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?
I'd like to teach the world to sing,
in per-fect harmony...