Although, every real estate agent, must be licensed, and comply, with, both the laws of the state, he does business, in, as well as the Code of Ethics, of the National Association of Realtors, some may be, better – suited, for you, than others. There are many factors, which might, influence, your important decision, of, who you should hire, to represent you (also known as, list your house). Since, for most people, their house represents, their single – biggest, financial asset, wouldn’t it make sense, for you, to choose wisely, when selecting your real estate agent? Often, one of the most essential skills, is overlooked, or misunderstood, This characteristic and skill, is the art and science of quality, effective negotiations. With that in mind, this article will attempt to consider, examine, review, and discuss, how great real estate agents, effectively negotiate for your best – interests, and make a real difference, for the better.
1. Listen far more than talk: One of the most overlooked aspects of negotiating, is proceeding, with a willingness, and ability, to listen, far more than talking. Since, for most of us, our favorite sound, is the sound, of our own voice, this becomes challenging, but is essential! When one effectively, listens, and learns from every conversation and experience, he becomes capable of providing customized, quality representation, focused on the needs, and priorities of his clients. This genuine empathy is rare, but how can anyone, hope, to do, what’s in a client’s best – interests, if it is not the driving force.
2. The art of negotiating: Negotiating is both, an art and a science, but, unless, one, first masters the art, it becomes, nearly impossible, to provide the best negotiations, for the specific homeowner. Negotiating begins during the interview stage, when the agent must demonstrate, clearly, his skill. A homeowner should observe, whether, an agent, can defend, effectively, the fee/ commission, he requests, because if someone can’t negotiate, in his own, best – interest, how will he be able to do so, for you? In addition, there is a need, for agent and client, to communicate clearly, so they proceed, consistently, on the same – page, throughout the entire transaction process, and period. How an agent explains his marketing plan, niche market/ audience focus, and creates a clear – cut strategy, will determine, how well he positions you, to be in the best possible, negotiating position!
3. The science of negotiating: There are certain specific techniques, needed, to negotiate, effectively. Some of these skills include: effective listening; understanding both your client and potential buyer’s needs, goals and priorities; accentuating the positive, while minimizing/ addressing, areas of weakness, etc; timely responses, always; and, closing the deal!
Master the art and science of quality negotiations, and you will be a better real estate agent! When you serve your clients, more effectively, and efficiently, you’ll do a better job!