"Gimme your best offer." It's a phrase used throughout the world to spark negotiation--whether over the price of market produce, the purchase of a car or even a new home. It is a starting point, and the good negotiator will quickly identify the best tactics and routes to achieve his/her sales/buying goal. Real estate is full of negotiation. Price, of course, comes first to mind as a critical point of negotiation. But before we even get to that phase, there are several other key areas where savvy agents must use effective negotiation skills to win the mindshare of clients, buyers and other agents. The Listing Agreement--Negotiating with Sellers The listing agreement can be compared to a recipe. The agent and buyer work together to determine the best ingredients--timing, price and market position--that will sell the home. If one ingredient is off, the success of the sale is at stake. While the agent should be in the driver's seat during this phase, there are times when agents must use p...
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