Negotiations 101

People take for granted the negotiation portion of the selling process. The skill in negotiation comes first and foremost from experience, of which I have 19 years. I have also developed a strong desire to better any given set of circumstances, keen problem solving skills, as well as the ability to think quickly and work well under pressure.

A great agent is confident enough to council a buyer or seller on how to respond to an offer/counter-offer. I always give my clients various likely scenarios depending on how hard they want to push their present position. My job is to get my client the power position during the negotiations; this could include trying to get another offer for a seller to work with before he/she responds to an offer or doing research on a home before the buyer makes an offer or responds to a counter-offer. A great agent also recognizes when the other side appears to have the upper hand and offers possible solutions in dealing with such a situation. There are as many ways to get the power position as there are homes on the market and the skill set is very dynamic.

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