Words To Use And Get Price Reductions And More Closed Contracts
Are you currently working with a seller who is asking more for their house than buyers are willing to pay in this current market? 
Experience shows the more a seller and buyer engage in an offer/counter offer negotiation the more likely one or both parties will become frustrated and causenegotiations tobreak down. That’s the last scenario you want. The deal falls apart at precisely the time you’ve spent all this time and the deal falls apart and you don’t get our commission.
Use these three magic words dialogues and; present more offers that get accepted, tell your client about the risks of deciding to counter offer and then make it impossible for your seller to resist your request to lower their price.
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These Three Magic Words Dialogues Are Straight From My Black Deck – Magic Words That Negotiate Agreement
How To Get More Of Your Offers Accepted
John, the Smiths have agreed to buy your house and I’m not going to say that this is the perfect contract; however, for just a moment imagine that because the Smiths have agreed to buy your house, you now can get your kids into the Spokane School District and have them feel adjusted with all the other kids before the first day of school. While you imagine that, let’s take a closer look at the terms in which the Smiths have agreed to buy your house, shall we?
Tell Your Client About The Risks Of Deciding To Counter Offer
John, I appreciate that you would like the Smiths to consider another offer now so that you might get $385,000. As your consultant I need to tell you the facts about the market before you try to do that.
John, since the Smiths have agreed to buy your house, if you choose to counter offer it’s a bit like saying, “I want to buy my house back from the Smiths for $385,000. I’m not saying accept this offer, and I do want to advise you that you may really want to think it over before you decide to buy this house back from the Smiths because contractually your house is sold.
Make It Impossible For Your Seller To Resist Your Request To Lower Their Price
John, because you said you want to go ahead and make this counter offer of $385,000. And I know you want to create more motivation for the Smiths to act quickly and accept our counter offer. I suggest we tell the world what the new price is and we do that now by lowering the price in the MLS. The lowered MLS price should help the Smiths to have a sense of urgency and reach agreement right now.
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As you begin using these Magic Word dialogues to present offers, you’ll discover you’ve become a stronger advocate for your client so that your negotiation skills alone are worth every penny you make.
When you reveal the risks of a counter offer you’ll see how clients actually begin to trust you more and listen to your advice as they follow your requests.
In this market you’ll realize this is a critical skill set to have when you need to get price reductions and increase agreement between sellers and buyers and reduce the risk of losing transactions so that you close more deals and keep your commissions.
Post a comment of your experience when you use these dialogues. I’d love to hear about your successes.
