her buyer client, but received no counter offer from the seller’s agent.  It was confusing to her and understandably so.  Was the seller unmotivated or simply one who believed in tough negotiations?  What advice was the home seller given by the listing agent?  These are questions that could be very helpful to the buyer’s agent, especially at that moment when there’s a disappointing counter offer.  Of course, the listing agent is not obligated to answer them, but they often will.  The response could vary:

• The homeowner only wants to sell if she gets a certain price. (Speaks to motivation)
• The home that she wanted to purchase has been sold.  (Also speaks to motivation)
• I (listing agent) advised the owner that the house is priced perfectly and she shouldn’t come down a penny. (Is this sound advise?)
• The homeowner negotiates for a living and believes in holding firm

Responses such as this, would be extremely advantageous to the buyer’s agent in communicating with her client also.  Would it be helpful to know any of the above regarding the homeowner’s situation?  Could it provide insight into the obstacles ahead if you knew the listing agent’s perspective and understanding of real estate, or lack thereof?

Jorge

Jorge Rivera is our mortgage broker.  He probably is the best that the industry has to offer.  He gave a book to each of us at our team meeting today entitled “The Seven Levels of Communication.”  Written by Michael Moore, the book describes a salesman’s journey and how in seeking success, he actually finds significance.  It all begins with communication.  It’s not only the key to successful negotiations, it’s the key to life.

How much of an emphasis do you place on communication?

What has your attempts to learn about others by asking questions done for your career?

 

Expand your mind, increase your business and receive your dose of “The Daily Tonic” every M-F.   It’s always brief, informational and thought provoking.

Simply go to the top of this page or the home page of thedailytonic.com, enter your email in the navigation bar to the right and click “subscribe.”