Presenting an Offer
Get purchase contract negotiations off on the right foot by presenting your clients’ offer effectively.
- Always try to present the buyers’ purchase offer in person to the sellers. If that’s not possible (with out-of-town sellers, for example), then try to arrange a conference call when all of the decision-makers can participate.
- Anticipate possible sellers’ objections ahead of time, and try to gather the information you will need to respond to the objections (an updated CMA, etc.).
- Use language that shows the sellers that you’re both working toward a common goal. Don’t say, “My buyers,” but instead say, “Our buyers.”
- Don’t just concentrate on the price. Flexibility on closing time, no contingencies, and a well-qualified buyer are all strong aspects of an attractive offer.
- If the sellers won’t accept the terms of an offer, wait two or three days and present the offer again.
For more, check out Tips for Presenting a Counteroffer.
Crafting and presenting counteroffers is another test of your negotiating skills. Try these techniques to work toward a win-win situation:
- Keep all counteroffers focused on the big picture. Remind sellers that the value of the concession is probably far less than the profit they are making on their home.
- If you think the price is reasonable, do your best to prevent your seller clients from negotiating for the sake of the game. Remind them that a counteroffer is an entirely new offer that makes the first offer nonbinding. So the buyers could walk away from the deal if they don’t like the counter.
- Help sellers put a lower-price offer into perspective. On a $250,000 home, an offer of $245,000 is only a 2 percent reduction.
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