It's time to show off your Super Power, Mr. Invisibility

By
Managing Real Estate Broker with Howard Hanna Real Estate Services

It's time to get serious about our role as facilitator and trusted adviser and negotiator for our clients interest, but sometimes we play these roles at the wrong time and on the wrong people. I've heard it said more than I can recount "Oh, my client would never go for that..." or "My client won't accept anything under asking price..." The problem with these is they came at the wrong time, before they have even discussed the issue with the Buyer or Seller.

Let's stop trying to intimidate each other and use our super powers for good...the good of the Buyer or Seller.

Be invisible in the process; when a low offer comes in thank the agent and then work privately and out of sight of the other side to press your case for the Seller to stand firm (if that's what you believe and can justify) and help them vigorously negotiate a better price or terms. Then when you go back you can clearly say that "the Seller wants this" or "the Seller wants that." If we keep ourselves out of the visible battle we can more effectively advocate and counsel the Buyers and Sellers. I can't tell you how many times I've heard "My Seller will never agree to that..." only to have the agent come back to me and say "Wow, I can't believe they did that." Keep those thoughts on the inside because your super powers don't have any effect on me; I'm just the messenger of what the client wants to ask for.

There's a lot of great negotiating tips and training out there, this is just a little peek into a philosophy I was taught years ago.

What's your Super Power?

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Topic:
Real Estate Sales and Marketing
Location:
Pennsylvania Dauphin County
Groups:
Coaching and Mentoring
Coaching-Personal Development
Learn to be a Top Producing Listing Agent
Realtors®
Tags:
negotiating
representation

Comments 6 New Comment

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Rainmaker
56,966
Sergio DePinto
Re/Max Premier Inc. - Greater Toronto Area

Jim,

It's time we show more class. Invisibility, Patience, being objective in the representation process is paramount to good agency. As agents, we tend to take things personally and forget who we're representing. I see clashes instead of cooperation; opinions expressed rather then common ground embrassed.

Nice post... thanks

Sergio

July 20, 2010 08:13 AM
Rainmaker
18,002
Jim Gainer
Howard Hanna Real Estate Services

I couldn't agree more Andrew. That's a great super power; Knowledge Of The Market! When we advocate one position over the other we need to be able to back it up with facts and specifics, not just hopes.

Another one of my favorite activities that feeds that super power is previewing proerties. If all you do is look at them in the MLS, then you don't know any more about your market than the average consumer surfing the Internet. You have to go out and walk through them. Remember someone might have a super power that lets them take Great photos.

July 20, 2010 08:13 AM
Rainer
147,546
Don Spera
Serving York and Adams County, PA
CR Property Group, LLC

At a very early stage in all our careers we heard what the break down was in the word ass u me.  If we don't ask, the answer is already NO!  Don't get in a pissing match, just do the best you can on behalf of your clients interest and move on.

July 20, 2010 08:26 AM
Rainmaker
18,002
Jim Gainer
Howard Hanna Real Estate Services

Thanks Sergio and Don, sometimes we do get in the way of our clients desire to buy a house or to sell a house. I've heard people say it's about ego, and others say it's about control. I believe the road to (somewhere bad) is paved with good intentions; I like to believe we have their interests at heart, we just sometimes get carried away.

When I was getting started the one person who really belived in me and my success taught me a very valuable lesson. I was not allowed to call clients "My Buyer" or "My Seller" the appropriate term was "The Buyer" or "The Seller." sounds small and unimportant, but it has always served to remind me that I'm not the one in charge here, I do what The Buyer or Seller wants me to do. Sure we recommend, but they don't have to agree.

July 21, 2010 07:49 AM
Rainmaker
122,323
Roseanne Campagna
Kent/DesMoines/Blk Diamond/Renton/Maple Valley
Windermere RE/PSK, Inc. - South King County, WA

Thanks for this post - I'm starting to have questions of my own to learn the best way to handle negotiations.

July 29, 2010 01:57 PM
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Rainmaker
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Jim Gainer

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Real Estate training and coaching tips for new and experienced agents.