How Do You Negotiate? Like Vinegar or Honey?

By
Real Estate Broker/Owner with Rulnick Realty, Inc.

Negotiating

This week I dealt with two agents offering a startling contrast in styles.  Sort of like "vinegar" and "honey".

Agent Vinegar Tactics during negotiations:

"Your seller must not really want to sell.”

"How many offers have you had so far?”

"It’s not priced right in the first place.”

 

Agent Honey Tactics during negotiations:

"I am not Houdini, but I’ll try to do magic!”

"I’ll do the best I can to make this work.”

"Thank you!”

 

Which agent do you think will be more successful negotiating for their client?  Both are representing their buyers with low offers.  Agent Vinegar’s approach is an aggressive attack.  It is meant to show the listing agent that the house was overpriced and the listing agent could not sell it.  Agent Honey shows he is approachable and calls for empathy. 

Agent Vinegar will probably get the listing agent defensive and build up a wall.  Remember, agents are not automatons, they are human.

Agent Honey will probably get the listing agent to act like a teammate to get the deal done.

Which agent are you?

 

It's Wendy!

Wendy Rulnick, Broker, Rulnick Realty, Inc.

Call toll-free 1-877-ITS-WNDY (1-877-487-9639) or local 850-650-7883 ext 204

Email Wendy: itswendy@rulnickrealty.com

Destin FL Real Estate

Destin Short Sales & Pre Foreclosure Help.

Read Wendy's Destin Real Estate Blog

Wendy is a short sale and pre-foreclosure specialist and has been featured in "Kiplinger Personal Finance Magazine" and "Florida Realtor Magazine". Call Wendy Rulnick, Broker/Owner,to list and sell your home or condo on the Emerald Coast of Florida in Walton, Okaloosa and Santa Rosa County-  Destin, Santa Rosa Beach, Fort Walton Beach, Niceville, Bluewater Bay, Navarre, Seagrove Beach, Watercolor, Sandestin, Seaside, Crestview, Rosemary Beach, Mary Esther, Shalimar, Eglin AFB, Hurlburt Field. 

Posted by

"It's Wendy... It's Sold!"

Wendy Rulnick, Broker/Owner Rulnick Realty, Inc.

Call Wendy Rulnick 1-850-650-7883 ext 204

email itswendy@rulnickrealty.com

www.ItsWendy.com property searches and community info

www.ShortSales-EmeraldCoast.com for short sale help on the Emerald Coast

Co-Founder www.ShortSaleSuperstars.com  national network

Wendy Rulnick is the marketing choice for sellers on the Emerald Coast who want to list and get their homes and condos sold in Destin, Sandestin, Bluewater Bay, Santa Rosa Beach, 30-A, Watercolor, Seaside, Rosemary Beach, Seacrest Beach, Kelly Plantation, Regatta Bay, Destiny and more.

Rulnick Realty

 

close

Re-Bloggged 1 time:

Re-Blogged By Re-Blogged At
  1. Christa Borellini 09/17/2010 06:46 PM
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the graph to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Topic:
Real Estate Sales and Marketing
Groups:
Almost Anything Goes
Dedicated Bloggers
Diary of a Realtor
Realtors®
The Lounge at Active Rain
Tags:
negotiating

Comments 13 New Comment

Show All Comments
Rainer
69,795
Christa Borellini
Prudential California

I so agree with Agent "Honey"!   I really don't understand why an agent that presents a low ball offer really tries to convince the listing agent that it's good?  If baffles me.  I mean do they think the list agent will be stupid enough to "say...ohhh you're right, 10% below market value/list price is a great offer".

I got some really good advise from a colleague of mine that I use when I have to present a low ball offer.  I just say "Hi, I got good news for you and bad news.  The good news is that I have an offer for you, the bad news is it isn't a  really good offer".  

 I mean come on, everyone knows a shitty offer when they see it. 

Just fess up and see if there's anything you can do to come to a deal!

