Real Estate Negotiation 101 - 7 Laws for super success

Negotiation in Real Estate

In the real estate business, and perhaps any sales-related business, the hands-down, Number One scariest thing is... Talking To Sellers!

And for good reason. We "think" we are trying fleece them. This is exactly where the problem resides, between our ears. Remember, it will be highly unlikely that you will buy or sell properties if anyone in the transaction thinks they are being fleeced. To re-state, real estate transactions occur when all parties of the transaction agree to the terms of the deal. They are not one-sided, whereby one party does the "Godfather" routine, yet it is how we think. And this is why most folks get a queasy feeling negotiating deals. After talking with about 2,000 sellers and years of study, I use a tried and proven approach to negotiation--Keep It Simple. It its most basic terms, negotiation is 9 parts listening to 1 part talking. I know that seems weird, but if you do not get to the real reason why someone NEEDS to sell AND you address EXACTLY that reason, you are wasting every ones' time by yapping on and on. Nobody is listening to offers that do not address the REAL reason a seller needs (not wants) to sell. We need to find the REAL problem, agitate that problem, solve the problem, negotiate the price and terms and close, and then follow up. It is really that simple. One of the reasons we built What2Offer.com, is that the power you get by cranking out detailed offers is paramount in defending "What The House Can Afford," versus what is the listing/asking price. In fact, we've found that unless we can back up our investor calculated numbers with details, we end up with such a big spread in the numbers (and no defined reason why) that the seller assumes that the difference from what they want and what you offer is your profit. And with that mindset, they just say "no." You'll be amazed at your confidence level when you submit your What2Offer.com offer to the seller, showing the breakdown of all of the expenses and fees they never considered. Without further delays, we now move into the actual article (you can find the link to the whole article in the author part of our article. But to show you a glimpse of what we'll be discussing, here are the 7 laws of negotiations:

Keep it Simple-Don't talk in "jargon" Keep „em saying "Yes" Be enthusiastic-You actually do like being an investor? Show and then tell-Eyes first and then ears… Call „em by name Always agree Ask questions

In addition, we also cover these topics:

4-STAGES OF EFFECTIVE COMMUNICATION Attention In marketing, we use "Unique Selling Proposition" Interest Have to spur their interest fast to keep them reading Desire "What‟s in it for them" Action Need to tell them what to do next.

Did you know there are 6 key emotions? You need to keep all of them in mind when it comes to negotiating with the seller:

FEAR GUILT LOSS LOVE PRIDE GAIN

Again, the actual article is in the author bio. Look for the link there.

Enjoy! To Your Success, Tom & Svein What2Offerdotcom PS: Remember, What2Offer is more than just the most powerful and easy-to-use offering software on the planet. It is an entire community of Training Videos, Live Calls, Tips & Tricks, and our wisdom of over 300 completed deals.AND it comes with a free trial.

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