In a recent article in Agent Direct News, Bernice Ross writes about face to face negotiation.
High touch still matters. Realtors have fallen into the pattern of either faxing or e-mailing offers. By doing so you loose one of the most important tools you have in negotiating a listing agreement or purchase contract. Face to face negotiations gives you a real advantage over digital communication. According to Ross, our body language communicates approximately 60 percent of the information that we use to determine what the other person means.
Is there more then one seller? Is one seller for the offer and the other against? How will you know what points are negotiable? Where can you obtain additional concessions for your client? What is motivating the seller? The agent who relies on fax or e-mail will almost never know why their offer was turned down or what he or she might have done to put the property under contract says Ross. You loose a wealth of valuable information about what is happing in the negotiation.
You might be relying on an untrained agent whose communication and negotiating skills are inferior to your own. Putting yourself face to face with the buyer and seller clearly gives you the opportunity to control the negotiations and bring the best possible price and terms for your client.
While other agents continue to fax and e-mail their clients offers, differentiate your services by negotiating your transactions face to face. Your clients will appreciate the superior service you are providing them.
Call Kim Hodges at The Selby Group 407-482-8225