6 Tricks to Great Negotiation Skills!

If honing your negotiation skills is one of your New Year's resolutions, consider these 6 tricks.

Negotiating skills are often minimized or overlooked completely in training and coaching programs for real estate professionals. Yet negotiating is a big part of successful business. There are many reasons that one might be hesitant to go head to head in a negotiation:

1. Little to no formal training on negotiating
2. Usually inexperienced at negotiations and are fearful
3. This is the customer's largest and most important asset
4. Customer's are going through a major life change that can make them feel insecure

There are 6 tricks to making a negotiation go smoothly:

Trick 1. At your presentations, prepare the seller or buyer for how the negotiations are going to go.
By giving a quick outline of what is about to happen, it gives the seller or buyer a sense of control. They will know what to expect, so when something happens, they will know it is part of the normal process. As you review the process, explain all the items that might be negotiated in your market.

Trick 2: Prepare the seller or buyer for the worst case.
It is great to prepare your seller or buyer for the good news, but it is as important to prepare them for the bad news too. Go over both the best case and worse case scenarios so that if a snag arises, the buyer and seller expect it and know that you have a plan on how to overcome that snag.

Trick 3: Research, Prepare, and Plan
Gain information from everyone and anyone you can, including your client, the other agent, the other party, tax records, and past multiple listing records. Make sure that you keep asking questions, don't stop at one question, go three deep using phrases like "why is that important to you?" and "What size do you consider a large backyard?".  The more information you have before the negoations begin, the better you can represent your customers.

Trick 4: Gain the respect of all the parties with simple courtesy and integrity.
This might go without saying, but it can never hurt! When people realize you keep your word, it gives you additional influence in the negotiation. This includes:

• Showing up when you say you will.
• Calling when you say you will.
• Doing what you say you will.

What might seem common courtesy to some, might be overlooked by others and can change the outcome of negotiations.

Trick 5: Maintain objectivity.

Remember who you represent, and make sure that you are always looking out for their best interests. Often, when negotiations break down or get difficult, it's due to information that was passed from one party to the other. Weather it is agent to agent, or buyer to seller, things that are said (or sent in a email) can be misinterpreted and offend one another.

Trick 6: Write an offer that you believe will be accepted.

Again, this might go without saying, but when writing an offer, make it the best you can. Going back and forth more than twice can make the buyer and seller frustrated. To avoid this, include everything that is important into the offer.

Good luck with your negotiations!

Keller Williams Realty Cary located at 201 Shannon Oaks Cir, Cary, NC 27511 has 192 real estate professionals. If you are interested in starting your real estate career or want to build your real estate business to the next level, visit our website today!

Cary, NC Real Estate Agents Give Back to Their Community!

At Keller Williams Realty Cary, we believe that to have a fulfilling business, giving back to the community in which you work is a must. That is why every year around the holidays, KW Cary real estate agents partner with the Raleigh Regional Association of Realtors (RRAR) for Project Angel Tree. 





Project Angel Tree

Project Angel Tree is an annual community outreach program organized by the REALTOR®  Foundation of the Triangle that provides gifts to needy children. REALTORS® 'adopt' and purchase gifts for the 'angels' (children ranging from newborn to 13 years old). Once an "angel' is adopted, a gift is purchased, gift wrapped and dropped off at RRAR. The gifts are given so local children can have a holiday to remember.

The KW Cary agents rose to the occasion and donated over 150 gifts! We are proud to be partnered with agents who understand the importance of giving back to the community in which they live!

Keller Williams Realty Cary located at 201 Shannon Oaks Cir, Cary, NC 27511 has 192 real estate professionals. If you are interested in starting your real estate career or want to build your real estate business to the next level, visit our website today!