Home
Sellers:
POWER
Negotiating Words Can Make You Thousands
By Jeanette Joy Fisher
Unless the market is red-hot, every real estate sales negotiation involves
give-and-take, with the buyer and the seller offering input into the
process. But whether you're the seller or the buyer, there is one phrase
that can put thousands of dollars in your pocket, or at the very least will
make sure that you always get something back for every concession you make.
Memorize these simple and powerful negotiating words to sell your home for
more:
"If do that for you, what will you do
for me in return?"
It's that simple, but it's a powerful tool in getting more during the
negotiation process. It doesn't just work in real estate negotiation, by the
way. It will work in any situation that requires a negotiated contract
between two parties. But our focus here is on real estate transactions.
For instance, if you're selling a home and the buyers ask for help with the
closing costs, you ask, "If I do that for you, what will you do for me in
return?"
Saying that phrase will immediately put the buyers in the position of having
to think of something they can do to reciprocate your concession. They may
offer to try to close the loan faster, offer a higher price for the
property, or something along those lines, but there are an infinite number
of possibilities. After you've uttered your magic phrase, all you have to do
is sit back and wait to see what they come up with. Their response may
surprise you in its generosity, and may be far more generous than you might
have come up with on your own.
Adding the magic phrase works on a number of levels. It lets the buyers know
that you aren't adverse to their suggestion, IF they come up with something
suitably generous in return. You haven't said you WILL do as they have
requested, which implies that if they can offer something equally beneficial
to you, you're likely to accept their terms. It shows an openness that isn't
generally displayed within the usual offer/counteroffer scenario that goes
on in most negotiation situations.
So when you enter into negotiations for the sale of your home, remember the
power words, "If I do that for you, what will you do for me?"
The results may be very pleasant, and very profitable. In fact, just
uttering these power words can potentially put thousands of dollars into
your pocket--without having to become a tough, no-nonsense real estate
negotiator.
Copyright © 2005 Jeanette J. Fisher
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