Nice Post Wendy!

September 17, 2010 06:43 PM
Rainmaker
454,268
Wendy Rulnick
Destin FL Real Estate
Rulnick Realty, Inc.

Christa - I think your approach is disarming!  Let's be honest here.

September 17, 2010 06:57 PM
Ambassador
745,997
Steve Shatsky
Dallas Real Estate & Short Sale Specialist (214)213-0340
Prudential Texas Properties

Hi Wendy... I am definitely a "Honey" but sadly there don't seem that many "Honeys" out there these days.

September 17, 2010 10:50 PM
Rainmaker
591,494
Laura Giannotta
Your Realtor Down the Shore!
Keller Williams Realty - Atlantic Shore

It isn't often I read about the agents attitude and demeanor in negotiating a deal.  I always try to be upfront and helpful...it serves no one to try to intimidate or bully another agent, or suggest that they don't know as much as you.

September 18, 2010 05:28 AM
Rainmaker
908,291
Bill Gassett
Metrowest Massachusetts Real Estate
RE/MAX Executive Realty

Wendy I think I may be a mix of both. I sure as hell would not want to drink that concoction - LOL

September 18, 2010 08:09 AM
Ambassador
1,276,623
Loreena Yeo
Realtor® | Frisco TX Community Ambassador
3:16 team REALTY ~ Locally-owned Frisco TX Real Estate Co.

I sure hope I'm a HONEY agent. I put myself in wanting it work for all parties involved.

September 18, 2010 08:16 AM
Rainmaker
454,268
Wendy Rulnick
Destin FL Real Estate
Rulnick Realty, Inc.

Steve - I like honey, too!

Laura - Upfront and helpful is good.

Bill - Hopefully, there is a little more honey to make it palatable!

Loreena - Right on!

September 18, 2010 09:08 AM
Rainmaker
1,775,758
Gabe Sanders
Stuart Florida Real Estate
the BlueWater Realty team specializing in Martin County Residential Homes, Condos and Land Sales

Wendy, this is so true.  I think the agents that use the vinegar approach fail much more than those who use honey. 

September 18, 2010 09:12 AM
Ambassador
895,064
Missy Caulk
Realtor - Ann Arbor Real Estate
Missy Caulk TEAM

Wendy, it never ceases to amaze me when I read these things. They are not really helping their buyer out are they. 

 

September 18, 2010 10:35 AM
Rainmaker
454,268
Wendy Rulnick
Destin FL Real Estate
Rulnick Realty, Inc.

Gabe - I tend to agree.

Missy - Being adversarial with the other agent usually doesn't help.

September 19, 2010 09:47 AM
Ambassador
1,089,616
Melissa Zavala
Broker, Escondido Real Estate, San Diego County
Broadpoint Properties

I once wrote a blog post where I said that people either negotiated like verb or prepositional phrases. Verbs are your vinegar.

September 20, 2010 05:28 PM
Rainmaker
454,268
Wendy Rulnick
Destin FL Real Estate
Rulnick Realty, Inc.

Melissa - Your version sounds more deeply thought out:)

September 20, 2010 05:33 PM
Rainmaker
937,894
Adrian Willanger
Profit from my two decades of experience
206 909-7536 TheHomeFunnel.com

Wendy~thanks for the post. I think I tend to be more honey loaded with statistics.

February 03, 2011 10:19 PM
Show All Comments
Rainmaker
454,268

Wendy Rulnick

Destin FL Real Estate
Ask me a question
*
*
*
Spam prevention

Accessibility option: listen to a question and answer it!

To submit the form,
drag the house to the circle on the side.

Type below the answer to what you hear. Numbers or words, lowercase:

Additional Information

stLight.options({publisher:'38725d03-3cc6-42e6-bcc5-9e8126fcc3e0'});" style="overflow:hidden;" seamless scrolling="no" id="custom-widget-content" onload="resizeIframe()">Your browser does not support iframe.