The essence of our jobs!

By
Real Estate Broker with Coldwell Banker Residential
http://actvra.in/8Xl

I've talked about this subject with new agents in the past, with occasional success, when we talk about negotiations, and the fact that it needn't be 'adversarial'.  I have a buyer who wants to buy, you have a seller who wants to sell.  Let's see how we can help them facilitate that sale.

That's really the essence of our jobs, isn't it?
Once we get past the "marketing" aspect.

Many agents feel the need to prove their value to their clients, and like to flex their muscles. And in doing so they sometimes set their clients expectations too high.  "I know you said that you'd be happy to get this house for 96% of the list price..." says the agent to their buyer "but I'm going to cram our offer down their throats, and make them sell it to you for 90%!" he says beaming with pride.

What buyer would say "don't do that!"  How many buyers do you know who would tell that agent "No, I don't want to punish the seller for the downmarket, I just want to get this home for a price that I can afford."?  Yeah, there are very few of those out there.

It's important, as we talk to our buyers and sellers, that we remove our egos from the equation.

A better approach might be to ask our buyer: "What is your goal... how much would you like to get this home for?"  Typically the buyers have some idea.  If they don't, show them your CMA that you've run on the property.  Show them it's market value.  You could offer: "It would be great if we could get the seller to recognize the market value and sell it to you for that, or if we're lucky, maybe even a little lower?"

It's a business transaction.  It needn't be personal.  So many agents take it personally, and like to leave their "Mark" on the deal. We have a buyer and seller, and we want to put them together.  As a seller's agent, I'd like to make sure that my seller gets a reasonable price, with the best and safest terms.  As a buyer's agent, I'd like the same.

I don't need to beat up the buyer, or the seller... or even the other agent.  We both work in the same community, and will likely have additional transactions together.  That doesn't mean I should lie down like a rug, and let the other agent walk all over me and my client, but neither does it mean that I have to make them cry "Uncle!"  Does it?

(250  -34)
I'd like to teach the world to sing,
in per-fect harmony...

Posted by

 ALAN MAY, Realtor®
Specializing in Evanston Real Estate and North Shore Real Estate

Coldwell Banker Residential Real Estate, 2929 Central Street, Evanston, IL 60201
847.425.3779      Cell: 847.924.3313      Email: Almay@aol.com

Evanston Real Estate & North Shore Real Estate
Licensed in Illinois

   

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Ambassador
959,543
Alan May
Evanston & Northshore of Chicago real estate
Coldwell Banker Residential

Rhonda - some of the agents who've been doing this the longest have the most edge (of course, some of them are a delightful and professional as they can be).

April 28, 2011 01:47 PM
Rainer
81,843
Jamie King
Sandusky, OH
Hoty Enterprises, Inc.

Alan...you said it well. I hate drama in a transaction. Despise those agents that like to "attack" you or your client. It's a business transaction and we, as professionals, need to separate our emotions and opinions from the transaction. Just "git er done!!!"

April 29, 2011 10:54 AM
Rainer
7,795
Madison Carlson
RE/MAX Excellence

This is exactly how I feel. I would describe Real Estate like High School. You got the "cool" kids, the "know-it-alls", the "smarties", and then the rest. We all want one thing: To sell the property to or for our client in a reasonable manner....period. Throughout all my transactions I keep a reminder in my head, "Keep the conversation light and the paper rolling." :)

April 30, 2011 04:51 PM
Ambassador
959,543
Alan May
Evanston & Northshore of Chicago real estate
Coldwell Banker Residential

Jamie - those attack agents need to be "leashed".

Madison - I like that phrase... keep the conversation light ... very nice.

April 30, 2011 05:56 PM
Rainer
34,841
Dan Pinson
Broker,ABR,GRI,RSPS,SFR,TRC
International Realty Partners

The only reason I've ever gotten at least a little adversarial is when the other agent wasn't doing their job. Then I let them - or their broker - know about it. That said, I've got buyers that think that even after a near 60% price correction in our local market, that they should get a property for another 50% off! A good deal is where everyone walks away feeling like they've won. And an amen to Robert #114.

May 02, 2011 02:23 PM
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Alan May

Evanston & Northshore of Chicago real estate
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