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Dealing with real estate lowballers

Part 3 of 6: Secrets of powerful negotiation

Learn the New Luxury Playbook at Luxury Connect | October 18-19 at the Beverly Hills Hotel

(This is Part 3 of a six-part series. Read Part 1, Part 2, Part 4, Part 5 and Part 6.) Powerful negotiators know how to survive in any market. Do you have the necessary skills to cope with today's shifting market? Parts one and two of this series looked at many of the common mistakes that poor negotiators make. The next two weeks will be devoted to identifying the language that can undermine your negotiation success. 4. Don't ever describe any buyer or seller in derogatory terms This seems obvious, but it's common for agents to refer to buyers who make low offers as "lowballers," "bottom-feeders," "chiselers" and other unflattering terms. It's also common for agents to refer to sellers as being "greedy" or "stupid" when the sellers insist on overpricing their property. Making these types of remarks about your client or another agent's client only reflects badly on you. It also sets up a difficult negotiation situation because once you place a negative label on a client, you have ...